Operations Lead, GTM Systems
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AI Summary
CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance.
Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.
About the Role
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.
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What You'll Own
Salesforce Administration & Architecture
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Serve as the company's designated Salesforce owner — owning object and field architecture, Flow automation, permission design, data quality, sandbox governance, and release management
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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
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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
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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
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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
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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
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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
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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
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Surface and act on opportunities to unlock more value from underutilized tools in the stack
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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
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Evaluate new tools for integration fit before the company commits, using your data model knowledge as a meaningful safeguard
AI & Automation
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Apply AI tooling where it creates genuine leverage — including data hygiene, field usage analysis, automation documentation, report building, and data enrichment workflows
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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
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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
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5+ years of experience in Revenue Operations, Sales Operations, or GTM Systems at a B2B SaaS company
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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
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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
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Confident working across a multi-tool GTM stack and managing integrations between systems (Zapier, Hightouch, Workato, or similar iPaaS experience)
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A systems thinker who reasons naturally about data flows, downstream dependencies, edge cases, and long-term maintainability
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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
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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
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High standards for correctness and clean design; you notice when something is held together with duct tape and you fix it properly
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Effective communicator who can translate technical tradeoffs into language that business stakeholders can act on and that leadership can trust
- Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents.
- Flexible Time Off: Flexible vacation days plus quarterly mental health days to ensure you have the space to recharge.
- Annual Stipends: Dedicated funds for your professional development and caretaking needs.
- Work Anniversary Bonuses: Annual bonuses to celebrate your milestones and contributions to the CaptivateIQ team that grow as your tenure does.
- Retirement Savings (US-Only): A 401(k) plan to help you invest in and secure your future.
- Premium Tools: The latest Apple hardware to empower you to do your best work.
- Inclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI goals by fostering an environment where diverse talent thrives.
- Only emails from @captivateiq.com should be trusted.
- Attempt to correspond with a candidate using a free web-based account, such as an email address that ends in @gmail.com, @yahoo.com, @hotmail.com, etc.
- Make an offer of employment without conducting multiple rounds of interviews face-to-face using secure video-conferencing technology.
- Ask candidates to cash checks to buy equipment on behalf of CaptivateIQ.
- Ask candidates to make a payment in order to be considered for a position.
- Make early requests for candidates' personal information such as date of birth, passport details, credit card numbers, bank details and social security number, etc.
- Please note that we’ll only ask for more sensitive personal information in connection with background checks after an offer is made.
The compensation offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. The OTE salary range for this role is $125,000- $150,000. Compensation for candidates hired in Canada will be provided in Canadian dollars and may differ from the ranges listed above due to currency conversion. Our OTE is just one component of CaptivateIQ's competitive total rewards package, which also includes equity, comprehensive health benefits, and other perks and benefits.
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