FY’27 GTM Engineering Roadmap

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

🎯 Mission Statement

GTM Ops is a growth multiplier—laser-focused on efficiency and increasing Exit ARR.

👥 GTM Engineering Team Structure & Division of Labor

Role	Focus Area	Type of Work
Austin (Director)	Strategy + Execution	Roadmap ownership, cross-functional alignment, initiative prioritization, stakeholder management, executive communication
Egan (Sr. GTM Engineer)	Technical Review + Operational Deep Research	System architecture, deep research projects, technical QA, complex automation builds, data analysis
GTM Consultant (Contract)	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? → Consultant handles day-to-day
Is this marketing operations? → MOps handles (with Austin oversight on optimization priorities)

Egan owns:

Deep research that informs strategy (win/loss, onboarding analysis, renewal patterns)
Technical builds that require senior judgment
System architecture decisions
QA on critical automations

Consultant 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

🔬 Deep Research Projects (FY’27)

Project	Timing	Informs	Key Questions
Starter Win/Loss Review	Q1 (Feb-Mar)	Starter automation design	Why do Starter customers churn? What do successful Starter customers have in common? Where do they get stuck?
Onboarding Review	Late Q1 / Early Q2 (Mar-Apr)	AI onboarding flow, time-to-first-send	What does the current onboarding journey look like? Where are the drop-offs? What questions do customers ask most?
Renewal Review	Late Q1 / Early Q2 (Mar-Apr)	Renewal automation, value showcase	What signals predict renewal vs. churn? When do we lose customers in the renewal cycle? What value evidence matters most?
Q3/Q4 Deep Research	TBD	TBD	Topics to be defined based on H1 learnings and emerging business needs
FY’28 Planning Research	Q4 (Nov-Jan)	Next year roadmap	What worked in FY’27? What didn’t? Where should we invest next?

🏛️ Strategic Investment Pillars