Austin Pogue
Head of GTM Engineering @ Rula
ex-LinkedInI've spent my career turning revenue from a black box into a system. At Rula I'm standing up one of the first formalized GTM Engineering functions in healthcare, operating as an internal R&D lab for applied AI.
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We find revenue bottlenecks, build automated solutions, and ship them in days. Three threads run through my career and come together in the GTM Engineering work. I started as a seller: #1 at LinkedIn for three consecutive years across SDR, SMB AE, and Enterprise AE roles, selling to CHROs at quotas up to $3M. Then operator: I led Revenue Strategy & Operations for Caviar at Square through hypergrowth and the DoorDash acquisition (40+ person org), took DoorDash's Enterprise SaaS platform from zero to its first ten enterprise customers as GM, and at Rula built and led a 15-person multi-pillar RevOps org through 90x revenue growth. Now builder: my team and I ship AI agents into the revenue stack. We've built things like enrichment pipelines, meeting-prep agents, sales coaching systems, and outbound automation. Most of what we build goes from idea to production in under a week. That background is what makes the GTM Engineering work hit. I've operated the systems I'm now rebuilding. I know where forecasting breaks, where pipeline attribution lies, where reps lose hours to manual research, and where enrichment and orchestration can collapse weeks of work into an afternoon. If you're building applied AI for GTM and want to compare notes, I read every DM. Outside of work: mountains, music, and making things with my hands.
GTM Index
- RULAJOB
- Head of GTM Eng8M
Head of GTM Engineering
Rula
Founding Rula's GTM Engineering function, an internal R&D lab focused on shipping AI-native workflows that multiply output per seller. Operating as a player-coach: setting the vision, hiring the team, and writing the code.
- Head of Revenue Operations…1Y 7M
Head of Revenue Operations (GM)
Rula
Led RevOps for Rula's commercial org across large enterprise and high-velocity SMB segments. Grew the function from a small team into a multi-disciplinary org spanning strategy, planning, enablement, analytics, and the early GTM Engineering work that eventually became my full-time focus. - Lead a distributed, multi-disciplinary RevOps org covering strategy, planning, enablement, and analytics for the full commercial team. - Own the GTM operating rhythm, including annual planning, forecasting, pipeline reviews, QBRs, and leadership business reviews. - Partner with Finance and Sales on capacity planning, quota setting, and territory design across multiple segments and motions. - Set clear pr…
- General Mgr, Employer5M
General Manager, Employer
Rula
Brought Rula’s B2B motions from 0→1, owning strategy, sales, partnerships, operations, and early hiring. - Defined the initial go-to-market strategy for the employer segment (positioning, ICPs, and target accounts) in partnership with Product and Exec leadership. - Stood up the sales motion from scratch: outreach strategy, early pipeline, qualification criteria, and deal review cadence. - Built the first set of RevOps foundations for the motion (forecasting views, pipeline reporting, feedback loops into product and marketing). - Hired and onboarded early team members across sales/partnerships to take the motion from founder-led to repeatable.
- Advisor7M
Advisor
Rula
Advised the founders on early GTM and RevOps: defined needs for the first sales hires, shaped early sales process, and helped interview key revenue team members when the company had <30 employees. Years later, I joined full time.
- ANIMATE CONSULTINGJOB
- Principal, Revenue Strategy2Y 2M
Principal, Revenue Strategy
Animate Consulting
Advised mission-driven companies (< 250 employees) on building and operating high-performing sales teams. Work focused on: - Go-to-market and sales strategy - Org design and operating model for revenue teams - Incentive/comp design and customer retention programs - Sales enablement and process improvements - Select direct-hire searches for key revenue leadership roles
- DOORDASHJOB
- General Mgr, Enterprise Sa…1Y
General Manager, Enterprise SaaS Platform
DoorDash
First GTM leader for DoorDash’s online ordering software platform, Storefront, focused on the Enterprise merchant segment. - Took Storefront from self-serve SMB → enterprise, standing up the sales motion and playbook. - Launched the product in 4 new countries while driving sales-led growth in existing markets. - Owned P&L for the Enterprise segment and partnered with Product and Marketing on roadmap and positioning. - Led a small cross-functional team spanning sales, product operations, and enablement to win and grow key accounts. - Built early forecasting, pipeline, and account review cadences specific to the enterprise motion.
- Dir, Revenue Strategy & Op…1Y 1M
Director, Revenue Strategy & Operations, Caviar
DoorDash
Continued leading Caviar's revenue org after DoorDash acquired the business from Square, the same role across both parent companies. - Managed a 40+ person org across Sales, Sales Operations, Enablement, GTM projects, Customer Operations, and Customer Success. - Led the migration of all Caviar merchants onto the DoorDash technical stack during COVID-era hypergrowth. - Owned forecasting, planning, and performance management for the Caviar sales and AM teams. - Designed and implemented sales compensation, territories, and quotas to align with DoorDash’s broader GTM model. - Partnered with Product, Marketing, and Operations on launches, pricing changes, and cross-sell initiatives.
- SQUAREJOB
- Head of Revenue Strategy &…9M
Head of Revenue Strategy & Operations, Caviar
Square
First Revenue / Sales Ops leader for Square's Caviar business, a restaurant-focused marketplace. This was the start of one continuous role leading Caviar's revenue org through its acquisition by DoorDash in 2019. Role expanded to leading a 40+ person org across Sales, Sales Operations, Enablement, GTM projects, Customer Operations, Onboarding, and Customer Success. - Hired and coached a team of 25 AEs and 5 Account Managers, building the sales org and its culture from the ground up. - Designed and implemented core sales processes (prospecting, pipeline management, deal reviews), improving consistency and win rates. - Owned sales tools, forecasting, and sales compensation design, aligning i…
- Sales Strategy Mgr6M
Sales Strategy Manager
Square
- LINKEDINJOB
- Sales Strategy & Operation…1Y 3M
Sales Strategy & Operations Associate, New Products
LinkedIn
Transitioned from enterprise sales into Sales Strategy & Operations to deepen my operating experience. Served as the first Sales Ops partner for the LTS Solutions (new products) business, helping scale new revenue lines in a 0→1 environment. - Built core sales analytics and performance dashboards using SQL, Salesforce, Excel, and Tableau, in partnership with Sales, Product, Finance, and Marketing leaders. - Supported annual planning, quotas, and targets for new products, balancing analytics with on-the-ground feedback from the field. - Led and contributed to cross-functional GTM projects (launches, programs, and process changes) to drive adoption and retention. - Split time between operati…
- Enterprise Account Executi…1Y 1M
Enterprise Account Executive, Talent Solutions
LinkedIn
Finished #1 nationally in quota attainment for three consecutive years across SDR and AE roles (183% in 2014, 152% in 2015, 132% in 2016). - Owned a ~$1–3M annual quota selling SaaS solutions to enterprise HR leaders (CHROs, VPs of HR, Heads of Talent). - Drove ~40% of 2016 bookings by targeting high-conversion accounts beyond mapped territories using VC news and LinkedIn data. - Implemented a balanced inbound/outbound strategy and maintained rigorous pipeline and forecasting discipline in Salesforce. - Authored a lead qualification script for SDRs that became a foundational training resource across the org. - Built an internal prospecting CRM in Google Drive (pre-tools era), improving out…
- Account Executive, Talent…11M
Account Executive, Talent Solutions
LinkedIn
- Sr. Sales Development Spec…5M
Sr. Sales Development Specialist, Talent Solutions
LinkedIn
- Sales Development Speciali…5M
Sales Development Specialist, Talent Solutions
LinkedIn
- Business Leadership Progra…5M
Business Leadership Program Associate
LinkedIn
Class #1
- RAW DESSERTS COMPANYJOB
- Co-Founder, CEO1Y 9M
Co-Founder, CEO
Raw Desserts Company
Co-founded a lifestyle foods company manufacturing and distributing organic, high-protein desserts through local retailers and events. Oversaw product, sales, and operations. We exited in June 2013 to pursue careers in tech.
- NORDSTROMJOB
- Sales Associate8M
Sales Associate
Nordstrom
My first sales role. 100% commission. Began in women’s sunglasses, promoted to personal styling.
- Job: LinkedIn — Account Executive, Talent Solutions · 2015-01 – 2015-12 · 11 mo
- Job: LinkedIn — Enterprise Account Executive, Talent Solutions · 2016-01 – 2017-02 · 1y 1mo — Finished #1 nationally in quota attainment for three consecutive years across SDR and AE roles (183% in 2014, 152% in 2015, 132% in 2016). - Owned a ~$1–3M annual quota selling SaaS solutions to enterprise HR leaders (CHROs, VPs of HR, Heads of Talent). - Drove ~40% of 2016 bookings by targeting high-conversion accounts beyond mapped territories using VC news and LinkedIn data. - Implemented a balanced inbound/outbound strategy and maintained rigorous pipeline and forecasting discipline in Salesforce. - Authored a lead qualification script for SDRs that became a foundational training resource across the org. - Built an internal prospecting CRM in Google Drive (pre-tools era), improving out…
- Job: Nordstrom — Sales Associate · 2011-05 – 2012-01 · 8 mo — My first sales role. 100% commission. Began in women’s sunglasses, promoted to personal styling.
- Job: LinkedIn — Sr. Sales Development Specialist, Talent Solutions · 2014-07 – 2014-12 · 5 mo
- Job: LinkedIn — Sales Strategy & Operations Associate, New Products · 2017-03 – 2018-06 · 1y 3mo — Transitioned from enterprise sales into Sales Strategy & Operations to deepen my operating experience. Served as the first Sales Ops partner for the LTS Solutions (new products) business, helping scale new revenue lines in a 0→1 environment. - Built core sales analytics and performance dashboards using SQL, Salesforce, Excel, and Tableau, in partnership with Sales, Product, Finance, and Marketing leaders. - Supported annual planning, quotas, and targets for new products, balancing analytics with on-the-ground feedback from the field. - Led and contributed to cross-functional GTM projects (launches, programs, and process changes) to drive adoption and retention. - Split time between operati…
- Job: Rula — Advisor · 2021-06 – 2022-01 · 7 mo — Advised the founders on early GTM and RevOps: defined needs for the first sales hires, shaped early sales process, and helped interview key revenue team members when the company had <30 employees. Years later, I joined full time.
- Job: LinkedIn — Sales Development Specialist, Talent Solutions · 2014-01 – 2014-06 · 5 mo
- Job: Square — Head of Revenue Strategy & Operations, Caviar · 2019-01 – 2019-10 · 9 mo — First Revenue / Sales Ops leader for Square's Caviar business, a restaurant-focused marketplace. This was the start of one continuous role leading Caviar's revenue org through its acquisition by DoorDash in 2019. Role expanded to leading a 40+ person org across Sales, Sales Operations, Enablement, GTM projects, Customer Operations, Onboarding, and Customer Success. - Hired and coached a team of 25 AEs and 5 Account Managers, building the sales org and its culture from the ground up. - Designed and implemented core sales processes (prospecting, pipeline management, deal reviews), improving consistency and win rates. - Owned sales tools, forecasting, and sales compensation design, aligning i…
- Job: Animate Consulting — Principal, Revenue Strategy · 2021-12 – 2024-02 · 2y 2mo — Advised mission-driven companies (< 250 employees) on building and operating high-performing sales teams. Work focused on: - Go-to-market and sales strategy - Org design and operating model for revenue teams - Incentive/comp design and customer retention programs - Sales enablement and process improvements - Select direct-hire searches for key revenue leadership roles
- Job: Rula — General Manager, Employer · 2024-02 – 2024-07 · 5 mo — Brought Rula’s B2B motions from 0→1, owning strategy, sales, partnerships, operations, and early hiring. - Defined the initial go-to-market strategy for the employer segment (positioning, ICPs, and target accounts) in partnership with Product and Exec leadership. - Stood up the sales motion from scratch: outreach strategy, early pipeline, qualification criteria, and deal review cadence. - Built the first set of RevOps foundations for the motion (forecasting views, pipeline reporting, feedback loops into product and marketing). - Hired and onboarded early team members across sales/partnerships to take the motion from founder-led to repeatable.
- Job: Rula — Head of Revenue Operations (GM) (RevOps) · 2024-07 – 2026-02 · 1y 7mo — Led RevOps for Rula's commercial org across large enterprise and high-velocity SMB segments. Grew the function from a small team into a multi-disciplinary org spanning strategy, planning, enablement, analytics, and the early GTM Engineering work that eventually became my full-time focus. - Lead a distributed, multi-disciplinary RevOps org covering strategy, planning, enablement, and analytics for the full commercial team. - Own the GTM operating rhythm, including annual planning, forecasting, pipeline reviews, QBRs, and leadership business reviews. - Partner with Finance and Sales on capacity planning, quota setting, and territory design across multiple segments and motions. - Set clear pr…
- Job: LinkedIn — Business Leadership Program Associate · 2013-07 – 2013-12 · 5 mo — Class #1
- Job: Square — Sales Strategy Manager · 2018-06 – 2018-12 · 6 mo
- Job: DoorDash — Director, Revenue Strategy & Operations, Caviar · 2019-11 – 2020-12 · 1y 1mo — Continued leading Caviar's revenue org after DoorDash acquired the business from Square, the same role across both parent companies. - Managed a 40+ person org across Sales, Sales Operations, Enablement, GTM projects, Customer Operations, and Customer Success. - Led the migration of all Caviar merchants onto the DoorDash technical stack during COVID-era hypergrowth. - Owned forecasting, planning, and performance management for the Caviar sales and AM teams. - Designed and implemented sales compensation, territories, and quotas to align with DoorDash’s broader GTM model. - Partnered with Product, Marketing, and Operations on launches, pricing changes, and cross-sell initiatives.
- Job: DoorDash — General Manager, Enterprise SaaS Platform · 2020-12 – 2021-12 · 1y — First GTM leader for DoorDash’s online ordering software platform, Storefront, focused on the Enterprise merchant segment. - Took Storefront from self-serve SMB → enterprise, standing up the sales motion and playbook. - Launched the product in 4 new countries while driving sales-led growth in existing markets. - Owned P&L for the Enterprise segment and partnered with Product and Marketing on roadmap and positioning. - Led a small cross-functional team spanning sales, product operations, and enablement to win and grow key accounts. - Built early forecasting, pipeline, and account review cadences specific to the enterprise motion.
- Job: Raw Desserts Company — Co-Founder, CEO · 2011-09 – 2013-06 · 1y 9mo — Co-founded a lifestyle foods company manufacturing and distributing organic, high-protein desserts through local retailers and events. Oversaw product, sales, and operations. We exited in June 2013 to pursue careers in tech.
- Job: Rula — Head of GTM Engineering (Head of GTM Engineering) · 2026-02 – present · 6 mo — Founding Rula's GTM Engineering function, an internal R&D lab focused on shipping AI-native workflows that multiply output per seller. Operating as a player-coach: setting the vision, hiring the team, and writing the code.
- School: Dartmouth College — Bachelor of Arts (B.A.), Economics
- School: University of Oxford — Bachelor of Arts (B.A.), Philosophy, Politics and Economics (PPE)
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