GTM / RevOps Engineer

GTM Engineer / RevOps Lead

Full-Time · San Francisco · Adapt

👋 Who We Are

Adapt API is a venture-backed startup building the agentic operations layer for Property & Casualty (P&C) insurance.

Today, walking into an insurance agency is like stepping into a time machine. Filing cabinets, fax machines, piles of incoming and outgoing mail. What you don't see is that even for the parts that have been "digitized", needless manual work abounds. Few systems communicate directly, leading to endless copy-pasting from emails to various proprietary web portals/desktop apps and back again.

Carrier by carrier, process by process, Adapt is bringing each of those manual and error-prone workflows into our comprehensive agentic workflow layer.

The implementation details are subject to change, but this is our north star, and the future we envision isn't possible without it.

💥 Why This Role Matters

This isn't a traditional RevOps hire. You're not inheriting a clean Salesforce org with years of documentation. You're walking into a high-velocity startup at an inflection point—and we need the engine built now, built right, and built to last.

We have momentum, a repeatable sales motion, and a Head of Sales who moves fast and expects their systems to move faster. What we don't have yet is the infrastructure to scale it. That's your job. You'll be the architect of our entire GTM stack—designing AI-powered systems that make our revenue team 10x more effective today, and 100x more effective in two years.

This role is urgent. The window to build this foundation correctly is now—before we double headcount, before we move upmarket, before the complexity multiplies. If you thrive on creative problem-solving, love working shoulder-to-shoulder with sales, and want AI at the center of everything you touch—you'll love this.

🚀 Why You Should Join Adapt

• The Moment Is Now:

  The Moment Is Now: We're at the exact inflection point where great infrastructure compounds. Build it right today and it powers everything for years. Wait, and you're always playing catch-up.  Post-PMF. Revenue-generating. Growing lightning fast.

• True Partnership:

  True Partnership: You'll work side-by-side with our Head of Sales and Founder — not just as support, but as a co-architect of the GTM motion. Your systems shape their strategy. Their feedback sharpens your builds.

• AI Is Not Optional Here:

  AI Is Not Optional Here: We're an AI-native team. We don't use AI as a parlor trick—we use it to redesign what's possible. You'll have full latitude to reimagine the GTM stack through that lens.

• Build for Scale:

  Build for Scale: Everything you design needs to work at 3x, 5x, 10x the current size. You're not patching—you're architecting. That's the standard we hold ourselves to.

• Elite Comp:

  Elite Comp: Strong cash (75th percentile), uncapped bonus tied to revenue impact, solid benefits, and startup equity that's actually meaningful (90th+ percentile).

• A+ Team & Backers:

  A+ Team & Backers: Backed by top investors, ex-Plaid execs, and industry insiders. The founding team is chock-full of multiple-time builders, insurance experts, and driven A+ talent—looking for more of the same.

🎯 What You'll Do

• Build with an AI-Native Approach:

  AI should be at the center of your strategy: LLMs, automation, AI-powered outbound, intelligent routing, dynamic reporting—if there's a task being done manually, your instinct is to ask why. Then automate it.

• Build for Long-Term Scale:

  Build for Long-Term Scale: Design every system as if the team will 5x in 18 months—because it will. Architecture decisions made now echo for years. Build the foundation that compounds.

• Own the Full GTM Stack:

  Own the Full GTM Stack: CRM (HubSpot), sequencing, prospecting tools (Apollo, SalesNav, Nooks), enrichment, routing logic—evaluate, implement, and continuously optimize the entire ecosystem.

• Engineer the Outbound Engine:

  Engineer the Outbound Engine: Go beyond configuring sequences. Design the full pipeline generation system—data flows, AI-assisted personalization, performance feedback loops, and experimentation frameworks.

• Create the Intelligence Layer:

  Create the Intelligence Layer: Build reporting and forecasting that doesn't just describe what happened—it predicts what's coming. Pipeline health, conversion signals, leading indicators that give leadership a real edge.

• Close the Loop with Product:

  Close the Loop with Product: Translate GTM signal into product roadmap input. Your data pipeline doesn't end at the sales dashboard—it feeds engineering priorities.

🧠 What Makes You a Great Fit

• 4+ years building GTM systems:

  4+ years in GTM Engineering, Revenue Operations, or Sales Operations—at companies where you built the systems, not just managed them.

• High-Agency Operator:

  You see a broken process and immediately start designing the fix. You don't wait to be asked—you come back with a proposal.
• AI-native operator.AI-native operator. LLMs, workflow automation, and AI-assisted outbound aren't buzzwords to you—they're the default toolkit. You've already replaced hours of manual work with intelligent systems. You move fast, make smart tradeoffs, and don't need perfect information to ship.
• Sales leadership collaborator.Proven collaborator with sales leadership. You've worked directly alongside Sales leaders, earned their trust, and built systems they actually use and love—not systems that sit in a wiki.
• Architect mindset.Architect mindset. You design for scale from day one. You document, you stress-test, and you build things that outlast your tenure.
• Fluent in the GTM stack.Fluent in the modern GTM stack. HubSpot or Salesforce, Apollo, Sales Navigator, Nooks, Outreach or equivalent—you know these tools deeply and know when not to add more.
• Analytically sharp.Analytically sharp. You think in funnels and conversion rates. You build reports that drive decisions—not dashboards that look good in a QBR.

💫 Bonus Points

• Experience in insurance, fintech, or infrastructure SaaS—you understand nuanced, compliance-adjacent sales motions.
• You've consulted as an embedded GTM expert—you know how to earn trust fast and drive change across organizations.
• You've been employee #1–15 at a startup. You know what it means to build the plane while flying it.

🧩 What Success Looks Like

• In 30 days: You've audited the current GTM stack end-to-end, earned the Head of Sales's trust, and shipped your first meaningful automation. You're already changing how the team works.
• In 90 days: The outbound engine is AI-powered and measurably faster. The CRM is clean. Leadership has forecasting they can stake decisions on. The Head of Sales is actively leaning on you to shape strategy.
• In 6 months: Sales cycles are shorter. Pipeline conversion is up. Every new hire ramps faster because the systems are that good. You've built something that scales—not something that creaks.
• Long-term: You're the GTM infrastructure that Adapt's growth is built on. The systems you designed are still running—and compounding—years after you built them. That's the standard.

This is a career-defining role—and the timing is everything.

We're at the exact moment where the right GTM infrastructure will 10x the impact of every person on this team. You'll work directly with the CEO and Head of Sales, build with an AI-native approach, and architect the revenue engine for one of the most exciting software companies in insurance. The window to do this right is now.

Let's go build—and build it to last.