GTM Engineer

ABOUT KERNEL Agents are starting to sell, buy and operate on behalf of companies. But before an agent can close a deal, qualify an account, route a lead or assess risk, it has to answer a basic question: which company is this? Today, that answer is messy, and no one answers it reliably. Business identity lives across CRMs, ERPs and third-party datasets full of duplicates, missing parent companies, stale addresses and incorrect enrichment. The cost shows up across the enterprise: sales teams miss revenue opportunities because they lack the right account context; operations teams take on avoidable exposure because risk signals are fragmented or wrong; and finance teams end up chasing, writing off, or defaulting on bad debt that should have been caught earlier. Humans have worked around that mess for years. Agents cannot. They need a reliable business identity layer they can trust. Kernel is building that layer: the business registry for agents. We issue a permanent Kernel ID for every business, plus the context an agent needs to act on it. Ops, data and revenue teams at Gong, Legora, Mistral, Canva and Notion already use Kernel on their own systems. Agents are next, and there will be far more of them. We have raised $20M from top VCs and operators at Plaid, OpenAI, Slack and others, and we are growing 10x YoY. THE ROLE We're looking for a GTM Engineer to build the systems that take Kernel to $100m+ ARR. You'll own the infrastructure behind how we find, sell to and grow customers, from Salesforce and outbound to forecasting, renewals and expansion. This is a hands-on builder role, not a traditional RevOps support function. You'll work like a product engineer for GTM: find the biggest constraint on growth, turn a messy commercial problem into a working system, ship it quickly and improve it using real results. You do not need to be a software engineer, but you do need to be able to build with Salesforce, Clay, APIs, automation platforms and AI tools rather than waiting for someone else to do it. You'll also be Kernel's own internal customer, using Kernel to build an AI-native revenue engine, pressure-test the product in real workflows and turn what you learn into useful feedback for Product and Engineering. You'll report to Arvin Ashrafi, Head of Finance & Operations, and work closely with Sales leadership and the wider GTM team. WHAT YOU'LL BE DOING - Build a better outbound engine: improve account targeting, signals, enrichment, prioritization, personalization, sequencing and measurement so the team consistently reaches the right companies at the right time - Make the GTM team more productive: automate repetitive work across account research, meeting preparation, follow-ups, CRM hygiene and handoffs so BDRs, AEs and Account Managers spend more time with customers - Run the revenue operating infrastructure: own the systems behind pipeline management, forecasting, funnel reporting, quota planning, GTM incentive compensation, renewals and expansion - Set the rules of engagement: own account assignment and routing, settle ownership disputes, and make sure every meeting booked and held is captured and credited to the right person - Improve how revenue work moves through Kernel: build reliable routing, attribution, account assignment and cross-functional handoffs, resolve edge cases and make performance visible - Be Kernel's own internal customer: deploy Kernel on our CRM, use it to improve our GTM data and workflows, and turn what you learn into useful feedback for Product and Engineering WHAT YOU BRING - 3-5 years of relevant experience: you have worked in RevOps, Sales Ops or GTM Engineering at a high-growth Series B-E SaaS company and owned meaningful parts of the revenue engine end to end - Deep Salesforce fluency: you understand objects, record types, fields, formulas, flows, validation rules, permissions, reports and data migration. You can reason about architecture and debug production behavior - Strong GTM building ability: you have built useful systems with Clay, APIs, automation platforms and AI tools, and you know how to move from a rough idea to a reliable workflow that people adopt - Commercial judgment: you understand how accounts become meetings, meetings become pipeline, pipeline is qualified and forecast, and won revenue flows into implementation, expansion, renewal and retention - Strong data instincts: you can turn fragmented information into trustworthy workflows, measure what is working and create feedback loops that improve performance over time - Clear, low-ego communication: you can turn a messy request into a crisp decision, explain trade-offs to non-technical teams, push back constructively and drive adoption through influence rather than authority IT IS A PLUS IF YOU ALSO HAVE: - Experience supporting an enterprise sales motion with multi-stakeholder deals and MEDDPICC - Experience with renewals, expansion, compensation, quota setting or planning - Familiarity with Gong, sales engagement platforms and modern enrichment or intent tooling - Experience building operational controls around LLM- or agent-powered workflows ⚠️ THIS ROLE MAY NOT BE FOR YOU IF YOU: - Prefer strategy and recommendations over configuring systems, cleaning data, investigating edge cases and debugging workflows yourself - Need outlined requirements or stable priorities before you can make progress - See GTM Engineering primarily as CRM administration or ticket fulfillment rather than a revenue-generating function ❌ THIS ROLE IS DEFINITELY NOT FOR YOU IF YOU: - Are not comfortable taking broad ownership of a function - Prefer a predictable, low-intensity environment - Want to protect a 9-to-6 or a mostly remote setup. We are in the office together 4-5 days a week and the pace is high WHAT WE OFFER We will do our best to offer you a ride of a lifetime. It will not be easy, but it will be thrilling. - 💰 Salary: £70,000-£90,000 + equity - 🗓️ 24 days holiday per year + bank holidays - 🥕 £450 monthly office dinner allowance - ✈️ 2 weeks work-from-anywhere - 🍼 Generous parental leave policy - 💼 Pension plan - 💻 Top-spec equipment and central London office - 🎉 Team events and dinners - 🚀 Work directly with the founders to build the systems that power an AI-native revenue engine - 🏆 High-autonomy, high-trust environment with a small team shipping at pace ❤️ TEAM Arvin Ashrafi, Head of Finance & Operations Amin Shafi, BizOps Associate Dave Bentham, Head of Sales 🎫 VISAS & RELOCATION Not offered for this role. INTERVIEW PROCESS - Stage 1: Screening: Intro call - Stage 2: Technical: In-person case interview - Stage 3: Coffee chat: In-person discussion with members of our GTM team - Final stage: Values: Interview with founders for culture and values alignment If there is mutual fit, we move to references and offer.