Founding GTM Engineer

Why This Role Concourse is building the operating system for State and Local governments. Our platform is a configurable approach to tackling fragmented government data and workflows, turning them into smooth operations for public servants and the constituents they serve. We sell to more than 100 governments today. There are roughly 90,000 in the United States. As Concourse's first GTM Engineer, you build the machine that finds the next ten thousand and earns the first meeting. None of the standard playbook works here. A county clerk is rarely on LinkedIn. A school district's IT director gets more vendor email than anyone could read. The intent data that powers every B2B outbound stack has never heard of a mid-sized city's finance department. Every tactic the rest of tech runs on was built for a buyer who looks nothing like ours. So you get to write a new one. Those 90,000 governments are spread across every state, each with its own budget cycle, procurement rules, and org chart. You will figure out who to talk to, how to reach them, and how to earn a meeting they are glad they took, then do it ten thousand times. We have a long list of ideas about how, and we will share them in the interview rather than here. The short version: your job is to help us turn tokens into first meetings. Government buyers are careful, and they should be. These systems run essential public services, and most vendors never earn the trust it takes to sell one. Our bet is that one great GTM engineer running a fleet of agents beats a 20-person outbound team. In a market no sales team could ever cover by hand, that is the whole game.

What You'll Do

• Build the account engine: agents that research, score, and route thousands of governments so every AE knows who to call and why

• Invent and run outbound campaigns nobody in this market has tried, and scale the ones that work across thousands of agencies

• Own outbound end to end, from enrichment and research to sequencing and follow-up, across our AEs and outsourced SDR partners

• Own the data architecture underneath our GTM: CRM, enrichment, procurement intelligence tools, and the pipelines that keep them clean and in sync

• Sit with our AEs, watch how the best ones work an account by hand, and systematize it, so what one rep figured out on Tuesday every rep has by Friday

• Measure everything against pipeline and revenue, keep what delivers alpha, and feed what you learn back to sales, marketing, and product

What We're Looking For

• A portfolio: what have you built that generated pipeline? Show us the workflow and the numbers

• High-agency, high-velocity mindset with an exceptional work ethic

• Commercial bias: the first question you ask about any build is whether it creates pipeline

• Creative range: your best campaigns were things nobody else was doing, and you can tell us why they worked

• Fluency across the modern GTM stack

• Hands-on daily use of AI coding tools (Claude Code, Codex, Gemini CLI, Factory, etc.) and LLM APIs; you have shipped agents into production, not just prompts

• Systems thinking: you see prospecting, enrichment, messaging, CRM, and feedback loops as one machine, and you fix the machine, not the symptom

• Willing to work in-person in Flatiron, NYC (5 days/week)

About Concourse Concourse is the fastest-growing govtech, providing software to more than 100 state and local governments across the U.S. Government calls what we do "IT modernization." We call it a trillion-dollar opportunity to overhaul how government works. Public services are broken not because of bureaucracy but instead because they run on antiquated, user-unfriendly software from legacy vendors. Some examples: Concourse is powering the legislative management system for one of America's largest cities, a state's entire online bail payment system, and a case-management platform for mental-health response teams. We are an AI-native company. Our org structure and staffing model are radically different from those of legacy tech companies: we have a flat team of superstar generalists who both own client relationships and manage fleets of long-horizon AI agents. Our team works together in our Flatiron office five days a week.