The Salesforce Systems and Optimization Lead is a strategic and hands-on expert focused on maximizing the effectiveness and efficiency of our core sales platform, Salesforce. This role acts as the primary partner for the Sales and GTM (Go-To-Market) Operations teams, translating business needs into high-impact system execution, process standardization, and measurable improvements in sales efficiency and data quality. Success in this role is measured by direct impact on sales team adoption, operational efficiency, and system health, in addition to the quality of system design decisions.
Sample projects may include defining sales systems priorities and roadmaps, partnering with analytics teams to design scalable reporting and dashboards, supporting cross-system process and data integrations, and developing data-driven recommendations and tradeoff analyses to guide decision-making. Projects are owned in close partnership with an IT Salesforce team of administrators and architects who will deliver on your requirements.
Responsibilities
GTM Systems Strategy and Roadmap: Own GTM systems roadmap planning by proactively identifying, prioritizing, and reviewing system enhancements to maximize sales platform effectiveness, efficiency, and adoption.
Stakeholder Partnership and Requirements Definition: Partner with GTM Operations and cross-functional stakeholders to understand business goals, operational challenges, and clarify problem statements, success criteria, and constraints.
Process and Systems Design: Conduct current-state process assessments, including root cause analysis, and define future-state systems designs with clear recommendations, trade-offs, and phased action plans.
Solution Planning and Estimation: Support solution planning by understanding level-of-effort estimates, assessing feasibility, and communicating risks, dependencies and trade-offs to inform prioritization and delivery sequencing.
Platform Enablement and Guidance: Stay current on Salesforce and GTM platform capabilities, advocating for new features where appropriate and providing guidance to administrators and developers to support scalable, well-architected solutions.
Quality Assurance and Optimization: Partner in testing, UAT, and release planning to ensure high-quality delivery and continuously identify opportunities to improve data quality, process consistency, and cross-system integration.
Change Management and Adoption: Support change management by documenting processes, gathering user feedback, and contributing to continuous improvement and adoption efforts.
How We Approach GTM Systems and Process Improvement
Start by understanding how work is done today before proposing solutions
Focus on root-cause analysis and business outcomes over quick system fixes
Design scalable future-state processes that balance impact, effort, and adoption
Qualifications
Bachelor’s degree in a related field
3+ years of experience working with GTM or revenue operations systems in a systems, operations, or business analyst capacity
4+ years of deep, hands-on experience with Salesforce as an Administrator or Systems Expert, with demonstrable mastery of the platform's data model, automation concepts (Flow, Process Builder), and integrated sales tools.
Demonstrated expertise in conducting current-state process assessments, defining future-state workflows, and implementing high-impact system changes that directly enhance GTM execution and efficiency.
2+ years of experience partnering with business stakeholders to drive successful, complex software implementations
Experience supporting or contributing to the integration of multiple software applications in a growth environment to support strategic business objectives and process flow
Familiarity with common GTM tools across sales engagement, marketing automation and attribution platforms (e.g. Salesforce, CPQ, Outreach etc.)
Salesforce Certified Administrator is required
Preferred Qualifications
Salesforce Advanced Administrator, CPQ Specialist, or Platform App Builder certifications are strongly preferred
Experience with SQL and Tableau or other data visualization software
Proficiency with Marketing Automation and Customer Success tools
Ability to independently navigate unstructured problem spaces by assessing current-state operations, synthesizing stakeholder input, and driving alignment on future-state solutions
Ability to lead a variety of stakeholders and manage multiple high-priority projects aligned to short and long term business objectives
Strategically and operationally minded, demonstrating sound business judgment to optimize processes and technical resources.
Provides AI-powered workforce mental health benefits, transforming access to life-changing mental health care through provider matching and personalized support.
