Head of Revenue Operations & GTM Engineering

About Flow
Flow Engineering is an AI-native requirements platform for modern engineering organizations, enabling hardware teams to collaborate with AI agents to design, validate, and evolve complex systems with speed and rigor.

About the role
We're looking for someone to build and run the systems behind how we find, win, and grow customers. Our customers are hardware teams in aerospace, defense, automotive, and adjacent industries, and our sales motion reflects that: long evaluation cycles, multiple stakeholders across engineering and procurement, and pilots that expand into full deployments. Getting the right data, tooling, and process in place is what lets a small team run that motion well.

This role sits between sales, marketing, customer success, and leadership. You will own our GTM stack end to end, automate the work that slows the team down, and turn pipeline and customer data into something the whole company can trust and act on.

What you'll do

• Own and evolve our GTM stack, including CRM, enrichment, sequencing, and analytics tools, and the integrations that connect them.

• Build automated workflows for prospecting, lead routing, enrichment, and account research, using APIs, scripting, and AI tooling where it makes the team faster.

• Design and maintain our pipeline structure, deal stages, and data model so that forecasting and reporting reflect what is actually happening in the business.

• Build dashboards and reporting on pipeline health, conversion, sales cycle, and pilot-to-deployment expansion for the GTM team and leadership.

• Partner with sales and customer success to identify friction in how deals move and translate it into process or tooling changes.

• Support planning work such as territory and account segmentation, target account lists, and quota and capacity modeling as the team grows.

• Keep data clean and consistent across systems, including deduplication, field hygiene, and clear ownership of records.

About you

• 6+ years in revenue operations, GTM engineering, sales operations, or a similar role, ideally at a B2B SaaS company selling to enterprise customers.

• Hands-on experience administering a CRM and building automations and integrations across a GTM stack.

• Comfortable writing code or scripts (Python, JavaScript, SQL, or similar) to connect systems and move data when no-code tools fall short.

• Strong analytical skills, with experience building reporting that leaders actually use to make decisions.

• Able to work directly with sellers and understand the realities of a complex, multi-stakeholder sales cycle.

• Comfortable in a high-ownership environment where you scope, build, and support your own systems.

Nice to have

• Experience at an early-stage startup building GTM infrastructure from the ground up.

• Familiarity with selling into defense, aerospace, or other regulated industries, including longer procurement cycles.

• Experience using LLMs or AI agents to automate research, enrichment, or outbound workflows.