Company Description

Air is the leader in Enterprise Readiness. Our mission is to establish readiness as a real-time condition that is continuously achieved. Today, a dangerous Readiness Gap exists between what the front line needs and what is delivered. Our AI-native platform, Air Enterprise Readiness, aligns development, production, delivery, and sustainment into one coordinated execution system for government agencies and industrial suppliers. By revealing true capacity, exposing real constraints, coordinating resources, and executing at the speed of operational demands, the front line gets what it needs to succeed.

Job Description

This is a hands-on, systems-first role for a scrappy, self-starting engineer who owns the GTM operations tech stack end-to-end. You are equal parts architect and builder — as comfortable designing the data model as you are on the keyboard building custom objects, Flows, and the integrations that connect our platforms. You own the systems our revenue engine runs on — Salesforce, Planhat, and the sales-intelligence tools around them — and lead the transformation from a legacy CRM into a scalable, automated, audit-ready platform that can carry three go-to-market motions to an S-1.

This role owns the systems and architecture layer of RevOps that powers a well-structured data foundation.

This is a full-time position based in our Arlington, VA office and may require up to 10% travel.

Scope of Responsibilities

GTM Tech Stack Ownership & Hands-On Build: Own and personally build the Go-to-Market technology stack — Salesforce (system of record), Planhat (CSP), Slack, and connected sales-intelligence tools (e.g., ZoomInfo, LinkedIn Sales Navigator, GovWin, Leadership Connect). You architect the solution and then build it yourself — custom objects, Flows, validation, and the cross-platform integrations and data-enrichment pipelines that keep records complete — while keeping the org healthy (security and sharing model, access, vendor coordination).
CRM Architecture & Data Model: Re-architect and maintain the Salesforce foundation — account hierarchy and higher-order customer structure, territory management, profiles and role hierarchy, contacts and leads, activity tracking, and dynamic sales stages by deal type (Standard/Direct, Capture, Partnership, BD, Corp Dev).
Automation & Workflow Engineering: Design and build scalable automation with Flows, validation rules, and approval routing that replace manual, error-prone processes; leverage modern AI and workflow tooling to increase operational velocity across the GTM team.
Integrations & Platform Engineering: Build and maintain integrations across the stack (Slack, marketing-influence and lead tracking, downstream Finance/order handoffs) via native connectors, middleware, or APIs; own the technical workflows that let deals move without friction.
Deal-Support Systems Foundation: Lay the groundwork for the system plumbing behind quote–price–configure (QPC), booking and order management, and deal governance / approvals so the platform is ready to support a formal Deal Desk as RevOps scales.
Data Integrity & System of Record: Own automated data-hygiene routines, duplicate management, and closed-won field governance (contract #, type, product class/type, effective date, owner/secondary owner, account, amount, partner, term) so the system of record stays reliable and forecast-ready.
Release & Environment Management: Manage sandbox environments, testing, and change/release management using version-control and deployment discipline; keep configuration documented and auditable ahead of S-1 scrutiny.
Documentation & Enablement: Maintain GTM system documentation and a structured taxonomy (Google Drive / Confluence); act as tier-2/3 technical support for the field and deliver CRM basics and hygiene training for new Sales and Engagement Manager hires.
Cross-Functional Partnership: Partner with Business Insights & Analytics, Finance, the Deal Team, and account leads — translating business needs into technical designs and ensuring the data model cleanly feeds reporting and forecasting owned elsewhere.