Senior GTM Data Scientist

Intercom is building a GTM Data Products team to embed machine learning and AI directly into our Sales and Marketing workflows. 

We are hiring a Senior GTM Data Scientist to design and deploy predictive systems that materially improve:

• Customer acquisition (e.g. via lead scoring, attribution)
• Sales efficiency (e.g. via book carves, sales quotas)
• Customer retention and expansion (e.g. via revenue prediction)

This is not a reporting role.

This role owns end-to-end data products - from problem framing and modeling to deployment and operational integration - that directly influence how our GTM organization prioritizes leads, manages accounts, allocates resources, and drives revenue.

You’ll work closely with Marketing, Sales, and RevOps leadership to build ML-powered systems that change how decisions are made at scale.

If you are excited about building applied machine learning systems that generate measurable revenue impact, this role is for you.

1. Build Revenue-Impacting ML Systems

• Develop, deploy, optimize predictive models (lead scoring, account prioritization, marketing attribution, revenue estimation)
• Productionize models into operational systems (Salesforce, Marketo, outbound workflows)
• Monitor model performance and iterate for measurable business lift
• Design and implement experimentation frameworks (A/B testing, holdouts, incremental lift measurement)
• Apply advanced techniques when appropriate (e.g., causal inference, uplift modeling, segmentation, LTV modeling)

You don’t just build models - you ensure they change behavior.

     2. Own End-to-End Data Products

• Translate ambiguous business problems into clear, measurable objectives
• Define GTM data products vision, success metrics, and roadmap
• Ensure integration into existing workflows and systems
• Lead stakeholder alignment and change management
• Secure buy-in from system owners before replacing or enhancing existing solutions

You operate as a mini GM for your data products.

      3. Architect Scalable Data Foundations

• Design robust data pipelines and modeling infrastructure in collaboration with Data Engineering / Data Infrastructure
• Ensure data quality, governance, and reproducibility
• Elevate the team’s standards for experimentation, documentation, and knowledge sharing
• Push adoption of new tools and AI capabilities where appropriate

You raise the technical bar for the GTM organization.

Within 6-12 months, you might:

• Launch predictive models that materially improve conversion, expansion, or retention
• Reduce inefficiencies in Sales workflows through automation
• Help leadership make investment decisions backed by rigorous data science
• Influence GTM strategy through quantitative insight and modeling

Success is measured in business outcomes - not dashboards built.

Experience

• 5+ years in Data Science, Applied ML, or Advanced Analytics
• Experience building predictive models deployed into production environments
• Experience working with Sales, Marketing, or GTM teams in a B2B SaaS environment preferred
• Proven track record influencing senior stakeholders through data

Technical Skills

• Expert-level SQL
• Advanced Python or R for modeling and experimentation
• Strong foundation in statistics and experimental design
• Experience with:
• Predictive modeling
• Feature engineering
• Model evaluation & validation
• Causal inference or uplift modeling (strong plus)
• Model deployment & monitoring (strong plus)

Mindset & Leadership

You are:

• A trusted advisor who influences strategy, not just execution
• Deeply curious about the “why” behind business metrics
• Comfortable operating with autonomy in ambiguous environments
• AI-first: you look for opportunities to automate, optimize, and scale
• Clear and compelling in communication - you turn complex models into strategic decisions
• Impact-oriented: you prioritize work that moves revenue

We are a well-treated bunch with awesome benefits! If there’s something important to you that’s not on this list, talk to us! :)

• Competitive salary and meaningful equity
• Comprehensive medical, dental, and vision coverage
• Regular compensation reviews - great work is rewarded!
• Flexible paid time off policy
• Paid Parental Leave Program
• 401k plan & match
• In-office bicycle storage
• Fun events for Intercomrades, friends, and family!

*Proof of eligibility to work in the United States is required

The base salary range for candidates within the San Francisco Bay Area is $197,600 - $246,713. Actual base pay will depend on a variety of factors such as education, skills, experience, location, etc. The base pay range is subject to change and may be modified in the future. All regular employees may also be eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).   

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