Petra Hajal
RevOps and GTM engineering for B2B SaaS | 10+ years in-house before building for Oyster and Webflow | Co-founder, Reven… · 4d ago
What is GTM engineering, actually? A lot of job posts answer with a tool list. You’ll usually see Clay, n8n, HubSpot, Salesforce and, more recently, Claude Code/Codex/Grokbot. The job itself is building gtm systems powered by great data enrichment and buying signals, then acting on them. GTM Engineering usually covers: → signals: spotting which accounts and people are showing intent → enrichment: getting the right data on them → routing: getting them to the right person on the team → the research and outbound or inbound motions that run on top of all of it The tools have gotten easy to learn, so plenty of people can call themselves GTM engineers now. Being good at it takes everything around the tools: knowing how teams actually operate, where processes break, how CRM data gets messy, what sales teams will use, and what looks good in a workflow but falls apart in the real world. That comes from RevOps experience, usually from having worked in-house. And the tools keep changing. Last year we were building Clay tables, and now most of our building happens in the CLI with coding agents. The judgment behind them doesn’t change much. You still need to know what’s worth building and how all the pieces fit together. I spent 10+ years in-house in GTM and RevOps before starting RevenueHoop, and RevOps experience is still the first thing I look for when we hire. So if you’re hiring a GTM engineer, or bringing in a partner to do the work, I’d ask about their RevOps experienc…
