GTM Operator

Build and run a hands-on outbound engine across existing contacts, verified leads, and net-new CPO and COO prospects, owning the technology stack, campaign execution, and weekly performance reporting.

Remote (South Africa) | Remote | 9:00 AM–5:00 PM UK Time | R30,000–R40,000 per month

ABOUT OUR CLIENT

Our client is a leadership development company working with scaling, VC and PE-backed businesses of 100 to 5,000 people. The business develops leadership capabilities that enable companies to scale and is increasingly focused on determining whether AI adoption drives value.

Its clients are typically CPeOs, COOs, and executive teams looking to create high-performing cultures while navigating what AI means for how their organisations lead, perform, and make decisions.

The business has a small team, a defined ICP, thousands of existing contacts and an international community for its ICP, with regular events. It is now building an outbound engine to turn this existing foundation into a consistent pipeline.

THE ROLE: GTM OPERATOR

The GTM Operator will build and run the outbound engine. This is a hands-on execution role rather than a strategy role, with the strategy, messaging, and ICP already defined.

The role will run two parallel motions. The first will focus on approximately 3,000 existing core contacts through structured email and event funnels, alongside re-engaging approximately 35,000 verified leads previously sourced and verified using tools such as Clay and Apollo.

The second will focus on net-new CPO and COO contacts at ICP companies. You will own the full technology stack, maintain integrations, track results weekly and continually iterate campaigns based on performance. The role provides significant autonomy and requires someone able to work independently while being part of a team.

KEY RESPONSIBILITIES

• Build and run email sequences in Instantly or Lemlist for each contact warmth segment, from cold through to friendly.
• Set up post-webinar follow-up sequences.
• Tag contacts in Folk CRM as they move through stages and flag warm signals for follow-up.
• Manage LinkedIn outreach campaigns through HeyReach across all three co-founder profiles.
• Connect outreach activity and score leads to consistently move contacts through the funnel.
• Re-engage approximately 35,000 verified leads using the outbound system.
• Build ICP lists using Clay, sourcing from Harmonic, Disco or Apollo and filtering by buying signals.
• Verify contact emails and manage domain warm-up through Instantly before campaigns go live.
• Run cold email sequences targeting COOs and CPOs, using webinar registration as the primary CTA.
• Iterate copy, targeting and cadence weekly based on open rates, reply rates and conversions.
• Produce a weekly GTM dashboard covering open rates, click rates, event registrations, diagnostic completions, conversations opened and pipeline value.
• Own the full GTM technology stack, keeping tools integrated and troubleshooting issues.
• Escalate technology issues when required.
• Advise on tooling decisions and the most appropriate selection of tools for the company's size and stage.

ABOUT YOU

• Hands-on Clay experience, including building workflows from scratch rather than only editing templates.
• Proven B2B outbound results, with specific outcomes such as calls booked, reply rates and pipeline generated.
• Strong email deliverability knowledge, including domain warm-up, SPF, DKIM and DMARC.
• CRM competence, with the ability to work in Folk CRM or get up to speed quickly and maintain clean data.
• Experience with alternative CRMs is helpful.
• Able to work autonomously, read a strategy brief, ask the right questions and execute without step-by-step management.
• Independent and self-starting, while able and willing to be part of a team.
• High accountability.
• Previous freelance or contractor experience would be a good fit.
• Experience working for a UK or European company is a strong advantage.
• Experience with HeyReach or equivalent LinkedIn automation tools is a strong advantage.
• B2B professional services or consultancy outbound experience, rather than only SaaS, is a strong advantage.
• Experience integrating Clay with Instantly or Lemlist and a CRM is a strong advantage.
• Familiarity with signal-based prospecting, including funding raises, executive hires and headcount triggers, is a strong advantage.
• A view on emerging micro-campaign tools such as Landbase and whether they are relevant at the company's current stage is a strong advantage.
• Industry experience is not required, but a keen interest in the industry is required.