GTM工程师
GTM Engineer
我们正在通过融合艺术与科学，构建用于模拟世界的AI。
我们认为世界模型是人工智能进步的前沿。仅靠语言模型无法解决世界上最困难的问题——机器人技术、疾病、科学发现。真正的进步需要能够体验世界并从错误中学习的模型，就像人类一样。而这种试错过程在模拟环境中进行时，可以大幅加速，而不是在现实世界中。
世界模型为通用模拟提供了最清晰的路径，改变了故事的讲述方式、科学进步的方式以及人类下一个前沿领域的探索方式。
我们的团队由富有创造力、思维开放、富有同理心且有雄心的人组成，他们决心改变世界。我们渴望不断创造不可能的事物，而我们实现这一目标的能力依赖于打造一支非凡的团队。如果你也渴望做到这一点，我们很期待收到你的来信。
## 关于该职位
* _欢迎在美国各地远程办公 —— 我们在纽约、旧金山和西雅图也有办公室_
这是营收部门的工程岗位，实际上也是RevOps负责人：你负责CRM、数据增强工具、信号层、代理集群，以及每一个将产品使用记录转化为成交的自动化流程。你编写代码并创建工具，以提升GTM团队每个员工的生产力。
GTM工程师意味着你通过软件解决运营问题 - Python、SQL、API和代理工作流 - 而传统运维人员会提交工单或购买新工具。这是一个构建岗位 - 从零开始重新设计和实现。你将GTM视为一个能同时让内部团队和客户感到满意的产物。
## 你将做什么
### **营收系统与数据基础设施**
- 管理商业对象模型 - 路由、区域、审批流程 - 作为下游所有系统和代理读取的模式
- 将Salesforce从销售代表输入数据的地方转变为代理进行状态对账的地方，销售代表进行检查和批准
- 通过API和webhook连接整个系统（Salesforce、Gong、Clay、产品使用情况、数据仓库），使账户在每个系统中看起来一致
- 在CRO仪表盘下构建报告层：管道覆盖范围、转化率、上手速度、预测准确性
- 像生产环境一样运行所有系统 - 可观测性、错误处理和数据质量验证 - 让系统被调试，而不是提交工单
### **代理工作流引擎**
查看英文原文
We are building AI to simulate the world through merging art and science.
We believe that world models are at the frontier of progress in artificial intelligence. Language models alone won’t solve the world’s hardest problems – robotics, disease, scientific discovery. Real progress requires models that experience the world and learn from their mistakes, the same way that humans do. And this kind of trial and error can be massively accelerated when done in simulation, rather than in the real world.
World models offer the most clear path to general-purpose simulation, changing how stories are told, how scientific progress is made and how the next frontiers of humanity are reached.
Our team consists of creative, open minded, caring and ambitious people who are determined to change the world. We aspire to continuously build impossible things and our ability to do so relies on building an incredible team. If you are driven to do the same, we'd love to hear from you.
## About the role
_Open to hiring remote across the US. We also have offices in NYC, San Francisco and Seattle._
This is the builder seat on the revenue team. You'll spend your time with sellers (BDRs, AEs and account managers), learning where the motion breaks. Then you'll fix it with software: signals, scoring, routing, agents and the CRM underneath. In practice you're also our RevOps lead, so you own the systems that turn product usage into pipeline and pipeline into closed-won.
At Runway, a GTM Engineer understands the rep's day as well as the stack. You know why a lead should be worked now, which account deserves an AE's afternoon, and what gets a rep to actually open a tool. Then you build it with Clay, SQL, APIs and agentic workflows, where a traditional ops hire would file a ticket or buy another tool. We care more about what you've shipped and the behavior it changed than about the title you held.
## **What you'll do**
### **Signal, scoring & pipeline**
- Design our account and lead scoring model, with Fit, Intent and Engagement as separate inputs, and keep it honest against conversion data
- Build the PLG-to-Enterprise signal layer: product usage, web and third-party intent feeding a prioritized BDR/AE queue, with routing and SLAs reps trust
- Turn every signal into a reason to reach out (why this account, why now, why this person), packaged so a rep can act in minutes
- Own Clay enrichment and outbound data infrastructure, and raise BDR output at the systems level
- Spot patterns in what converts (segments, use cases, messaging, timing) and bring them to Sales, Marketing and Product
### **Seller workflow & agents**
- Sit with frontline sellers to find where the motion breaks, then ship the fix within two weeks
- Build and run the GTM agent fleet (account research, pre-call briefs, follow-up drafts, CRM updates) from prototype to daily use, with reps reviewing and approving
- Surface the right account context at the right moment: before QBRs, ahead of renewals, when an expansion signal fires
- Build churn-risk and expansion detection with Deployment and CX so the post-sale motion runs on live signals
- Instrument every agent so decisions, failures, human edits and outcomes are visible, and own the loop of evals and iteration
### **Revenue systems & policy**
- Own the commercial model in Salesforce (routing, territories, rules of engagement, approvals) as the source every system and agent reads from
- Connect the stack (Salesforce, Gong, Clay, product usage, the warehouse) so an account looks the same everywhere
- Automate deal desk work: quote workflows, discount approval routing, and pricing guardrails enforced in-system
- Partner with Sales leadership and Finance on comp plan and policy mechanics (crediting, CRM hygiene requirements, win/loss capture), and build systems that make the behavior we pay for the easy path
- Build the reporting under the CRO dashboard: pipeline coverage, conversion rates, ramp velocity, forecast accuracy
### **Measurement & iteration**
- Own every build end to end: discovery, prototype, rollout, adoption, iteration
- Measure the adoption and revenue impact of everything you ship, and kill what nobody uses
- Bring the VP build-vs-buy recommendations backed by working prototypes
- Feed field evidence to Product so enterprise signals reach roadmap decisions
### **What you'll need**
- 5+ years in GTM roles (RevOps, sales ops, GTM engineering, sales development or sales), with at least 2 spent building systems for revenue teams
- Real time close to the number: you've carried a quota, run an SDR team, or worked alongside sellers long enough to know their day and what they'll actually use
- A scoring or routing system you designed, and the conversion change it drove
- Builds you can demo: enrichment pipelines, routing logic, agent workflows in production, and the adoption numbers behind them
- Hands-on Clay skills (or show us you can get dangerous in it during the process), working SQL, and enough Python or JavaScript to call APIs and ship automations
- Familiarity with enterprise sales motions at $100K to $2M ACV
- Experience shaping comp plans, rules of engagement or sales policy is a plus
- Salesforce admin depth, data warehouse or analytics engineering experience is a plus. We'll take an operator who builds over an engineer who's never sat with a rep.
Runway strives to recruit and retain exceptional talent from diverse backgrounds while ensuring pay equity for our team. Our salary ranges are based on competitive market rates for our size, stage and industry, and salary is just one part of the overall compensation package we provide.
There are many factors that go into salary determinations, including relevant experience, skill level and qualifications assessed during the interview process, and maintaining internal equity with peers on the team. The range shared below is a general expectation for the function as posted, but we are also open to considering candidates who may be more or less experienced than outlined in the job description. In this case, we will communicate any updates in the expected salary range.
Lastly, the provided range is the expected salary for candidates in the U.S. Outside of those regions, there may be a change in the range, which again, will be communicated to candidates.
#### **Working at Runway**
[**Great things come from great teams.**](https://www.youtube.com/watch?v=kwmj4ato2kw&ab_channel=Runway) **We’d love to hear from you.**
We’re committed to creating a space where our employees can bring their full selves to work and have equal opportunity to succeed. So regardless of race, gender identity or expression, sexual orientation, religion, origin, ability, age, veteran status, if joining this mission speaks to you, we encourage you to apply.
More about Runway
- [Universal World Simulator](https://runwayml.com/world-simulator.html)
- [GWM-1](https://runwayml.com/research/introducing-runway-gwm-1)
- [Gen-4.5](https://runwayml.com/research/introducing-runway-gen-4.5)
- [General World Models](https://runwayml.com/research/introducing-general-world-models)
- [Robotics SDK](https://runwayml.com/research/introducing-runway-gwm-1#robotics-section)
- [Conversational Real-time Agents](https://runwayml.com/research/introducing-runway-gwm-1#avatars-section)
- [Runway Studios](https://runwayml.com/studios)
We're excited to be recognized as a best place to work:
[Crain's](https://www.crainsnewyork.com/awards/best-places-work-2023) | [InHerSight](https://www.inhersight.com/companies/best/city/new-york-city-ny) | [BuiltIn NYC](https://builtin.com/awards/new-york-city/2024/best-places-to-work) | [INC](https://www.inc.com/best-workplaces/2024)