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Goals

Q4 2026 objectives

Commercial universe dataset – (Driver: Abhischek Thottakara)

Build one materialized table of all active and churned customers, so that lead triggers use the same, complete account context.

What we'll ship:

  • org_universe table that joins billing (invoices, usage momentum, credits, and startup plan eligibility), account ownership and segments, Salesforce and third-party enrichment, and PostHog usage (events and enabled features)
  • Daily CRON in lead-gateway that queries org_universe and creates lead tasks
  • TAM lead triggers that fire only for TAM-owned accounts
  • Migrate existing lead triggers to query org_universe instead of separate HogQL queries

Trusted lead score – (Driver: Abhischek Thottakara)

Make lead scores meaningful, so that GTM Humans trust them and get fewer noisy tasks.

What we'll ship:

  • Compare Q3 lead scores with qualification and revenue outcomes
  • Skip tasks that GTM Humans consistently disqualify, and weight scores by task outcomes
  • Account potential score v0: estimate ACV from the median ACV of accounts with similar usage and company data
  • Improve the account potential score: compare predicted ACV with 30, 60, and 90-day growth

Salesforce auto-deploy – (Driver: Abhischek Thottakara)

Finish the posthog-salesforce deployment.

What we'll ship:

  • Auto-deploy to Salesforce on merge to main

Customer Analytics migration – (Driver: Abhischek Thottakara)

Finish the move of account ownership to Customer Analytics.

What we'll ship:

  • Enrich Salesforce with billing data, such as the last invoice and the current billing period

Stretch: Closed-won automation – (Driver: Abhischek Thottakara)

Automate invoice generation from closed-won deals.

What we'll ship:

  • Invoice issuance
  • Credit setup

Handbook

What the GTM Engineering team does

  • Building and maintaining tools that help GTM teams at PostHog be more effective
  • Technical Owner of Salesforce, Vitally, Lemlist, Clay

How to work with the GTM Engineering team

Reach out in our Slack channel #team-gtm-engineering

Who are we building for?

  • GTM Humans at PostHog (Sales, Customer Success, BDR, RevOps, Onboarding)

Principles

  • Automate repetitive tasks
  • Improve quality and reduce noise on customer signals
  • Technical enablement of all sales and customer motions at PostHog