GTM Engineer - TAM, Whitespace & Prioritized Prospecting

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy.

The Revenue Productivity team is looking for a GTM Engineer for TAM, Whitespace & Prioritized Prospecting to own our Clay implementation and the prospecting intelligence layer that feeds pipeline generation. You'll build and maintain the systems that map our total addressable market, surface whitespace, and deliver prioritized, signal-driven prospect lists that help reps spend more time on the right accounts.

A day in the life (Responsibilities) 

• Build and maintain Clay workflows to map intent signals, build outbound lists and identify whitespace across segments and territories
• Enrich and score accounts using third-party signals (intent data, firmographics, technographics) to create prioritized prospect lists
• Partner with Sales and SDR teams to deliver dynamic, targeted outreach sequences based on account tier and buying signals
• Own the data pipeline from Clay into CRM and Sales Assistant, ensuring enrichment is accurate, deduplicated, and actionable
• Continuously refine scoring models based on conversion data and sales feedback
• Develop a 3rd-party signal integration roadmap identifying which external data sources (intent, news, firmographic changes) should be layered into prospecting workflows and how
• Partner with Sales leadership and RevOps to provide data-backed inputs into quota planning and territory design

What you'll need to thrive (Requirements)

• 6+ years in Revenue Operations, Sales Operations, or GTM Engineering, with at least 2 years focused on prospecting infrastructure, account intelligence, or pipeline generation tooling
• Hands-on experience building and owning Clay workflows at scale: including enrichment waterfalls, scoring logic, and CRM sync or equivalent experience with a comparable data orchestration platform
• Deep familiarity with third-party signal providers (intent data, firmographics, technographics) and how to activate those signals in prioritized outreach and territory planning
• Agent building: Demonstrated experience designing, building, and deploying AI agents and agentic workflows that transformed real work 
• Strong understanding of the B2B sales process end-to-end — you've embedded with sales teams, understand how reps prioritize their day, and can build tooling that surfaces the right account at the right time
• Strong SQL skills and comfort working directly in a data warehouse environment (Snowflake, BigQuery) for enrichment validation, pipeline QA, and model iteration
• Systems thinker who can connect tools, trace data flows, and build integrations that scale — comfortable with APIs, Salesforce flows, and no-code/low-code automation tooling

 

What will help you stand out (Nonessential Skills/Nice to Haves)

• Experience with identity resolution and deduplication tooling (Ringlead, Openprise, or similar) to ensure enriched records are clean before entering the CRM
• Familiarity with outbound sequencing platforms (Outreach, Salesloft) and how to connect Clay-enriched signals into automated sequence enrollment
• Experience contributing to or owning territory design and quota planning models using TAM data
• Background in a high-growth SaaS or fintech environment where you've scaled prospecting infrastructure from scratch across multiple segments or geographies

AI at Toast

At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture.

Our Total Rewards Philosophy 
We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits.