The short version
You own the pipeline. Not a slice of it. All of it.

From the moment we identify a company worth talking to, through outreach, through the call, through signature, through the merchant actually going live and processing volume — the systems that move a company along that path are yours to build and yours to answer for.

Right now that pipeline is held together by people. Lists get built by hand. Context lives in five tools. Whether an AE walks into a call armed or blind depends on how much digging they had time for that morning. And merchants sign with us and then sit for weeks because nobody’s engineering team prioritised the migration.

Every one of those is a systems problem wearing a people problem’s clothes. Your job is to fix them in code.

This is the first dedicated GTM engineering seat at Dodo. There is no team to inherit and no playbook to follow. You build it.

About Dodo Payments

We’re a Merchant of Record for SaaS, AI and digital product companies. When a founder in Bangalore sells to a customer in Berlin, we become the legal seller of record: we handle the VAT, the fraud, the chargebacks, the PCI compliance, the payout. They ship code. We carry the liability.

Founded 2024. 17,000+ builders on the platform. 220+ markets, 80+ currencies, 40+ payment methods.

Our buyers are engineers. They read docs before they read pricing pages. That shapes everything about how we go to market, and it’s why this role is engineering, not marketing ops.

What you’ll own

Sourcing. Our best-fit merchant has a specific shape: developer-first, selling globally, already on a competitor’s rail or outgrowing a gateway. You build the pipelines that find those companies at scale from public signals — job posts, checkout pages, changelogs, funding, tech stack, status pages — and keep them refreshing without anyone touching a spreadsheet.

Enrichment and data quality. Waterfall enrichment, contact discovery, dedupe, normalisation. Our internal CRM is Supabase-backed and the data underneath it is uneven. You fix the foundations and then keep them clean automatically.

Outreach infrastructure. Sequencing, sending domains, warmup, deliverability, inbox rotation. When reply rates drop, you find out whether it’s the list, the copy or a DNS record before anyone else notices.

Inbound and routing. Signups arrive on their own. Scoring them, routing them to the right rep, and making sure nothing high-intent sits unworked is a system, not a checklist someone remembers to run.

Account intelligence. We’ve started building a layer that pulls context from email, call transcripts and Slack and surfaces it before an AE gets on a call. One of our best recent wins came from spotting a competitor’s outage on a status page and using it live in the pitch. Your job is to make that kind of edge repeatable instead of lucky.

Handoffs and activation. Our largest leak isn’t losing deals. It’s merchants who sign and never go live. You instrument that stage — who’s stalled, where, for how long, and what unsticks it — and build what closes the gap.

Measurement across all of it. One view of the funnel that survives scrutiny. Which segments, signals, sequences and handoffs produce revenue, and which ones we should kill. When someone asks why pipeline moved, you have the answer before they finish asking.

What we’re looking for

We don’t care what your last job title was. We care what you’ve built and whether it worked.

You’ll do well here if you:

• Write SQL without reaching for help, and can model data properly rather than piling on columns
• Ship working software — Python, TypeScript, whatever gets it done. Not production-grade microservices, but real systems that run unattended and don’t fall over
• Have wired up APIs that weren’t designed to talk to each other, and handled the auth, rate limits and pagination without complaining about it
• Use AI as a build tool, not a novelty. Claude, Cursor, agents, LLM calls inside your pipelines
• Think in funnels. You should be able to look at a stage conversion rate and form a real hypothesis about what’s breaking, not just report the number
• Understand why a sales team does what it does. You don’t need to have carried a quota, but you should know the difference between a good lead and a bad one and be able to explain it
• Work off outcomes rather than tickets. Nobody here will hand you a backlog

Things that will make us pay attention: you built an internal tool that a sales team actually used every day. You’ve scraped something at scale and kept it running. You ran outbound infrastructure and know what a warmed domain is worth. You’ve shipped a side project that solved a real commercial problem.

Things that won’t: a certification in a CRM. Having “managed” a tool rather than built with it. Five years of experience if none of it produced anything you can show us.

Why this is worth your time

You’ll be the only person doing this job, which means the ceiling is whatever you’re capable of. No committee between you and production.

Owning the full pipeline is rare this early in a career. Most GTM engineers get handed one stage and told to optimise it. You’ll see the whole system, which means you’ll learn where revenue actually leaks rather than where it’s convenient to look.

Payments is a domain where the underlying problems are genuinely interesting. Cross-border money movement, tax logic across 220 markets, compliance as a product surface.

Also worth saying plainly: some of what you’ll inherit is a mess. Dirty enum values, duplicate leads, inconsistent country codes, context scattered across tools. If that sounds like a reason not to apply, it probably isn’t the right role. If it sounds like a weekend, it is.