About the role: Nscale's GTM organization is being built right now — and the revenue infrastructure underneath it does not exist yet. The commercial source of truth, the account intelligence, the data layer behind pipeline and forecasting, and every automation on top will be designed, built and shipped by this role, from a blank page. This is a hands-on builder role that combines revenue operations judgment with GTM engineering: you decide what the highest-leverage system is, then you build it.
Nscale sells the infrastructure that the agentic era runs on, and we intend to run our GTM the same way. The agentic workflows for research, enrichment, signal routing and competitive intelligence that this team will run on are yours to architect, build and ship from the ground up. You are not improving someone else's system; you are creating the one every future hire inherits.
What you'll own:
The commercial source of truth
Implement and structure the CRM from the ground up: account and opportunity data models, pipeline stages, required fields, routing, process hygiene and reporting — one trusted record for every deal and every tranche of capacity
Architect and build the GTM stack from scratch with integrations and automations that eliminate manual work before it ever becomes habit
Own field governance and data integrity with Revenue Enablement — the standard is enforced in the system, not in reminders
The data layer and reporting
Create the data layer the GTM operating rhythm will run on — pipeline health, deal velocity, forecast accuracy, ASP by SKU, utilization, capacity sold-forward. None of this data exists today; you define it, instrument it and make it trustworthy
Build the first reporting these forums will ever run on — the weekly pipeline review, the capacity allocation forum and the WPR are being stood up in parallel with this role
Build executive dashboards that make funnel performance, pipeline coverage and launch adoption legible at a glance
AI-native workflows and automation
Build and ship the first agentic and automated workflows for research, enrichment, account intelligence, signal capture and routing — removing repetitive work while preserving human judgment on strategic accounts
Build the internal tools, dashboards and agents that become this team's core infrastructure — a competitive intelligence hub and rep-facing agents are on the blueprint; you build the first versions
Build the automation behind deal capture and commercial document assembly from zero, as deal desk standardizes its structures
Ecosystem and signal mining
Mine Nscale's unique data — the Ray and Anyscale ecosystem, open-source community activity, platform usage telemetry — to identify high-value prospects, warm paths and expansion signals before competitors see them
Turn usage and adoption signals into sales triggers: who is scaling, who is about to hit capacity, who went quiet
Seller workflows and adoption
Design the first selling workflows with the sellers — there is no playbook to inherit; what you build with them becomes the playbook
Build the onboarding path for every seller who follows: how new hires learn the stack, with Revenue Enablement
You might be a good fit if you have:
4–8 years in revenue operations, sales operations, or GTM engineering at a B2B technology company — ideally including an early-stage or high-growth environment
Hands-on experience implementing and administering a CRM (Salesforce, HubSpot or similar): data models, pipeline design, routing, hygiene and reporting
Strong ability to work with data, APIs, integrations, enrichment sources, automation tools and lightweight scripting (SQL plus Python or similar) to turn fragmented commercial information into usable workflows
The blank-sheet muscle: you can take an ambiguous problem, identify the highest-leverage system to build, and ship it without waiting for detailed requirements
A working understanding of how an early-stage sales org operates — ICP definition, prospect…