Lead GTM Engineer
BrainPOP, New York, NY, United States
For over two decades, BrainPOP has been trusted by educators and parents worldwide as a source of engaging and impactful learning experiences for all kids. With a presence in over two-thirds of U.S. districts through school and district subscriptions and an estimated annual reach of 25 million students, BrainPOP is empowering kids to take agency over their learning and excel in and out of the classroom.
The company was acquired in 2022 by KIRKBI, the family-owned holding and investment company of the LEGO brand, marking a significant milestone as their first acquisition in the digital learning realm. We are thrilled to continue making learning fun and accessible with the strategic guidance and support of KIRKBI.
About the Role BrainPOP is building an AI‑first go‑to‑market engine — and the Lead GTM Engineer is the role that makes it run. This is not a traditional CRM admin or developer position. You will own the technical architecture and strategic direction of our entire GTM stack: designing the data flows, integration logic, enrichment workflows, and automation that connect our signals to our pipeline to our revenue.
You will work at the intersection of Revenue Operations, data strategy, and GTM execution — reporting directly to the VP of Revenue Operations and partnering daily with Sales, Marketing, Customer Success, Finance and our Data Analytics team. You will make architectural decisions that have long‑term consequences for how this organization scales, and you'll use AI‑powered development tools alongside a small‑but‑mighty SFDC admin team to execute on those decisions.
This is an individual contributor player/coach, builder‑thinker role. The ideal candidate has a clear strategic vision for what a modern GTM stack should do, the judgment to sequence it correctly, and the learn‑it‑all mentality to go deep on any tool or integration that stands between the design and the outcome.
This role will be based in our NYC HQ or remote in one of our approved hiring states (see details below). Eastern time zone is preferred, or flexibility to align to Eastern time zone generally. Travel to NYC HQ is expected once per quarter.
In This Role You will GTM stack architecture and strategy
Design and own the integration architecture across our GTM stack: Salesforce (Sales, Marketing, and Service Cloud), Celigio iPaaS, Tableau, Gong, Starbridge.ai, HockeyStack, NetSuite, Mandrill, Appcues, and net‑new tools as we evaluate and add them
Lead the consolidation of existing revenue technology tools, eliminating redundancies where they exist and ensuring seamless data flow across the stack
Make build‑vs‑buy decisions with clear reasoning — evaluate new tool additions against integration complexity, data hygiene risk, and existing stack overlap before committing
Own the integration map: a living document any team member can read and understand
Manage the technical components of the RevOps roadmap and the Salesforce development roadmap, prioritizing initiatives based on business impact and technical feasibility
Partner with our SFDC consultancy firm and leverage AI coding tools (Claude Code, Cursor, or equivalent) to implement the integrations and automations you design
Manage external vendors, consultants, and implementation partners where needed
Design, develop, and implement scalable Salesforce solutions that support the strategic goals of our GTM teams — including custom objects, flows, Apex classes, and field‑level data model design
Own the full project implementation lifecycle from requirements gathering and solution design through build, QA, UAT coordination, and go‑live
Translate complex business requirements from Sales, Marketing, CS, and Support into clear technical specifications and project plans
Stay current with Salesforce releases and industry best practices; recommend and implement new features as appropriate
Ensure data integrity and security across the Salesforce ecosystem
Automation and workflow logic
Design SF Flow automations that translate data signals into rep and CSM actions — score drops, renewal countdowns, engagement gaps
Own Gong Engage sequence infrastructure
Improve on and maintain product‑triggered email logic in coordination with product and CS teams
Identify and implement automation opportunities that improve overall GTM efficiency
Partner with our Data Analytics team to design a customer health score model in Tableau; connect scores SF Flow and Gong playbook triggers to initiate workflows
Design and maintain additional enrichment pipelines — fed by Starbridge ICP signals — and lead the build out of GTM playbooks that turn data into action
Ensure HockeyStack attribution model captures full‑funnel touchpoints from first signal through closed‑won and renewal
You Are
You think in systems before you think in tools — you can sketch a data flow on a whiteboard before you've decided which tool executes it
You're a genuine learn‑it‑all: when a new tool enters the stack, you go deep fast — documentation, community, hands‑on experimentation — and you don't wait for someone to train you
You hold ambiguity well: the stack we're building doesn't have a fully drawn blueprint, and you'll be making architectural decisions with long‑term consequences
You document as you build — undocumented integrations are technical debt, and you treat them that way
You can translate between architecture and business outcomes, and you're comfortable presenting to non‑technical stakeholders
You push back when a tool purchase would create more integration complexity than value — and you can make that case with data, not just intuition
You're energized by working alongside AI tools to go faster, not threatened by what they can do
You understand sales teams and speak their language — you build trust by offering solutions that address real challenges, not just technically elegant ones
Treat Salesforce data quality as standing infrastructure, not a project — own the hygiene standards and the audit cadence
On Your Resume
6+ years in revenue technology, GTM operations, or a related technical business operations role — with demonstrated ownership of GTM systems architecture, not just administration
Deep Salesforce fluency: custom objects, flows, Apex classes, field‑level data model design, and an intuition for what the CRM data model should look like to support the business — not just report building
Deep expertise in Salesforce Sales Cloud, Service Cloud, and Marketing Cloud; experience with Salesforce CPQ preferred
Solid understanding of Salesforce integration patterns and experience with APIs and integration tooling
Clear strategic thinking about GTM data flows: when presented with a business problem, your first instinct is to map where the data lives, where it needs to go, and what stands in the way
Strong working knowledge of iPaaS tools (Celigio, Workato, Boomi, n8n, or equivalent) — you've designed integrations even if you haven't always written every line of implementation code yourself
Comfort with AI‑powered development tools (Claude Code, Cursor, GitHub Copilot, or equivalent) — you use these to accelerate implementation
Excellent project management skills with the ability to manage multiple priorities and stakeholders simultaneously
Exceptional communication skills — you can translate between architecture and business outcomes and present your work clearly to VP and C‑suite stakeholders
Familiarity with Gong (especially Engage and Forecast), Starbridge.ai, HockeyStack, or Clay — or strong analogues in conversation intelligence, intent signal capture, attribution, and AI enrichment
Experience designing customer health score architecture — composite models, weighted inputs, tiered outputs, and the renewal playbook logic that consumes them
Background in edtech, K‑12, or public sector SaaS — district procurement cycles, PO‑based purchasing, and multi‑stakeholder buying motions are a meaningful context advantage
Experience working alongside data engineering or analytics teams to operationalize BI‑calculated metrics into CRM systems (reverse ETL patterns, Celigio/Census writebacks)
Familiarity with dbt or similar data transformation tooling
Salesforce Administrator and/or Developer certifications
Experience managing external vendors, consultants, and implementation partners
Location The BrainPOP team operates in a hybrid work environment: Each role has remote flexibility and an in‑person component at our New York headquarters or other meeting locations. Based on the requirements of a specific role, we may prioritize hiring within a commutable distance of our New York headquarters or in another region relevant to that role.
We can employ individuals residing in the following approved hiring states. States not listed below may be considered based on factors including the needs of the specific role.
Arizona
California
Connecticut
Florida
Georgia
Massachusetts
Missouri
New Jersey
New York
North Carolina
Ohio
Pennsylvania
Texas
Washington
USA Pay Scale
130,000 – 145,000 USD
Life at BrainPOP At BrainPOP, our work directly impacts how teachers teach and students learn. They inspire us to build solutions that facilitate joy and meaningful learning outcomes. Our commitment to educators and kids is reflected in our dedication to the BrainPOP team: ensuring their experience is empowering, creative, collaborative, playful, and anchored in learning and growth.
Our team is made up of educators, data scientists, published authors, engineers, artists, bakers, film buffs, cyclists, dual citizens, and so much more. We value diversity and inclusion, collaboration, and learning from multiple perspectives.
We believe that a diverse organization is a more effective organization. BrainPOP is an Equal Opportunity/Affirmative Action Employer.
#J-18808-Ljbffr
The company was acquired in 2022 by KIRKBI, the family-owned holding and investment company of the LEGO brand, marking a significant milestone as their first acquisition in the digital learning realm. We are thrilled to continue making learning fun and accessible with the strategic guidance and support of KIRKBI.
About the Role BrainPOP is building an AI‑first go‑to‑market engine — and the Lead GTM Engineer is the role that makes it run. This is not a traditional CRM admin or developer position. You will own the technical architecture and strategic direction of our entire GTM stack: designing the data flows, integration logic, enrichment workflows, and automation that connect our signals to our pipeline to our revenue.
You will work at the intersection of Revenue Operations, data strategy, and GTM execution — reporting directly to the VP of Revenue Operations and partnering daily with Sales, Marketing, Customer Success, Finance and our Data Analytics team. You will make architectural decisions that have long‑term consequences for how this organization scales, and you'll use AI‑powered development tools alongside a small‑but‑mighty SFDC admin team to execute on those decisions.
This is an individual contributor player/coach, builder‑thinker role. The ideal candidate has a clear strategic vision for what a modern GTM stack should do, the judgment to sequence it correctly, and the learn‑it‑all mentality to go deep on any tool or integration that stands between the design and the outcome.
This role will be based in our NYC HQ or remote in one of our approved hiring states (see details below). Eastern time zone is preferred, or flexibility to align to Eastern time zone generally. Travel to NYC HQ is expected once per quarter.
In This Role You will GTM stack architecture and strategy
Design and own the integration architecture across our GTM stack: Salesforce (Sales, Marketing, and Service Cloud), Celigio iPaaS, Tableau, Gong, Starbridge.ai, HockeyStack, NetSuite, Mandrill, Appcues, and net‑new tools as we evaluate and add them
Lead the consolidation of existing revenue technology tools, eliminating redundancies where they exist and ensuring seamless data flow across the stack
Make build‑vs‑buy decisions with clear reasoning — evaluate new tool additions against integration complexity, data hygiene risk, and existing stack overlap before committing
Own the integration map: a living document any team member can read and understand
Manage the technical components of the RevOps roadmap and the Salesforce development roadmap, prioritizing initiatives based on business impact and technical feasibility
Partner with our SFDC consultancy firm and leverage AI coding tools (Claude Code, Cursor, or equivalent) to implement the integrations and automations you design
Manage external vendors, consultants, and implementation partners where needed
Design, develop, and implement scalable Salesforce solutions that support the strategic goals of our GTM teams — including custom objects, flows, Apex classes, and field‑level data model design
Own the full project implementation lifecycle from requirements gathering and solution design through build, QA, UAT coordination, and go‑live
Translate complex business requirements from Sales, Marketing, CS, and Support into clear technical specifications and project plans
Stay current with Salesforce releases and industry best practices; recommend and implement new features as appropriate
Ensure data integrity and security across the Salesforce ecosystem
Automation and workflow logic
Design SF Flow automations that translate data signals into rep and CSM actions — score drops, renewal countdowns, engagement gaps
Own Gong Engage sequence infrastructure
Improve on and maintain product‑triggered email logic in coordination with product and CS teams
Identify and implement automation opportunities that improve overall GTM efficiency
Partner with our Data Analytics team to design a customer health score model in Tableau; connect scores SF Flow and Gong playbook triggers to initiate workflows
Design and maintain additional enrichment pipelines — fed by Starbridge ICP signals — and lead the build out of GTM playbooks that turn data into action
Ensure HockeyStack attribution model captures full‑funnel touchpoints from first signal through closed‑won and renewal
You Are
You think in systems before you think in tools — you can sketch a data flow on a whiteboard before you've decided which tool executes it
You're a genuine learn‑it‑all: when a new tool enters the stack, you go deep fast — documentation, community, hands‑on experimentation — and you don't wait for someone to train you
You hold ambiguity well: the stack we're building doesn't have a fully drawn blueprint, and you'll be making architectural decisions with long‑term consequences
You document as you build — undocumented integrations are technical debt, and you treat them that way
You can translate between architecture and business outcomes, and you're comfortable presenting to non‑technical stakeholders
You push back when a tool purchase would create more integration complexity than value — and you can make that case with data, not just intuition
You're energized by working alongside AI tools to go faster, not threatened by what they can do
You understand sales teams and speak their language — you build trust by offering solutions that address real challenges, not just technically elegant ones
Treat Salesforce data quality as standing infrastructure, not a project — own the hygiene standards and the audit cadence
On Your Resume
6+ years in revenue technology, GTM operations, or a related technical business operations role — with demonstrated ownership of GTM systems architecture, not just administration
Deep Salesforce fluency: custom objects, flows, Apex classes, field‑level data model design, and an intuition for what the CRM data model should look like to support the business — not just report building
Deep expertise in Salesforce Sales Cloud, Service Cloud, and Marketing Cloud; experience with Salesforce CPQ preferred
Solid understanding of Salesforce integration patterns and experience with APIs and integration tooling
Clear strategic thinking about GTM data flows: when presented with a business problem, your first instinct is to map where the data lives, where it needs to go, and what stands in the way
Strong working knowledge of iPaaS tools (Celigio, Workato, Boomi, n8n, or equivalent) — you've designed integrations even if you haven't always written every line of implementation code yourself
Comfort with AI‑powered development tools (Claude Code, Cursor, GitHub Copilot, or equivalent) — you use these to accelerate implementation
Excellent project management skills with the ability to manage multiple priorities and stakeholders simultaneously
Exceptional communication skills — you can translate between architecture and business outcomes and present your work clearly to VP and C‑suite stakeholders
Familiarity with Gong (especially Engage and Forecast), Starbridge.ai, HockeyStack, or Clay — or strong analogues in conversation intelligence, intent signal capture, attribution, and AI enrichment
Experience designing customer health score architecture — composite models, weighted inputs, tiered outputs, and the renewal playbook logic that consumes them
Background in edtech, K‑12, or public sector SaaS — district procurement cycles, PO‑based purchasing, and multi‑stakeholder buying motions are a meaningful context advantage
Experience working alongside data engineering or analytics teams to operationalize BI‑calculated metrics into CRM systems (reverse ETL patterns, Celigio/Census writebacks)
Familiarity with dbt or similar data transformation tooling
Salesforce Administrator and/or Developer certifications
Experience managing external vendors, consultants, and implementation partners
Location The BrainPOP team operates in a hybrid work environment: Each role has remote flexibility and an in‑person component at our New York headquarters or other meeting locations. Based on the requirements of a specific role, we may prioritize hiring within a commutable distance of our New York headquarters or in another region relevant to that role.
We can employ individuals residing in the following approved hiring states. States not listed below may be considered based on factors including the needs of the specific role.
Arizona
California
Connecticut
Florida
Georgia
Massachusetts
Missouri
New Jersey
New York
North Carolina
Ohio
Pennsylvania
Texas
Washington
USA Pay Scale
130,000 – 145,000 USD
Life at BrainPOP At BrainPOP, our work directly impacts how teachers teach and students learn. They inspire us to build solutions that facilitate joy and meaningful learning outcomes. Our commitment to educators and kids is reflected in our dedication to the BrainPOP team: ensuring their experience is empowering, creative, collaborative, playful, and anchored in learning and growth.
Our team is made up of educators, data scientists, published authors, engineers, artists, bakers, film buffs, cyclists, dual citizens, and so much more. We value diversity and inclusion, collaboration, and learning from multiple perspectives.
We believe that a diverse organization is a more effective organization. BrainPOP is an Equal Opportunity/Affirmative Action Employer.
#J-18808-Ljbffr