Overview
You'll architect and maintain the GTM technology stack at Dandy - primarily Salesforce, CPQ/billing systems, and integrations that allow sales reps to quote dental lab work, process orders, and manage practice relationships. You're building the connective tissue between CRM, order management, production systems, and finance. Your work directly impacts whether reps can close deals smoothly or get stuck in manual workarounds.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | GTM Systems/RevOps Engineer |
| Primary Focus | Salesforce administration, CPQ configuration, system integrations |
| Deal Complexity | N/A (enablement role) |
| Team Supported | Sales, CS, Finance, Operations |
| Tech Stack | Salesforce, CPQ tools, billing systems, data warehouse, APIs |
| Scope | Supporting 1,700+ employee company with complex B2B2C model |
Company Context
Stage: Series C/D+ (1,717 employees suggests significant funding)
Size: 1,717 employees
Growth: Scaling rapidly in dental lab space, expanding practice base
Market Position: Tech disruptor in traditional dental lab industry, giving away free scanners to lock in practices
GTM Reality
Business Model: Dandy sells consumable dental lab services (crowns, bridges, aligners, dentures) to dental practices. They give away free intraoral scanners to lock practices into their ecosystem, then earn revenue on recurring lab work orders.
Sales Motion: Likely field sales + inside sales selling to practice owners/office managers, then ongoing account management for reorders. Complex because it's part equipment placement, part consumables sales.
Systems Challenges:
- Quote-to-cash flow for both scanner placements (free) and lab work orders (paid)
- Recurring order management - practices reorder crowns/bridges regularly
- Product catalog complexity - dozens of SKUs with different turnaround times and pricing
- Integration between CRM, production scheduling, and fulfillment systems
- Reporting across sales, operations, and finance
What You'll Actually Do
Time Breakdown
System Config/Development (40%) | Integration/API Work (25%) | Support/Troubleshooting (20%) | Meetings/Planning (15%)
Key Activities
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Salesforce Administration: Configure custom objects, fields, page layouts, validation rules, and workflows to support the sales process. You're constantly tweaking how opportunities, accounts, and custom objects (probably for equipment placements and recurring orders) are structured.
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CPQ Configuration: Build and maintain quote templates, pricing rules, approval workflows, and product bundles. Dental lab work has different turnaround times and pricing tiers, so this gets complex fast.
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System Integrations: Connect Salesforce to order management, production scheduling, billing/invoicing, and data warehouse systems. When an AE closes a deal for 100 crowns, that needs to flow to production automatically.
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Reporting & Dashboards: Build and maintain reports for sales leadership, finance, and operations. Pipeline forecasts, production capacity planning, reorder rates, practice health scores.
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User Support: Field tickets from sales, CS, and finance when systems break or don't work as expected. Reps can't submit an order, finance can't reconcile invoices, leadership dashboard is showing wrong numbers.
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Documentation: Write SOPs for new workflows, maintain system documentation, train new users on processes.
The Honest Reality
What's Hard
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Complex Data Model: You're managing equipment placements (free scanners), recurring consumable orders (lab work), practice relationships, and financial data. The data model gets messy as the business evolves.
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Stakeholder Overload: Sales wants speed, finance wants accuracy, operations needs production data, leadership wants visibility. You're constantly balancing competing priorities and everyone thinks their request is urgent.
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Technical Debt: Dandy has scaled quickly (1,700 employees), so there's likely legacy systems, workarounds, and "temporary" solutions that became permanent. You'll spend time cleaning up and rebuilding things properly.
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Integration Challenges: Dental lab production systems weren't built to integrate with modern CRMs. Expect janky APIs, manual data exports, and middleware that breaks.
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Firefighting: When systems go down or data gets corrupted, deals can't close and revenue is at risk. You'll get pulled into urgent troubleshooting regularly.
What Success Looks Like
- Reps can generate quotes and process orders without manual intervention or support tickets
- Finance can reconcile revenue without chasing down spreadsheets from sales
- Leadership has reliable, real-time visibility into pipeline, bookings, and production capacity
- New system features ship on time and adoption is smooth
- Technical debt decreases over time as you modernize architecture
Who You're Supporting
Primary Stakeholders:
- Sales leadership (need pipeline visibility, forecasting)
- AEs and CSMs (need to quote and process orders efficiently)
- Finance team (need billing, revenue recognition, reconciliation)
- Operations (need production scheduling and capacity planning data)
What They Care About:
- Sales: "Can I close this deal today or do I need to wait for IT?"
- Finance: "Does this number match what's in the billing system?"
- Operations: "How many crowns are in the queue for next week?"
- Leadership: "What's our bookings forecast and is it accurate?"
Requirements
- 3-5 years Salesforce administration experience (Admin certification required, Platform Developer I/II a plus)
- Experience with CPQ tools (Salesforce CPQ, DealHub, or similar)
- SQL skills for data analysis and troubleshooting
- API/integration experience (REST APIs, middleware tools like Workato/Zapier/MuleSoft)
- Ability to translate business requirements into technical solutions
- Experience in B2B SaaS or consumables business model preferred
- Comfortable working in fast-paced, high-growth environment with ambiguity
- Strong communication skills - you'll explain technical concepts to non-technical stakeholders constantly