Operations Lead – GTM Systems

This is a fully remote position, open to applicants in United States.

📋 Description

• Act as the appointed Salesforce administrator for the company, overseeing object and field architecture, Flow automation, permission design, data quality, sandbox governance, and release management.

• Perform systematic system audits to detect and address accumulated technical debt by analyzing field usage, dependencies across automations, code, layouts, and integrations to make informed decisions that enhance performance, usability, and long-term maintainability.

• Take charge of planning and executing legacy automation migration by evaluating existing automation inventory, consolidating redundant logic, and transitioning deprecated frameworks to current Salesforce standards to mitigate performance risks and enhance debuggability.

• Create and maintain role-specific user experiences within Salesforce, including page layouts, Lightning configurations, and record views tailored to the operational needs of Sales and CS teams, while iterating based on ongoing feedback to promote genuine adoption.

• Establish and uphold a sophisticated sandbox and release management practice, including environment refresh schedules, pre-production testing protocols, and proactive preparation for Salesforce's tri-annual release calendar.

• Lead the strategy for data model architecture to accommodate an evolving product and pricing mix, designing scalable object structures that support distinct go-to-market motions across product lines while ensuring unified reporting and operational coherence.

• Oversee the administration, configuration, and optimization of our broader GTM technology stack, which includes Outreach, Gong, LinkedIn Sales Navigator, Clay, ChurnZero, Rocketlane, Ironclad, MonetizeNow, Aligned, UserGems, and others.

• Enhance our ChurnZero and Salesforce integration, align platform workflows with our evolving CS motions, and drive ongoing improvements in how the tool is configured and utilized.

• Identify and pursue opportunities to extract more value from underutilized tools within the technology stack.

• Set standards for integration governance, maintaining a clear understanding of which tools connect to Salesforce, the data flow between them, and identifying potential sync conflicts or overwrite risks.

• Assess new tools for integration suitability prior to company commitment, leveraging your data model knowledge as a valuable safeguard.

• Implement AI tools where they can provide significant leverage, including data hygiene, field usage analysis, automation documentation, report generation, and data enrichment workflows.

• Foster a natural inclination for process improvement through AI, consistently asking “how can this be accomplished more effectively with AI?” as an integral aspect of your work approach.

• Assist the broader revenue team in adopting AI tools, including Claude-based workflows and agentic automations, by evaluating options, shaping use cases, and demonstrating effective usage.

⛳️ Requirements

• Over 5 years of experience in Revenue Operations, Sales Operations, or GTM Systems within a B2B SaaS environment.

• Extensive, hands-on expertise in Salesforce; you are a reliable administrator responsible for object architecture, Flow Builder, automation logic, permission design, sandbox governance, and data management without needing a developer's assistance.

• Proven experience in completing complex, dependency-sensitive Salesforce tasks such as field audits, automation migrations, and data model redesigns, where meticulous investigation and business judgment are as crucial as technical skills.

• Confident in navigating a multi-tool GTM stack and managing integrations between systems (experience with Zapier, Hightouch, Workato, or similar iPaaS is advantageous).

• A systems thinker who naturally considers data flows, downstream dependencies, edge cases, and long-term maintainability.

• Familiar with B2B SaaS sales motions and the complete opportunity lifecycle, understanding how quota-carrying teams operate, how deals progress through a funnel, and the implications for CRM configuration and governance.

• Comfortable addressing the needs of multiple internal stakeholders with differing demands, knowing how to facilitate decisions when Sales, CS, and RevOps have varying requirements from the same system.

• Maintain high standards for accuracy and clean design; you recognize when something is inadequately constructed and are committed to fixing it correctly.

• An effective communicator capable of translating technical trade-offs into language that business stakeholders can act upon and that leadership can rely on.

🏝️ Benefits

• Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all full-time employees, with approximately 75% coverage for dependents.

• Flexible Time Off: Flexible vacation days along with quarterly mental health days to ensure you have the opportunity to recharge.

• Annual Stipends: Dedicated funds allocated for your professional development and personal caretaking needs.

• Work Anniversary Bonuses: Annual bonuses to recognize your milestones and contributions to the CaptivateIQ team, increasing as your tenure grows.

• Retirement Savings (US-Only): A 401(k) plan designed to help you invest in and secure your future.

• Premium Tools: The latest Apple hardware provided to empower you in performing your best work.

• Inclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI initiatives, fostering an environment where diverse talent can thrive.