Revenue Systems Analyst

Overview

You maintain and optimize ShareGate's revenue systems - primarily the CRM, but also sales tools, integrations, and reporting infrastructure. You're the person who makes sure data flows correctly between systems, builds the dashboards everyone asks for, and fixes things when they break. You work closely with the two RevOps Business Partners and execute on their projects while handling day-to-day system admin work.

Role Snapshot

Company Context

Stage: Growth stage (established product, expanding to multi-product)

Size: Mid-market B2B software company

Growth: Scaling RevOps team from scratch to support multiple GTM motions

Market Position: Building infrastructure to support next phase of growth

GTM Reality

Your Role in the RevOps Team:

• You report to Donavyn Mendonça (noted as hiring manager)
• You support both RevOps Business Partners - one focused on acquisition (direct sales), one on channel/partners
• You're more tactical than strategic - you execute on their requests and handle ongoing system maintenance
• This is likely a more junior role than the Business Partner positions (entry point into RevOps)

What "Systems Analyst" Actually Means:

• You're the Salesforce/HubSpot admin who knows where every field lives and what every automation does
• You're the person people Slack when something breaks or they need a report by EOD
• You have admin access to most revenue tools but probably don't own strategic decisions about which tools to buy or major process changes

Systems You'll Own or Co-Own:

• CRM (likely HubSpot based on poster's background) - user management, field creation, page layouts, validation rules
• BI/Analytics tools (Tableau, Looker, Mode, etc.) - building and maintaining reports/dashboards
• Sales engagement tools (Outreach, SalesLoft) - managing sequences, templates, configurations
• Integrations (Zapier, Workato, native connectors) - monitoring and troubleshooting data flows
• Data quality tools if they have them (DemandTools, Cloudingo, etc.)

Competitive Landscape

Not Applicable - This is an internal operations role

What You'll Actually Do

Time Breakdown

CRM Administration (35%) | Reporting & Dashboards (30%) | Troubleshooting (20%) | Projects (15%)

Key Activities

• Daily CRM Maintenance: You add new users, update permission sets, create custom fields when teams request them, adjust page layouts, and maintain record types. You process requests from a queue (Jira, Asana, or similar) and knock them out based on priority.

• Report & Dashboard Building: Sales ops, marketing, and leadership constantly request new reports. You build them in the BI tool or CRM, validate the data looks right, share them with stakeholders, and add them to the growing list of reports you now maintain. When source data changes, you update the reports so they don't break.

• Integration Monitoring & Troubleshooting: You monitor error logs from integrations (CRM ↔ marketing automation, sales tools, billing systems, etc.). When records don't sync, you investigate why - usually a mapping issue, API rate limit, or bad data - then fix it or escalate to IT if it's a technical problem.

• Data Cleanup Execution: The Business Partners identify data quality issues (duplicates, missing fields, outdated info). You run the cleanup - merging records, bulk updating fields, archiving old data, or creating lists for sales to fix manually. You use data quality tools when available, Excel when you have to.

• User Training & Support: When sales reps can't figure out how to log activities, update opportunity stages, or run a report, they ask you. You hop on quick screen shares to walk them through it, create help documentation, or record Loom videos for common questions.

• Workflow & Automation Building: You build (or modify) automated workflows - lead assignment rules, email alerts, field updates, task creation. You test them thoroughly because if an automation breaks in production, it affects the whole sales team.

• Project Support: When the Business Partners lead bigger initiatives (new sales process, territory restructuring, partner portal implementation), you're the one who executes the system changes - building new fields, updating automations, migrating data, testing before launch.

• Documentation: You maintain the source of truth for how systems are configured - what fields mean, what automations do, what reports exist. This documentation is always behind reality because you're too busy to update it after every change.

The Honest Reality

What's Hard

• Constant interruptions: You'll be deep in a complex dashboard build when someone Slacks you that leads aren't routing correctly. You drop what you're doing to investigate, fix the urgent issue, then try to context-switch back to your original work.

• "Quick" requests that aren't quick: When someone asks for "just a simple report," it often means joining three data sources, applying complex filters, and formatting it exactly how they want. You learn to push back on timelines, but urgent still means urgent.

• Scope creep on projects: You build what was requested, show it to stakeholders, and they want changes. This happens 3-4 times before they're happy. Building the thing is often faster than the feedback loop.

• You inherit technical debt: Chances are ShareGate has legacy automations, duplicate processes, and undocumented customizations from before this RevOps team existed. You discover these while trying to change something, and have to figure out what they do and whether you can safely remove them.

• Multi-product complexity: As ShareGate becomes multi-product, you'll need different CRM structures for different products. Do they share the same opportunity object or need separate ones? How do you report across both? These decisions are above your pay grade, but you build what you're told.

• You're the single point of failure: When integrations break overnight or a critical dashboard is wrong before a board meeting, you're the one who fixes it. There's not always backup coverage.

What Success Looks Like

• Request turnaround <3 days for standard tasks: You clear your queue regularly; people aren't waiting weeks for basic CRM changes
• <5 critical system errors per month: Integrations and automations run reliably; you catch issues before they escalate
• Dashboard accuracy >95%: Reports show correct data; leadership trusts your numbers
• User satisfaction scores improving: Sales reps rate their support experience positively; fewer complaints about system friction
• Zero data loss incidents: You never accidentally delete or corrupt production data

Who You're Selling To

Not Applicable - This is an internal operations role

Who You're Supporting:

• RevOps Business Partners: You execute their strategic projects and handle tactical requests so they can focus on higher-level work
• Sales Reps (AEs, SDRs, AMs): You keep their tools working and help them when they're stuck
• Sales Leadership: You build the reports and dashboards they need for pipeline reviews and forecasting
• Partner Managers: You maintain systems that support the partner program
• Marketing: You help them track leads and campaign attribution in the CRM
• CS/Support: If they use the same systems, you support their workflows too

Requirements

• 2-4 years as a CRM administrator, sales operations analyst, or similar hands-on systems role
• Strong proficiency in a major CRM platform (HubSpot preferred, Salesforce experience acceptable)
• Can build reports and dashboards - comfortable writing formulas, using filters, creating calculated fields
• Experience with sales/marketing automation tools (Outreach, Marketo, Pardot, etc.)
• Basic understanding of APIs and integrations (you don't need to code, but you need to troubleshoot sync errors)
• SQL skills are a plus (for advanced reporting from data warehouses)
• Highly organized - you're juggling multiple requests and projects simultaneously
• Detail-oriented - small configuration mistakes can break things for hundreds of users
• Good communicator - you translate technical system details into language sales people understand
• Comfortable saying "no" or "that will take longer than you think" when needed