.png)
2 hours ago
2
GTM Engineering didn’t exist as a formal role 3 years ago. Today, it’s one of the fastest-growing jobs in tech. But if you ask 10 people what a GTM Engineer actually does, you’ll get 10 different answers. Some people will tell you it’s just a rebranding of RevOps. And that it’s not really new nor fast growing.
Everyone has an opinion. And you know how much I absolutely hate hearing opinions.
So naturally, I wanted to look at real hard data. I set out to analyze every single GTM Engineering job posting from the past year. Because Bloomberry gets job postings data directly from company websites, this was an easy weekend project.
All in all, I set out on a mission to find the following:
- The most popular responsibilities required of a GTM engineer
- How fast demand for GTM engineers is growing year over year
- The average salary of a GTM engineer
- The most popular tools GTM engineers use
- What skills are required of a GTM engineer
- And finally to settle the debate once and for all: Is GTM Engineer actually a new job?
1. The most popular responsibilities of a GTM Engineer
What are the most popular responsibilities of a GTM Engineer?
To find out, I crawled every single GTM job posting published this year and passed the contexts to the OpenAI API to get the list of most popular responsibilities mentioned.
The top 3 responsibilities of a GTM Engineer were:
1) build/automate GTM workflows
2) integrate GTM tech stack tools, and
3) own/optimize the CRM
I did the same thing for the same # of Revops job postings. These were the top 10 responsibilities mentioned in Revops Engineering job postings.
It turns out 9 out of 10 responsibilities that shows up in GTM Engineer roles appears in RevOps Engineer postings too.
The one small difference? RevOps roles explicitly call out “optimize sales/revenue forecast accuracy” as a distinct responsibility (76% of postings mention it), while GTM Engineer roles tend to emphasize “optimize outbound/prospecting “.
Beyond that one nuance, the ranking differs slightly as well. RevOps jobs lead with CRM ownership (98% mention it first) and treat it as the foundation. GTM Engineering jobs tend to lead with automation and integration, putting CRM third or fourth.
However, these are small differences as you’re still doing the same work either way.
The verdict? GTM Engineering and RevOps jobs are essentially the same.
Of note, only 1.4% of GTM engineer and RevOps job postings mention “cold calling” as a responsibility. It’s clear that these are not glorified account executive roles.
What about sales engineering? Are GTM Engineers just a rebrand of a sales engineer? Listen, I’ll save you the time, because the analysis clearly shows there is almost zero overlap in responsibilities between the two. Sales engineers are much more customer-facing.
If you’re anti-social and are allergic to people, GTM engineering is a more suitable profession for you 🙂
2. GTM Engineering Jobs are up 205% year over year
We compared the # of job postings from January through September 2024 combining both GTM Engineers + Revops against the same period in 2025. The chart tells the story clearly: what started as single-digit monthly postings in early 2020 has exploded to over 100 new positions per month by September 2025. And an increase of 205% new GTM jobs year-over-year.
What’s driving this explosion? The rise of AI is likely a major factor of course. As tools like ChatGPT, Claude, and Clay matured through 2024, companies realized they needed someone technical to actually implement them. GTM teams suddenly had access to powerful automation capabilities – AI-powered lead scoring, automated email sequences, intelligent forecasting, AI-generated emails, but most marketing and sales leaders didn’t have the technical chops to deploy them.
Even though it’s clear GTM Engineering is essentially the same as Revops, the role is becoming increasingly popular.
3. The average GTM Engineer Job is paying $127,500 per year
GTM Engineer salaries vary wildly depending on who’s hiring. Looking at GTM job postings that included public salary ranges (not third-party databases like Levels.fyi), the median comes in at $127,500. But that number tells only half the story.
The top-paying companies aren’t just offering good salaries – they’re offering exceptional ones. Vercel leads the pack at $252,000, followed closely by OpenAI at $250,000. LILT AI comes in third at $221,500, with Air at $208,500 and Ramp at $184,000 rounding out the top five. Squint ($182,500), Tandem ($175,000), Clay ($175,000), and Mux ($173,500) complete the top ten.
The pattern is clear: well-funded, high-growth tech companies, especially those building AI products or developer tools are willing to pay significant premiums for GTM engineering talent.
4. The average number of years of experience required is 4.11 years
The demand for GTM Engineers is skyrocketing, but that doesn’t mean these companies are hiring anyone they can find. They’re still being very picky. The average # of years of experience required in 4.11 years.
5. Clay and Hubspot are the most popular tools used by GTM Engineers
The most popular tool used by GTM Engineers is Clay (shocking, I know). The company that literally coined the title “GTM Engineer” has become the go-to for data enrichment and workflow automation.
HubSpot comes in second at 52% of GTM Engineering jobs, with Outreach at 49% and Salesforce at 45%. The CRM war is pretty evenly split – HubSpot barely edges out Salesforce, but let’s be real, you probably need to know both.
The middle tier is all about automation. Zapier shows up in 39% of postings, which proves no-code workflows still matter. Apollo (29%) and N8N (28%) are the newer crowd favorites – Apollo for prospecting data, N8N for when you need more horsepower on automation.
Gong (23%) and Looker (17%) round things out for conversation intelligence and reporting.
The bottom line? Learn Clay and pick a CRM (HubSpot or Salesforce). Get comfortable automating workflows with Zapier or N8N. Understand how sales tools like Outreach and Apollo fit together. The companies paying $200K+ want someone who can orchestrate the whole stack, not just run one tool really well.
6. SQL and Python are mentioned in a large # of GTM Engineer job postings
Here’s where GTM Engineers separate themselves from traditional sales ops roles: you need to code. SQL and Python each appeared in 38% of GTM Engineer job postings. That’s more than a third of roles explicitly requiring programming skills, and the real number is likely higher since many companies assume it without stating it outright.
SQL makes sense – you’re constantly pulling data from CRMs, data warehouses, and analytics platforms to build reports, diagnose pipeline issues, and validate integrations. Python is the automation workhorse: writing scripts to move data between systems, building custom integrations when off-the-shelf tools fall short, and increasingly, orchestrating AI agents and LLM workflows.
If you’re coming from a pure sales ops or marketing ops background without technical skills, this is your wake-up call. The highest-paying GTM Engineer roles expect you to write code, not just click buttons in Zapier. You don’t need to be a software engineer, but you do need to be comfortable enough with SQL and Python to solve problems independently.
7. 43% of Companies Hiring a GTM Engineer use a visitor identification tool
When I analyzed the tech stack of every company hiring a GTM engineer, it turns out 43% of them use a popular visitor identification tool, to identify anonymous web traffic. The 3 most popular ones were ZoomInfo, 6Sense and Apollo.io.
35% of these companies were also using some sort of intent data, or GTM signal platform too, with Koala, DreamData, UnifyGTM, Factors.ai and CommonRoom being the most popular ones.
So aside from Clay, a CRM, and an automation no-code tool like Zapier, being familiar with some of these data providers, and orchestration platforms would help in getting a GTM Engineering job as well.
Conclusion
So, is GTM Engineering actually a new job?
Yes and no. The work itself? That’s been around for years under the RevOps umbrella. But the explosion in demand and the salary premiums – that’s all new.
What changed is AI. These tools didn’t just add new capabilities; they fundamentally shifted what’s possible in go-to-market operations. Companies went from “nice to have someone technical on the team” to “we desperately need someone who can actually implement all this stuff.”
The result? A role that looks like RevOps on paper but pays like engineering and requires you to code. That’s different enough to warrant its own title.
If you’re thinking about breaking into GTM Engineering, the path is clear: learn Clay, pick up SQL and Python, get comfortable with at least one major CRM, and understand how to orchestrate multiple tools together. The companies hiring right now aren’t looking for button-clickers – they want builders.
