GTM Engineer (Sales Operations Department)

Hi there! Semrush is a leading online visibility management SaaS platform that empowers businesses globally to achieve measurable online marketing results. With a diverse and innovative team, Semrush is committed to delivering best-in-class digital marketing solutions and driving growth through data-driven decision-making.

In today's fast-paced sales environment, AI is transforming how revenue teams operate-unlocking value by automating manual processes, providing predictive insights, and allowing sales reps to focus on high-impact activities. AI-driven sales strategies are no longer optional; they are essential for scaling efficiently and staying competitive. At Semrush, Sales is investing heavily in AI-powered solutions to accelerate our Sales-Led Growth (SLG) motions, and we're looking for a Go-To-Market (GTM) Engineer to help lead this transformation.

Position Overview:

As a GTM Engineer, you will drive the adoption of AI, automation, and predictive analytics to optimize our revenue processes across both SLG and PLG motions. Your work will enable our sales, marketing, and customer success teams to operate with data-driven precision, reducing inefficiencies and improving conversion rates. You'll own AI-powered sales workflows, predictive lead scoring, and conversational intelligence to accelerate our GTM motion, ensuring a seamless experience for both high-touch enterprise sales and self-serve customers.

Key Responsibilities:

AI & Automation for Sales Efficiency

• Systematize and automate the GTM motion - Build repeatable, scalable, and AI-driven systems to streamline prospecting, demand generation, and outbound sales.
• Develop and optimize growth funnels - Use data to refine ICP/lead scoring, segmentation, and conversion processes to improve efficiency and drive new business.
• Implement AI-driven sales enablement tools, including chatbots, automated email sequencing, and conversational AI to improve sales productivity in both SLG and PLG.
• Build predictive lead scoring models using machine learning to enhance sales prioritization across inbound, outbound, and product-qualified leads (PQLs).
• Run data-driven GTM experiments - Identify and test new strategies for customer acquisition, activation, and pipeline growth through rigorous experimentation and iteration.
• Leverage AI-driven forecasting tools to improve revenue predictability and pipeline accuracy for high-touch enterprise deals and self-serve customers.
• Optimize CRM workflows and automation to minimize manual tasks for sales and marketing teams.

• Design and maintain real-time revenue dashboards with AI-powered insights in modern BI tools (i.e Tableau), supporting both PLG self-serve metrics and SLG sales funnel analytics.
• Own reporting and insights across GTM performance, attribution, and ROI of campaigns and automation.
• Develop natural language processing (NLP) models to extract insights from sales conversations and customer interactions.
• Utilize AI for customer segmentation and propensity modeling, enabling hyper-personalized outreach for both enterprise accounts and self-serve users.
• Improve data governance and enrichment with automated AI-driven data cleaning and deduplication.

• Partner with Sales, Marketing, and Product teams to implement AI-driven solutions that improve customer acquisition, retention, and expansion across SLG and PLG motions.
• Support A/B testing of AI-based recommendations for pricing, bundling, and personalized sales outreach.
• Drive AI adoption across the GTM organization, providing training and best practices to improve team efficiency.
• Identify emerging AI trends and tools to keep Semrush ahead in the competitive landscape.

Qualifications & Experience:

• 3-5+ years in GTM Engineering, AI Engineering, Revenue Operations, or Sales/Data Engineering within a SaaS company.
• A systems thinker - You have a structured, process-driven mindset and can break down complex GTM motions into scalable, repeatable workflows.
• Experience implementing AI-driven sales and marketing tools (e.g., Gong, Drift, Clari, Salesforce Einstein, ChatGPT, or similar).
• Strong background in AI/ML, data analytics, and automation, with expertise in Python, SQL, and API integrations.
• Hands-on experience with CRM systems (i.e. Salesforce), marketing automation (ie. Marketo), and AI-powered revenue intelligence tools.
• Ability to translate complex AI models into actionable GTM strategies across both enterprise sales (SLG) and self-serve (PLG) motions.
• Bonus Points for:
  • Experience with AI-powered chatbots, NLP, and conversational AI models.
  • Familiarity with large-scale data pipelines and AI-driven personalization engines.
  • Prior work in SEO, digital marketing, or competitive intelligence platforms.

Why Semrush?

• Opportunity to be part of a fast-growing, industry-leading SaaS company.
• Collaborative and innovative work environment.
• Competitive salary and comprehensive benefits.
• Professional growth opportunities in a dynamic, global organization.

If you are passionate about building the next-generation, modern GTM organization, we'd love to hear from you!

• This offer stands for the "hybrid" work format: some days, you work from the office, and some #wfh.

• Flexible working day start
• Unlimited PTO
• Hobby benefit
• Breakfast, snacks, and coffee at the office
• Corporate events
• Training, courses, conferences
• Gifts for employees

Semrush is a leading online visibility management SaaS platform that enables businesses globally to run search engine optimization, pay-per-click, content, social media and competitive research campaigns and get measurable results from online marketing.

We've been developing our product for 16 years and have been awarded G2s Top 100 Software Products, Global and US Search Awards 2021, Great Place to Work Certification, Deloitte Technology Fast 500 and many more. In March 2021 Semrush went public and started trading on the NYSE with the SEMR ticker.

10,000,000+ users in America, Europe, Asia, and Australia have already tried Semrush, and over 1,000 people around the world are working on its development. The Semrush team is constantly growing.

Our new colleague, we are waiting for you!
Semrush is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate based upon race, religion, creed, color, national origin, sex, pregnancy, sexual orientation, gender identity, gender expression, age, ancestry, physical or mental disability, or medical condition including medical characteristics, genetic identity, marital status, military service, or any other classification protected by applicable local, state or federal laws. All employment decisions are based on business needs, job requirements, merit, and individual qualifications.