Head of GTM Tools & Technology

Responsibilities

GTM Systems Strategy & Roadmap

• Define and execute the roadmap for the GTM technology stack across the full customer lifecycle, from pipeline through renewal and expansion.
• Translate business needs from Sales, Customer Success, Professional Services, and GTM Operations into scalable system solutions.
• Advise GTM leadership on opportunities, tradeoffs, and priorities.
• Own the GTM tools budget, ROI accountability, vendor relationships, contracts, and renewals.
• Collaborate with Marketing Operations on the overall GTM platform strategy and AI roadmap.

AI Roadmap for GTM

• Drive the GTM organization’s AI roadmap with leadership, Engineering, and Operations.
• Identify opportunities for AI and automation across lead scoring, pipeline forecasting, conversation intelligence, rep productivity, enrichment, next-best-action, and customer health signals.
• Partner with IT, Data Engineering, and Analytics to establish a clean, unified, governed data foundation.
• Create a framework for evaluating, piloting, and scaling AI tools, including change management and adoption measurement.
• Represent GTM AI priorities in executive and Engineering discussions.

Pre-Sale Systems

• Own the design, configuration, governance, and improvement of Salesforce Sales Cloud as the GTM system of record.
• Manage integrations across the pre-sale stack, including sales engagement, revenue intelligence, data enrichment, CPQ, contract, and workflow tools.
• Provide system-level support for territory changes, compensation rollouts, product launches, and go-to-market model changes.

Post-Sale Ecosystem

• Own systems architecture for Professional Services, Customer Service, and Customer Success teams.
• Integrate post-sale systems with Salesforce and the broader GTM data model to provide a unified customer-lifecycle view.
• Improve workflows, automation, and data quality across post-sale tools with CS, Professional Services, and Support leadership.

Process & Workflow Automation

• Eliminate manual and error-prone processes across the lead-to-cash and post-sale lifecycle through automation, tooling, and process redesign.
• Champion low-code/no-code operational efficiency while engaging Engineering for complex builds.
• Own documentation, change management, and communications for GTM system changes.

Team Leadership

• Lead and develop a team of systems professionals.
• Establish direction, grow talent, and build organizational capacity.
• Foster rigor, ownership, and continuous improvement.
• Hire and structure the team as GTM systems needs evolve.

Requirements

• 10+ years of experience in business systems, revenue operations technology, or GTM systems at high-growth B2B SaaS companies.
• Deep hands-on Salesforce Sales Cloud expertise; Salesforce Administrator certification or equivalent practical experience required.
• Experience owning a GTM technology stack end-to-end across pre-sale and post-sale systems.
• Track record of delivering multi-year systems roadmaps with measurable business impact.
• Experience evaluating and deploying AI and automation tools in a GTM or revenue context.
• Ability to partner with Engineering on systems and AI initiatives.
• Experience managing and developing admins, analysts, and developers.
• Strong executive communication skills.

Nice-to-Haves

• Salesforce Architect certification, such as Application Architect, System Architect, or CTA.
• Experience with iPaaS and integration tools such as Workato, MuleSoft, or Boomi.
• Experience at a developer-focused or product-led-growth SaaS company.
• Exposure to revenue recognition or finance systems such as Zuora, Stripe Billing, or NetSuite.
• Experience driving systems roadmaps for M&A integration.

Technical Familiarity

• Salesforce Sales Cloud, SOQL, Salesforce Flow, reports, and dashboards
• Salesforce CPQ or DealHub
• Outreach or Salesloft
• Clari or Gong
• ZoomInfo or Clearbit
• Rocketlane or Certinia
• Gainsight or Catalyst
• Zendesk, Intercom, or Service Cloud
• Tableau or Looker
• Marketo or HubSpot

Compensation & Benefits

• Base salary: $200,000–$285,000.
• Competitive equity package.
• Flexible schedule.
• Full medical coverage.
• Flexible PTO.
• Wellness reimbursement.
• Monthly lunch stipend.
• Wellness programs, team-building events, and donation matching.