GTM Engineer - Growth & Sales Development - AASI

Why this role matters

We are looking for a highly analytical, results-driven Go-to-Market (GTM) Engineer who combines the execution skills of a Sales Development Representative (SDR) with the analytical mindset of a growth engineer.

This is a hybrid role combining outbound sales, growth experimentation, automation, and performance analytics.

The ideal candidate is comfortable making cold calls, engaging with prospective customers, analyzing sales data, and continuously experimenting to improve conversion rates.

Key Responsibilities

1. Outbound Sales Execution

* Conduct cold calls to restaurant owners, managers, and decision-makers to generate qualified opportunities.
* Execute personalized outbound email campaigns and follow-up sequences.
* Book product demonstrations and meetings for the sales team.
* Identify potential customers through prospecting, research, and lead generation.
* Maintain accurate records of prospect interactions and outcomes in the CRM.
* Test new prospecting approaches while consistently meeting weekly outreach targets.

2. Sales Performance Tracking & Analytics

* Track and analyze the performance of outbound calls and email campaigns across both personal activities and the broader sales team.
* Monitor key performance indicators, including:
* Cold calls completed and decision-maker connection rates.
* Conversion rates from calls to booked demonstrations.
* Email open rates, reply rates, and positive response rates.
* Email-to-meeting conversion rates.
* Demonstration attendance and qualification rates.
* Lead-to-customer conversion rates.
* Build performance dashboards and reporting tools to identify trends, bottlenecks, and improvement opportunities.
* Compare individual and team performance to identify successful techniques and best practices.

3. Continuous Experimentation & A/B Testing

* Design and conduct structured A/B tests to improve outbound sales performance.
* Test different cold-call opening statements, pitches, objection-handling techniques, and calls to action.
* Experiment with email subject lines, personalization strategies, messaging, formats, and follow-up sequences.
* Analyze which messaging approaches generate the highest response rates and meeting conversion rates.
* Document experiment results and implement winning strategies across the sales team.
* Continuously optimize the entire outbound sales funnel based on measurable results.

4. Ideal Customer Profile (ICP) Optimization

* Identify the most responsive customer segments based on restaurant type, size, location, technology adoption, and other relevant characteristics.
* Test different Ideal Customer Profiles to determine which segments have the highest conversion rates and acquisition potential.
* Analyze differences in outreach performance between independent restaurants, restaurant groups, and other customer categories.
* Identify buying signals and characteristics associated with successful conversions.
* Develop data-driven recommendations for prioritizing high-value prospects.

5. Outreach Timing & Channel Optimization

* Test different days and times to determine when restaurant owners and decision-makers are most likely to answer calls or respond to emails.
* Identify the most effective combinations of phone calls, emails, and other outreach channels.
* Optimize follow-up frequency, timing, and sequence structure.
* Develop targeted outbound strategies for different customer segments.
* Recommend strategies to increase contact rates while reducing unnecessary sales activities.

6. Sales Automation & GTM Engineering

* Develop and improve automated prospecting and outreach workflows.
* Leverage AI tools to streamline lead research, personalization, CRM updates, and campaign analysis.
* Identify repetitive sales activities that can be automated without compromising outreach quality.
* Improve lead scoring, prospect segmentation, and campaign targeting.
* Collaborate with engineering and leadership teams to improve internal sales tools and workflows.
* Build repeatable processes that allow the company to scale outbound sales efficiently.

7. Sales Process Improvement & Team Enablement

* Translate experiment results into clear, actionable recommendations for the sales team.
* Develop standardized cold-call scripts, email templates, and outreach playbooks.
* Identify best practices from top-performing representatives and help replicate them across the team.
* Provide regular insights and feedback to improve team performance.
* Support the onboarding of future sales representatives by documenting successful outreach strategies.
* Help establish a culture of continuous improvement, experimentation, and accountabilit

Requirements

* Strong analytical skills and a data-driven approach to problem-solving.
* Excellent communication skills and confidence conducting cold calls.
* Ability to analyze performance metrics and translate findings into practical improvements.
* Strong organizational skills and attention to detail.
* Willingness to experiment, learn from failures, and continuously improve.
* Ability to work independently and take ownership of measurable results.
* Comfort working in a fast-paced startup environment.
* Strong proficiency with spreadsheets, CRM systems, and digital productivity tools.

Preferred Qualifications

* Experience in outbound B2B sales, sales development, growth marketing, or revenue operations.
* Familiarity with CRM platforms and sales engagement tools.
* Experience designing A/B tests and analyzing conversion funnels.
* Knowledge of AI-powered sales automation tools.
* Experience with tools such as HubSpot, Salesforce, Apollo, Instantly, or similar platforms.
* Basic technical skills in SQL, Python, APIs, or no-code automation tools are an asset.
* Understanding of SaaS business models and customer acquisition economics.

Key Performance Indicators (KPIs)

Success in this role will be measured across two dimensions:

1. Sales Execution

* Weekly outbound call and email activity.
* Number of qualified meetings and product demonstrations booked.
* Positive response rates and prospect engagement.
* Sales opportunities and pipeline generated.

2. Growth Engineering & Optimization

* Improvement in call-to-meeting conversion rates.
* Improvement in email-to-meeting conversion rates.
* Increase in qualified meetings generated per 100 outreach attempts.
* Number and quality of experiments conducted.
* Identification of high-performing customer segments and
* Adoption of successful processes by the broader sales team.
* Improvements in sales productivity through automation