LDR Pleno

We are a collective of fearless individuals with a clear purpose: to empower professionals around the world through intelligent workflow automation software.

Currently, over 500 people work with us across 7 countries, remotely or in a hybrid model, to make life easier for more than 3,000 companies using Pipefy in over 180 countries. Since our founding in 2015, we have placed people at the center of everything we do.

Job Description

Pipefy is looking for a Mid-Level GTM Engineer to strengthen our Inside Sales operation by building and operating the systems that power outbound execution at scale.

This is an execution-focused role: you will build and maintain automated workflows in Clay, HubSpot integrations, data enrichment pipelines, and processes that eliminate manual work for the team. Impact will be measured by generated SQLs, eliminated research time, improved conversion rates, and enhanced data quality.

You will work alongside Marketing, BDRs, and AEs to connect tools, automate manual tasks, and elevate outbound pipeline intelligence—enjoying day-to-day autonomy with leadership support for structural decisions.

Main Responsibilities

1. Workflow Automation in Clay & HubSpot

• Process Mapping: Map manual operational flows (Clay → Spreadsheet → HubSpot) and build automated workflows that eliminate manual data transfers between tools.
• Enrichment Pipelines: Build and maintain waterfall enrichment pipelines in Clay (enrichment → scoring → routing → cadence sequencing).
• CRM Management: Configure and maintain workflows, lists, segmentations, and properties in HubSpot, ensuring reliable data flow across systems.
• Operational Efficiency: Reduce list preparation time per BDR from hours to minutes through automation.

2. Processes & Data Quality

• Quality Control: Apply quality filters to prospect lists (duplicate removal, email validation, existing customer exclusion, and ICP fit verification).
• Data Operations: Ensure accurate field mapping, data export, and list uploads into HubSpot.
• Standardization: Maintain clear naming conventions, organization, and traceability across Clay, spreadsheets, and CRM.
• Documentation: Document processes and automations to ensure operational continuity and scalability.
• Health Metrics: Monitor and report on list health metrics (valid email rate, enrichment rate, and BDR acceptance rate).

3. Buying Signals & Lead Scoring

• Intent Signals: Set up and operate buying signal monitoring in Clay (job openings, funding rounds, leadership changes, and tech stack updates).
• Lead Scoring: Support the creation and iteration of scoring models based on ICP + buying signals, prioritizing accounts by conversion probability.
• Sales Context: Ensure BDRs receive prioritized accounts with actionable context for personalization, eliminating manual research.
• Generative AI Integration: Integrate GenAI tools (Claude, Claygent) into the enrichment pipeline to assist with personalized messaging generation by segment and vertical.
• Performance Dashboards: Maintain conversion dashboards connecting HubSpot data to performance metrics by segment and cadence.
• Automated Alerts: Set up alerts for stalled leads, underperforming cadences, and unassigned accounts.
• Continuous Improvement: Incorporate AE feedback (accepted/rejected SQLs) to continuously refine scoring logic and lead quality.

Requirements

• Clay: Hands-on experience with Clay (or Apollo and other list-building tools), including enrichment workflows, waterfall enrichment, and automation.
• HubSpot: Experience with list imports, field mapping, segmentation, workflows, and performance analytics.
• Process Automation: Proven ability to identify manual workflows, design solutions, and implement automations between GTM tools.
• Attention to Detail: Strong organizational skills and precision when handling large datasets.
• Data Enrichment: Familiarity with data enrichment tools such as Apollo, Lusha, or similar platforms.
• Generative AI: Proficiency in using GenAI tools (Claude, ChatGPT, Gemini) for automated research and data classification.
• GTM Concepts: Solid understanding of ICP, firmographics, buying signals, and lead scoring within B2B SaaS contexts.
• Execution Mindset: Strong focus on delivery, implementation speed, measurable results, and daily autonomy.
• Language Skills: Technical English (reading and writing) for global research and technical documentation.

Nice to Have

• Knowledge of APIs and int