The Role of GTM Engineers and Architects in Revenue Operations
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.