FY’27 GTM Engineering Roadmap

Fiscal Year: Feb 1, 2026 – Jan 31, 2027

🎯 Mission Statement

GTM Engineering is a growth multiplier, laser-focused on efficiency and increasing ARR.

👥 GTM Engineering Team Structure & Division of Labor

Role	Focus Area	Type of Work
Austin (Sr. Director)	Strategy + Execution	Roadmap ownership, cross-functional alignment, initiative prioritization, stakeholder management, executive communication
Egan (Go-To-Market Engineer)	Technical Review + Complex Builds	System architecture, technical QA, complex automation builds, data analysis
GTM Engineering Contractor	Day-to-Day Reactive Needs	Small task execution, maintenance, non-senior-level requests, ticket resolution, basic troubleshooting
MOps Team (Contract)	Marketing Operations	Email builds, dashboard creation, Marketo management, lead scoring, enrichment flows, troubleshooting

How Work Flows

Austin triages incoming work and determines:

Is this strategic/planned? → Goes into roadmap OKRs
Is this reactive but complex? → Egan handles with Austin oversight
Is this reactive and tactical? → Contractor handles day-to-day
Is this marketing operations? → MOps handles (with Austin oversight on optimization priorities)

Egan owns:

Technical builds that require senior judgment
System architecture decisions
QA on critical automations

Contractor owns:

Routine maintenance and ticket work
Simple automation updates
Data hygiene tasks
Ad-hoc reporting requests
Freeing up Austin/Egan for higher-leverage work

MOps Team owns:

Email campaign builds and execution
Dashboard creation and maintenance
Marketo database management and hygiene
Lead scoring model management
Enrichment flow optimization
Unsubscribe/compliance flow management
Marketing automation troubleshooting

📊 Capacity Framework

🏛️ Strategic Investment Pillars

Pillar	Focus	Why It Matters
Post-Sale Excellence	Drive spend, retention, upsell, prove value faster	Directly supports NRR targets (85% min, 90% aspirational); solves “don’t see value” objection
Top of Funnel Optimization	Better conversion, higher quality pipeline	Supports $2.5M Q4 new ARR target without adding headcount
SMB/Starter Automation	AI-driven self-serve journey, time-to-first-send	Unlocks scalable revenue without AE dependency, supports “Simply Sendoso” vision
Marketing Operations Excellence	Reliable marketing infrastructure, optimized lead flow	Foundation for all demand gen and lifecycle marketing