Key Responsibilities:
- Act as a trusted advisor to executive leadership, evangelize your vision of a north-star GTMS architecture and provide strategic insights and recommendations to optimize GTM processes and systems.
- Lead complex, cross-functional initiatives to enhance business capabilities across the entire customer lifecycle from lead generation to revenue recognition.
- Define and implement best practices for business process automation, system integrations, and data governance.
- Collaborate closely with Sales, Marketing, and Customer Success teams to identify opportunities for operational efficiencies and revenue growth.
- Translate high-level business objectives into actionable roadmaps, partnering with technical teams to implement scalable solutions.
- Evaluate Buy Vs Build options with an inclination to build in-house tooling when technically advantageous and cost-effective in the long run.
- Drive the adoption of low-code/no-code solutions (Salesforce Flows, Hubspot Workflows, Zapier, N8N, etc.) to enhance productivity and streamline operations.
- Oversee the design and execution of Salesforce and CPQ configurations, Hubspot configurations, reporting frameworks, and data enrichment strategies.
- Evaluate new technologies and trends, providing recommendations to enhance the GTM tech stack.
- Develop and present business cases for investments in technology and process improvements.
- Mentor and coach junior engineers, fostering a culture of continuous learning and excellence.
Qualifications:
- 8+ years of experience in a Business Systems role with GTM focus, preferably in a SaaS or high-growth environment.
- 5+ years of experience leading a team of business systems engineers and/or full stack software engineers developing a GTMS tooling ecosystem that integrates core 3rd party CRM tools such as Hubspot and Salesforce with other 3rd party and in-house tooling that together automate workflows for GTM teams.
- Experience with business process modeling, data analysis, and translating complex business needs into technical solutions.
- Expertise in Salesforce CRM, CPQ solutions, and Hubspot CRM .
- Strong technical knowledge of system integrations, API-driven workflows, and low-code automation tools in the GTM space.
- Development experience with Salesforce (APEX), HubSpot (Workflows with Python/JS), declarative automation, and workflow configuration.
- Deep understanding of business processes across Sales, Marketing, and Customer Success.
- Demonstrated ability to lead enterprise-wide projects with a focus on process optimization and efficiency.
- Proven track record in business process re-engineering and cross-functional stakeholder management.
- Strong analytical skills, with experience in creating data-driven reports and dashboards to support business decision-making.
- Excellent communication and leadership skills, with the ability to influence stakeholders at all levels of the organization.
- Experience working in Agile environments and applying project management methodologies such as Scrum or Kanban.
Preferred Skills:
- 3+ years of people management experience.
- 3+ years of hand-on fullstack software engineering experience using Java, C#, Python, Ruby or similar.
- Salesforce developer/administrator certifications and Hubspot certifications.
- Familiarity with the broader GTM tech stack including sales engagement tools (Optreach, ZoomInfo, Lusha) and marketing automation tools.
- Strong analytical skills and familiarity with reporting tools such as Tableau, Power BI, Looker, Hex and SQL skills.
- Understanding of revenue operations strategies and their impact on business growth.
- Experience with change management frameworks to support business transformation initiatives.
- Tools & Technologies You'll Work With:
- Salesforce (CRM, Apex, CPQ), Hubspot, Impartner, Chili Piper.
- Low-code platforms for business automation and optimization.
- System integrations and API workflows to connect key business platforms.
- Reporting and analytics tools for data visualization and insights.
