As a “Principal AI Architect – GTM” at HCLSoftware, you will sit at the intersection of cutting‑edge AI and commercial execution. This is a rare, senior‑level role for someone who can architect intelligent systems that transform how our GTM organisation finds, engages, retains, and expands customers. The AI systems you build will power everything from coordinated sales plays and targeted new‑logo acquisition, to value plays and value engineering strategy that accelerate deals, to programmes that retain existing customers and systematically grow the install base. Working directly alongside sales leadership, you will turn frontier model capabilities into measurable commercial outcomes. Over time, you will also build and lead a globally distributed team of engineers and automation specialists, establishing a centre of excellence for AI‑driven sales execution. If you think in agents, APIs, and automations, and you understand what it takes to close enterprise software deals, this role was built for you.
Responsibilities
- Design and build AI‑powered automation across the full sales motion, including outreach workflows, play execution, and cadence optimisation.
- Develop intelligent systems to identify, score, and prioritise target customer profiles using AI and real‑time data signals.
- Build personalised, AI‑generated sales messaging and pitch systems that adapt dynamically to account context, industry, and buyer persona at scale.
- Consolidate and unify sales data from disparate sources (CRM, engagement platforms, intent data, enrichment tools) into clean, actionable intelligence that the team can actually use.
- Support and enable the sales team with purpose‑built AI copilots, workflow integrations, and tooling that reduce friction and increase throughput.
- Design, build, and maintain AI agents, MCP servers, and API integrations across the sales technology stack.
- Monitor the frontier of AI model capabilities and apply new developments directly to commercial use cases, moving quickly from idea to working prototype.
- Architect AI‑driven programmes that serve the full GTM mission: coordinated sales plays and value plays, value engineering strategy to accelerate deal velocity, targeted new‑logo acquisition, and retention and expansion campaigns that grow the existing install base.
- Partner with sales leadership, revenue operations, and marketing to align AI capabilities with GTM organisation strategy and commercial priorities.
- Build, hire, and grow a globally distributed team of AI engineers and automation specialists, establishing a centre of excellence for AI‑powered sales execution that serves the broader GTM organisation.
Qualifications
- AI Model Expertise: Hands‑on experience with Claude (code and cowork), Gemini, and ChatGPT at the API level, including prompt engineering, tool use, and awareness of fine‑tuning and RLHF approaches. You know how to get the best out of each model for specific commercial tasks.
- Agent & Multi‑Agent Development: Demonstrated experience designing and building AI agents and multi‑agent workflows in production.
- APIs, MCP Servers & Agentic Frameworks: Strong command of REST APIs, MCP (Model Context Protocol) server architecture, and the tooling ecosystem around modern agentic AI systems.
- CRM Expertise: Practical, hands‑on knowledge of Salesforce and/or Microsoft Dynamics CRM, including data models, custom objects, workflow automation, and integration patterns.
- Software or SaaS Background: Experience working within a software or SaaS company, with a clear understanding of B2B sales cycles, go‑to‑market motions, and commercial operations.
- Technical‑to‑Commercial Translation: Proven ability to take a business or sales objective and architect a scalable AI solution around it, without losing sight of the underlying commercial goal.
- Data Pipelines & ETL: Experience building and maintaining data pipelines for consolidating, cleaning, and transforming sales data from multiple sources.
- RAG & Vector Infrastructure: Working knowledge of Retrieval‑Augmented Generation architectures, vector databases, and embedding strategies for domain‑specific retrieval.
- Scripting & Automation: Proficiency in Python or an equivalent scripting language for building integrations, automations, and lightweight tooling.
- Sales Tech Ecosystem: Familiarity with modern sales engagement and intelligence platforms such as ZoomInfo, Clay, LinkedIn Sales Navigator, HG Insights, Outreach, Salesloft, Apollo, or similar.
- Communication & Collaboration: Ability to work autonomously, communicate technical concepts clearly to non‑technical stakeholders, and operate effectively in a fast‑paced commercial environment.
Location
Based in the UK, with willingness to travel and/or relocate to another location within Europe as required.
Candidate Data Privacy Notice
https://www.hcltech.com/candidate-privacy-notice
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