Sona Mkrtchyan
GTM Engineer | RevOps
BuildernI work at the intersection of sales, systems, and operations, focusing on building scalable revenue processes that drive consistent growth. My background spans sales development, outbound strategy, and revenue operations.
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I started with hands-on prospecting and outreach, and over time moved into designing the systems and automations behind it, improving how teams generate, manage, and convert pipeline. Today, I focus on structuring and optimizing the full customer lifecycle across Sales, Onboarding, and Customer Success. This includes building automation workflows, improving data flow between tools, and creating clear, scalable processes from first touch to long-term retention. I have experience working with tools like Apollo, Instantly, Zapier, and different CRMs, connecting them into unified systems that reduce manual work and improve team efficiency. Beyond tools, I focus on how teams operate. I design lead routing, ownership logic, and handoff processes, ensuring smooth collaboration between teams and better visibility across the pipeline. I also build and optimize outbound and inbound GTM systems, using targeting, segmentation, and behavioral signals to improve conversion and overall performance. My approach combines practical sales experience with a systems mindset, allowing me to bridge the gap between strategy and execution. Always looking for ways to simplify processes, improve efficiency, and scale revenue operations.
GTM Index
- BUILDERNJOB
- GTM Eng7M
GTM Engineer
Buildern
RevOps / GTM Operations 1. Build and optimize end to end revenue operations across Sales, Onboarding, and Customer Success, ensuring a smooth lead to customer lifecycle. 2. Design and manage automation workflows connecting CRM, Stripe, Posthog, Calendly, Intercom, and other tools, reducing manual work and improving response time. 3. Structure and maintain handoff processes from Sales to Onboarding to Customer Success, including ownership assignment, SLA tracking, and lifecycle stage management. 4. Create and manage outbound and inbound GTM systems using tools like Apollo, Instantly, and enrichment platforms, improving targeting based on ICP and behavioral signals. 5. Build trigger based aut…
- ACX COMPLIANCEJOB
- Sales Development Mgr1Y 1M
Sales Development Manager
ACX Compliance
1. Built and deployed a complete outbound automation infrastructure across email and LinkedIn, integrating CRM triggers, sequencing tools, and personalization layers to scale outreach while reducing manual workload. 2. Developed trigger-based automations for prospect engagement, leveraging advanced sequencing logic to deliver timely, relevant messages based on behavioral and event-based signals. 3. Created centralized CRM workflows for contact management, lead routing, and campaign tracking—ensuring real-time visibility into pipeline health and conversion metrics. 4. Collaborated cross-functionally with marketing, product, and operations teams to align outreach systems with GTM objectives a…
- ULTIMATE BIASJOB
- Sales Development Mgr10M
Sales Development Manager
Ultimate Bias
1. Designed and implemented end-to-end CRM automation using tools like Zapier to connect disparate platforms, enabling lead scoring, status updates, and reporting to occur without manual intervention. 2. Built custom AI-driven scoring and messaging automations to prioritize high-value prospects and deliver tailored outreach at scale. 3. Created data pipelines and dashboards for campaign performance tracking, enabling informed decision-making and faster iteration on GTM tactics. 4. Standardized operational processes for the SDR team, reducing manual admin work by 30% and improving execution speed across outbound channels. 5. Oversaw the hiring process and led the onboarding and training of n…
- Sales Development Represen…1Y 5M
Sales Development Representative
Ultimate Bias
1. Executed targeted campaigns for various occasions, driving measurable increases in engagement and conversion rates, while enhancing call booking through optimized objection handling. 2. Managed client accounts daily, ensuring consistent KPIs and high satisfaction, while proactively addressing replies and objections to improve lead retention. 3. Developed and implemented CRM automation strategies that boosted SDR productivity, exceeded efficiency benchmarks, and provided regular reports for actionable insights. 4. Conducted LinkedIn outreach and scheduled calls via Calendly, contributing to monthly booking targets and managing lead generation on Apollo for prequalification. 5. Revitalized…
- LOCAL EXPRESSJOB
- Sales Development Represen…6M
Sales Development Representative
Local Express
1. Developed and qualified leads for the AE and PE teams, consistently exceeding lead generation targets through multiple outreach channels, including LinkedIn, email, and cold calling. 2. Built a robust pipeline of high-quality prospects, proactively identifying new business opportunities to drive revenue growth and expand the sales pipeline. 3. Coordinated meetings between prospective customers and AE/PE teams, delivering booking KPIs and contributing to strategic growth objectives. 4. Delivered detailed performance reports to the sales manager, maintaining accurate records in the CRM to support data integrity and Al-driven insights for ongoing pipeline management.
- SUPERANNOTATEJOB
- AI Solutions Associate1Y 6M
AI Solutions Associate
SuperAnnotate
- Project Mgr, Annotation Se…7M
Project Manager, Annotation Service Projects
SuperAnnotate
1. Managed multiple Al projects to ensure timely, budget-compliant delivery while consistently meeting client requirements and quality standards. 2. Coordinated project initiation and planning, defining objectives, deliverables, and budgets to optimize resource allocation and drive successful project outcomes.
- QA Specialist , Annotation…9M
QA Specialist , Annotation Service Projects
SuperAnnotate
- YEREVAN STATE UNIVERSITYSCHOOL
- Bachelor's degree, informa…4Y 11M
Bachelor's degree, informatics and applied mathematics
Yerevan State University
- Job: Buildern — GTM Engineer · 2026-01 – present · 7 mo — RevOps / GTM Operations 1. Build and optimize end to end revenue operations across Sales, Onboarding, and Customer Success, ensuring a smooth lead to customer lifecycle. 2. Design and manage automation workflows connecting CRM, Stripe, Posthog, Calendly, Intercom, and other tools, reducing manual work and improving response time. 3. Structure and maintain handoff processes from Sales to Onboarding to Customer Success, including ownership assignment, SLA tracking, and lifecycle stage management. 4. Create and manage outbound and inbound GTM systems using tools like Apollo, Instantly, and enrichment platforms, improving targeting based on ICP and behavioral signals. 5. Build trigger based aut…
- Job: ACX Compliance — Sales Development Manager · 2024-12 – 2026-01 · 1y 1mo — 1. Built and deployed a complete outbound automation infrastructure across email and LinkedIn, integrating CRM triggers, sequencing tools, and personalization layers to scale outreach while reducing manual workload. 2. Developed trigger-based automations for prospect engagement, leveraging advanced sequencing logic to deliver timely, relevant messages based on behavioral and event-based signals. 3. Created centralized CRM workflows for contact management, lead routing, and campaign tracking—ensuring real-time visibility into pipeline health and conversion metrics. 4. Collaborated cross-functionally with marketing, product, and operations teams to align outreach systems with GTM objectives a…
- Job: Ultimate Bias — Sales Development Manager · 2024-02 – 2024-12 · 10 mo — 1. Designed and implemented end-to-end CRM automation using tools like Zapier to connect disparate platforms, enabling lead scoring, status updates, and reporting to occur without manual intervention. 2. Built custom AI-driven scoring and messaging automations to prioritize high-value prospects and deliver tailored outreach at scale. 3. Created data pipelines and dashboards for campaign performance tracking, enabling informed decision-making and faster iteration on GTM tactics. 4. Standardized operational processes for the SDR team, reducing manual admin work by 30% and improving execution speed across outbound channels. 5. Oversaw the hiring process and led the onboarding and training of n…
- Job: Ultimate Bias — Sales Development Representative · 2023-07 – 2024-12 · 1y 5mo — 1. Executed targeted campaigns for various occasions, driving measurable increases in engagement and conversion rates, while enhancing call booking through optimized objection handling. 2. Managed client accounts daily, ensuring consistent KPIs and high satisfaction, while proactively addressing replies and objections to improve lead retention. 3. Developed and implemented CRM automation strategies that boosted SDR productivity, exceeded efficiency benchmarks, and provided regular reports for actionable insights. 4. Conducted LinkedIn outreach and scheduled calls via Calendly, contributing to monthly booking targets and managing lead generation on Apollo for prequalification. 5. Revitalized…
- Job: Local Express — Sales Development Representative · 2023-02 – 2023-08 · 6 mo — 1. Developed and qualified leads for the AE and PE teams, consistently exceeding lead generation targets through multiple outreach channels, including LinkedIn, email, and cold calling. 2. Built a robust pipeline of high-quality prospects, proactively identifying new business opportunities to drive revenue growth and expand the sales pipeline. 3. Coordinated meetings between prospective customers and AE/PE teams, delivering booking KPIs and contributing to strategic growth objectives. 4. Delivered detailed performance reports to the sales manager, maintaining accurate records in the CRM to support data integrity and Al-driven insights for ongoing pipeline management.
- Job: SuperAnnotate — Project Manager, Annotation Service Projects · 2020-12 – 2021-07 · 7 mo — 1. Managed multiple Al projects to ensure timely, budget-compliant delivery while consistently meeting client requirements and quality standards. 2. Coordinated project initiation and planning, defining objectives, deliverables, and budgets to optimize resource allocation and drive successful project outcomes.
- Job: SuperAnnotate — QA Specialist , Annotation Service Projects · 2019-08 – 2020-05 · 9 mo
- Job: SuperAnnotate — AI Solutions Associate · 2021-07 – 2023-01 · 1y 6mo
- School: Yerevan State University — Bachelor's degree, informatics and applied mathematics · 2016 – 2020
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