The rise of GTM Engineers and GTM Architects is reshaping how companies think about go-to-market execution...or maybe it’s just cooler titles for jobs a few of us have been doing for a while.
I define Revenue Operations as the connective tissue across the entire customer journey all tied together through five work streams: Strategy, Process, Technology, Data, and Enablement.
How do these new roles compare?
GTM Engineer
🧑💻 Focus: Building automations and integrations
📈 Outputs: Data pipelines, dashboard reliability, CRM workflows
🚵♀️ Skills: SQL, APIs, tools like Segment, Salesforce, HubSpot
🤝 Reports to: RevOps
GTM Architect
🧑💻 Focus: Designing GTM systems and processes
📈 Outputs: Tech and process architecture, tooling blueprint
🚵♀️ Skills: System design, process mapping, tool evaluation
🤝 Reports to: Cross-functional GTM or RevOps leadership
Revenue Operations
🧑💻 Focus: Driving alignment, execution, and performance
📈 Outputs: Forecasts, attribution, GTM dashboards, enablement programs
🚵♀️ Skills: Strategic thinking, analysis, operational leadership
🤝 Reports to: Ideally the CEO to remain cross-functional
In high-functioning orgs, these roles complement each other.
🔮 Architects design.
🛠️ Engineers build.
🔥 RevOps drives alignment and results.
If you’re scaling GTM, make sure you know who’s doing what and that they’re not operating in silos.