Responsibilities

This role operates within the Applied AI team's technical ecosystem. You will partner closely with a dedicated analytics/ops counterpart on the sales side, partner with AI and data engineers on complex builds, and work directly with sales leadership, RevOps, and SDR/AE/CSM teams for domain guidance and go-to-market context.
Given the revenue-centric focus of this work, this role requires a genuine interest in driving conversion across the funnel (such as contact-to-meeting rate, S1/S2 conversion, and win rate), along with deal-cycle length and renewal outcomes. Pipeline management itself sits with sales leadership and RevOps, and you will work closely with them. You will not own KPI definitions or reporting, but you will apply the necessary rigor and ROI framing to make sure what gets built is actually moving those numbers.
Own the AI-native signal-to-action layer for Sales: design, build, and continuously improve the agents and automations that turn account/contact/product signal into qualified SDR sequences, AE opportunity actions, and CSM account and renewal actions, with clear human review and approval points before anything reaches a prospect or customer.
Build for AE and CSM workflows specifically, not just top-of-funnel outbound: deal-risk and next-best-action surfacing for AEs managing opportunities through the pipeline, and account-health, renewal-risk, and expansion-signal surfacing for CSMs managing customers through renewal — this role's scope is the revenue organization, not one segment of it.
Serve as product owner for systems built entirely in house: drive the roadmap, prioritization, and quality bar for the call- and deal-intelligence and other revenue systems the Applied AI team builds, in partnership with sales leadership and the RevOps/analytics counterpart.
Design the human oversight for every agent you ship: approval gates, escalation paths, and clear ownership boundaries so SDRs, AEs, and CSMs stay in control of what goes out under their name — an agent recommends and drafts, a human approves and sends.
Build and run evaluation frameworks for agent behavior: seed scenarios, scoring rubrics, and regression checks that prove an agent is producing good contacts, good sequencing, good deal guidance, and good call and deal intelligence output before and after it goes into production — not just that it runs.
Instrument and monitor production agent activity: track model and tool calls, tie agent actions back to pipeline and revenue outcomes, and give sales leadership and RevOps a clear read on what the agents are actually doing and whether it's working.
Map and redesign seller workflows with an AI-native lens: go deep with SDRs, AEs, CSMs, and RevOps to understand current-state processes — signal sourcing, contact qualification, sequencing, account prioritization, deal support, renewal management — identify where AI creates leverage versus risk, and translate findings into prioritized action plans.
Do the GTM engineering that connects revenue systems: build against Salesforce, Outreach, Gong/call data, and third-party signal sources (e.g., procurement and contract data), and surface shared infrastructure opportunities to prevent duplicated builds with other Applied AI efforts. This role is meant to create economies of scale, not n+1 point solutions.
Partner with AI platform, systems, and/or data engineers when required: clearly define requirements, translate business needs into actionable technical specs, and own outcomes on the business side — build first, then delegate backend complexity (data modeling, integrations, infrastructure) to platform engineering.
Serve as the primary AI capability advisor for Sales: help sales and RevOps leaders understand what is possible with AI today, evaluate build vs. buy tradeoffs, identify where AI should not be applied due to compliance or brand-risk constraints, and set realistic expectations on scope and timeline.

AI Solutions Engineer, GTM at Opengov · LumiJobs

AI Solutions Engineer, GTM

Responsibilities

Qualification

Required

Preferred

Benefits

Company

Opengov

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