Manager, GTM Operations - Process Improvement Engine
•LinkedinHybrid· 3h
⚙️ Operations⏰ Full-time🎯 Lead / Principal💰 $126k-204k🇺🇸 San Francisco, USA
3h ago
Captivateiq·6 days ago
As our Operations Lead, GTM Systems, you'll be the company's primary Salesforce administrator and GTM systems owner — and the first point of contact for Sales and Customer Experience when systems questions, requests, and issues arise. You'll balance that day-to-day stakeholder support with sustained, proactive work to address technical debt, redesign our data model for multiproduct scale, and build a more reliable, governable operational foundation. A core measure of success in this role is that our commercial teams can move faster because they have a dedicated, responsive systems partner — and leadership has more capacity for strategic work because the operational layer is in capable hands.
You'll report directly to the Senior Director of Revenue Operations and work in close partnership with cross-functional operators and front-line stakeholders. You'll set architecture standards and working agreements that other systems contributors operate within, and you'll be the informed voice in the room when competing team needs require a considered technical decision.
The right person brings deep Salesforce expertise, confident experience across a broad GTM stack, a methodical approach to complex system work, and a genuine orientation toward using AI and automation to extend what's possible.
Salesforce Administration & Architecture
Serve as the company's designated Salesforce owner — owning object and field architecture, Flow automation, permission design, data quality, sandbox governance, and release management
Conduct methodical system audits to identify and resolve accumulated technical debt — investigating field usage, dependencies across automations, code, layouts, and integrations to make informed decisions that improve performance, usability, and long-term maintainability
Own the planning and execution of legacy automation migration — rationalizing existing automation inventory, consolidating redundant logic, and migrating deprecated frameworks to current Salesforce standards to reduce performance risk and improve debuggability
Design and maintain role-appropriate user experiences within Salesforce — including page layouts, Lightning configurations, and record views tailored to how Sales and CS teams actually work — and iterate based on ongoing feedback to drive real adoption
Establish and maintain a mature sandbox and release management practice — including environment refresh cadences, pre-production testing protocols, and proactive preparation for Salesforce's tri-annual release calendar
Lead data model architecture strategy to support an evolving product and pricing mix — designing scalable object structures that accommodate distinct go-to-market motions across product lines while preserving unified reporting and operational coherence
GTM Systems Ownership
Own the administration, configuration, and optimization of our broader GTM technology stack — including Outreach, Gong, LinkedIn Sales Navigator, Clay, ChurnZero, Rocketlane, Ironclad, MonetizeNow, Aligned, UserGems, and others
Deepen our ChurnZero and Salesforce integration, align platform workflows to our evolving CS motions, and drive incremental improvement in how the tool is configured and used
Surface and act on opportunities to unlock more value from underutilized tools in the stack
Set integration governance standards — maintaining a clear picture of which tools connect to Salesforce, how data flows between them, and where sync conflicts or overwrite risks exist
Evaluate new tools for integration fit before the company commits, using your data model knowledge as a meaningful safeguard
AI & Automation
Apply AI tooling where it creates genuine leverage — including data hygiene, field usage analysis, automation documentation, report building, and data enrichment workflows
Bring a natural orientation toward process improvement through AI: asking "how can this be done better with AI?" as part of how you approach your work, not as a separate initiative
Support the broader revenue team's adoption of AI tools, including Claude-based workflows and agentic automations, by helping evaluate options, shape use cases, and model effective usage
5+ years of experience in Revenue Operations, Sales Operations, or GTM Systems at a B2B SaaS company
Deep, hands-on Salesforce expertise — you are a trusted administrator who owns object architecture, Flow Builder, automation logic, permission design, sandbox governance, and data management without needing a developer to execute
Demonstrated experience completing complex, dependency-sensitive Salesforce work — field audits, automation migrations, data model redesigns — where methodical investigation and business judgment matter as much as technical skill
Confident working across a multi-tool GTM stack and managing integrations between systems (Zapier, Hightouch, Workato, or similar iPaaS experience)
A systems thinker who reasons naturally about data flows, downstream dependencies, edge cases, and long-term maintainability
Working knowledge of B2B SaaS sales motions and the full opportunity lifecycle — you understand how quota-carrying teams sell, how deals move through a funnel, and what that means for how the CRM needs to be configured and governed
Comfortable serving multiple internal stakeholders with competing needs — you know how to facilitate a decision when Sales, CS, and RevOps want different things from the same system
High standards for correctness and clean design; you notice when something is held together with duct tape and you fix it properly
Effective communicator who can translate technical tradeoffs into language that business stakeholders can act on and that leadership can trust