GTM Developer

Backblaze (NASDAQ: BLZE) is the storage cloud purpose-built for the AI economy. We power the NeoClouds, GenAI media platforms, and ISVs reshaping how the world stores and moves data. We're in the middle of a GTM transformation, doubling the qualified pipeline within the next two quarters, and rebuilding our GTM motion around signals, automation, and AI agents instead of headcount.

We're building a GTM Engineering function inside Backblaze by embedding engineers directly inside the revenue org and treat pipeline as a systems problem, not a headcount problem.

As a GTM Developer, you'll sit inside the GTM org and partner daily with Sales, SDR/BDR, Customer Success, Support, RevOps, and Demand Gen leadership. Your job is to ship internal tools, agents, and automations that compound rep productivity and unlock new motions we cannot run today. You'll work alongside our AI architect and demand gen lead (ex-Clay) on a small, senior team where the work moves from whiteboard to production in days, not quarters.

This is not a traditional product engineering role. You will not be building features for external customers. You will be building the machine that finds, qualifies, and wins them.

• →Embed with a GTM function. Sit with SDRs, AEs, CS managers, or RevOps depending on the sprint. Watch their workflows. Find the leverage points. Ship the tool that removes the bottleneck. Focus on the build with clean code & documentation
• →Build the intelligent signal layer. Flexible Pipelines that ingest signals (funding, hiring, product launches, usage, Gong calls, partner directories), enrich them via Claude and ZoomInfo/LinkedIn, and route them to the right rep at the right moment.
• →Treat tools as databases, not UIs. Salesforce, HubSpot, Gong, Outreach, and Gainsight are read/write surfaces for agents. You'll build the integrations that make this real. Note: we may rearchitect CRM, other tools as the business sees fit.
• →Ship AI agents into rep workflows. The ABC (Always Be Curious) agent surfaces accounts, captures call notes via voice, preps QBRs, and feeds intelligence back into the data layer. You'll build the workflows behind it.
• →Move from prototype to production fast. Most projects go from idea to live in under two weeks. You own the full lifecycle: scoping with the GTM stakeholder, building, deploying, instrumenting, iterating.
• →Translate GTM problems into systems. The hardest part of this job is not the code. It's understanding why a rep does something a certain way and deciding whether to automate it, change it, or leave it alone.

• Have 2+ years of experience as a software, product, or platform engineer, ideally with time spent building internal tools or working close to a business function
• Are fluent in Python or TypeScript/JavaScript and comfortable building full-stack applications (Next.js, FastAPI, or similar)
• Have hands-on experience building with LLM APIs (Claude, OpenAI, or similar), including agentic workflows, tool use, and RAG patterns
• Have shipped real automation using tools like n8n, Zapier, Make, Workato, or custom orchestration, and know when to use a no-code tool vs. write code
• Have worked with GTM systems before (Salesforce, HubSpot, Outreach, Gong, ZoomInfo, Apollo, Clay) or are willing to become an expert on them in your first 30 days
• Take initiative, move quickly, and operate with strong ownership. You don't wait for perfectly scoped tickets.
• Enjoy talking to non-engineers. You'll spend ~70% of your time in conversations with reps, managers, ane executives in the GTM function.
• Have a product mindset. You can tell the difference between a feature that looks impressive in a demo and one that actually changes a rep's day.

• Ex-founder, early engineer at a startup, or someone who has owned a product 0 to 1
• Experience inside a Sales, RevOps, or GTM function (even informally)
• Familiarity with Clay, Default, Pocus, or other modern GTM tooling
• Background in B2B SaaS, infrastructure, or AI-adjacent companies
• Experience with data warehousing (Snowflake, BigQuery), reverse ETL (Hightouch, Census), or BI tooling

• You ship. This role exists because we're racing a competitor with 10x our valuation. There is no time for committee-driven roadmaps.
• You're senior from day one. This is one of three founding GTM Engineer hires. You set the patterns, the stack, and the bar.
• You compound. Every tool you ship becomes permanent infrastructure that the next rep, the next quarter, and the next product line inherit.
• You sit close to the business. Your work shows up in pipeline numbers, win rates, and CS health scores. You see the impact in the next forecast call.

At this point, we hope you're feeling excited about the job description you're reading. Even if you don't meet every requirement, we still encourage you to apply. Learning, developing, and growing are key parts of our culture. We're eager to meet people who believe in our mission and can contribute to our team in various ways. We want people to feel comfortable expressing their true selves and to come, stay, and do their best work here.