Business Systems Analyst, GTM Systems
Own the strategy, requirements, prioritization, and quality assurance for Salesforce-centered GTM systems, spanning lead-to-close processes, revenue-data integrity, quote-to-cash, and marketplace reconciliation. The role requires 6–8 years of Salesforce-focused systems experience, cross-functional program ownership, and strong technical and architectural judgment.
About the job
Responsibilities
- Own Salesforce-centered GTM systems programs from discovery through UAT, change management, and adoption.
- Manage the Salesforce sales process from lead to close, including routing, qualification, territory assignment, and stage progression.
- Define intake and prioritization for GTM systems requests across Sales, Marketing, Partnerships, Support, and Finance.
- Translate ambiguous business needs into BRDs, process flows, data models, ROI justifications, and acceptance criteria.
- Review implementations and provide production sign-off for changes built by engineers and AI coding agents.
- Evaluate vendors and determine when to buy, integrate, or replace systems.
- Trace revenue-data anomalies across automations, triggers, and integrations.
- Own reconciliation between Salesforce, usage-based billing, and cloud-marketplace transactions.
- Establish specification and UAT standards and identify downstream failure modes before production.
Requirements
- 6–8 years of experience in business systems, sales systems, revenue systems, or GTM systems.
- Salesforce as a primary platform throughout that experience.
- Experience with territory and account coverage, lead qualification and routing, stage gates, pipeline hygiene, and forecasting.
- Experience with quote-to-cash, CPQ, territory and lead routing, forecasting, or related revenue processes.
- Ability to read data models and Salesforce Flow, with enough Apex knowledge to design against existing systems.
- Experience owning cross-functional programs spanning four or more functions.
- Experience delivering releases into core systems with dependencies on processes outside your control.
- Strong specification, stakeholder-management, prioritization, communication, and systems-architecture judgment.
- Ability to evaluate AI-generated implementations and maintain quality gates.
Nice-to-haves
- Ownership of a core Salesforce object domain such as Account, Contact, Lead, or Opportunity through a redesign.
- Experience tracing Salesforce fields through usage records and provisioning steps.
- Experience with AWS or GCP cloud marketplace operations, including private offers, co-sell, entitlement mapping, and metering.
Skills
Salesforce, Salesforce Flow, Apex, CPQ, Quote-To-Cash, Revenue Operations, Lead Routing, Territory Management, Pipeline Forecasting, Data Modeling, Uat, AWS, GCP, Cloud Marketplaces, AI Agents
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