Lead GTM Systems Engineer

Overview

You're the technical architect for Wiz's go-to-market systems. You design, build, and maintain the infrastructure that powers their revenue engine - CRM, sales engagement tools, analytics platforms, CPQ, and all the integrations between them. You work with Rev Ops leadership, sales leadership, and IT to ensure systems scale with their hypergrowth.

Role Snapshot

Company Context

Stage: Late-stage unicorn (likely $10B+ valuation based on 3200+ employees and cloud security market)

Size: 3,233 employees

Growth: Aggressive expansion - they're one of the fastest-growing enterprise software companies. Adding reps constantly.

Market Position: Category leader in cloud security (CNAPP space). Competing with Palo Alto Prisma, Orca, CrowdStrike, legacy tools.

GTM Reality

What the GTM org looks like:

• Multiple sales segments: SMB, Mid-Market, Enterprise, Strategic accounts
• Hundreds of sellers globally (AEs, SDRs, SEs, CSMs)
• Fast-moving deals in hot market - security teams have budget and urgency
• Complex product with technical sales cycles (security + cloud infrastructure)

Why they need you:

• Rapid headcount growth means systems are constantly under strain
• Data quality issues emerge when you scale this fast
• Process breaks when what worked for 50 reps doesn't work for 200
• Need someone who can architect for scale, not just patch fires

What You'll Actually Do

Time Breakdown

System Design/Architecture (30%) | Implementation/Building (25%) | Stakeholder Management (20%) | Troubleshooting/Support (15%) | Documentation/Training (10%)

Key Activities

• Systems Architecture: Design how data flows between Salesforce, marketing automation, outreach tools, data warehouse, BI layer. Define object models, integration patterns, automation rules. You're making decisions that affect hundreds of users.

• Salesforce Development: Build custom objects, workflows, validation rules, Lightning components. Work in Apex when needed. Configure CPQ for complex pricing. You need to be hands-on technical, not just a "clicker admin."

• Integration Management: Own the integrations between 10-20 tools. Debug when data sync breaks. Work with vendors on API issues. Decide build vs buy for new capabilities. Deal with rate limits, data mapping conflicts, timing issues.

• Requirements Gathering: Sales leadership wants a new dashboard. Marketing needs lead routing changes. Finance needs rev rec data. You translate business requirements into technical specs, push back when requests don't make sense, prioritize ruthlessly.

• Scale & Performance: Things that worked at 1000 records break at 100K. Queries time out. Automations hit governor limits. You optimize data models, refactor workflows, implement caching strategies.

• Data Quality Projects: Duplicate records, missing fields, incorrect stage movements. You build validation rules, deduplication processes, data enrichment flows. Sales complains when data is messy - you own fixing it.

• Documentation & Enablement: Write system documentation. Train Rev Ops analysts on how to build reports. Create runbooks for common issues. Most people won't read it, but it needs to exist.

The Honest Reality

What's Hard

• Constant change: In hypergrowth, requirements change weekly. The comp plan you built automations for gets revised. New segments get created. You're always re-architecting.

• Competing priorities: Sales wants features now. Rev Ops wants clean data. IT wants security reviews. Finance wants audit trails. Everyone thinks their request is most urgent. You're the bottleneck.

• Technical debt: Previous implementations were done fast to keep up with growth. You inherit code and workflows that barely work. Refactoring while the system is in use is like changing tires on a moving car.

• User adoption: You build elegant solutions and sellers still use spreadsheets because "the tool is too slow" or "it doesn't work how I want." Change management is as hard as the technical work.

• Legacy decisions: Salesforce was set up 3 years ago by someone who's gone. The data model has quirks. Custom objects are named weirdly. You have to work within constraints you didn't create.

• On-call reality: When Salesforce breaks on a Sunday and deals can't move forward, you're getting called. Systems that run revenue are critical path.

What Success Looks Like

• Systems don't break: Reps can create opportunities, log activities, run reports without errors. Uptime and reliability matter more than fancy features.

• Leadership trusts the data: VPs can pull pipeline reports and the numbers are right. No more "which dashboard do we believe" conversations.

• Sales productivity increases: New automation saves reps 5 hours/week. Better lead routing means faster response times. Your work shows up in efficiency metrics.

• Clean implementations: When you launch a new tool or feature, it's documented, tested, and reps actually adopt it. Minimal support tickets after launch.

Who You're Working With

Key Stakeholders:

• VP of Revenue Operations: Your boss. Cares about pipeline visibility, forecast accuracy, process efficiency.
• Sales Leadership: Want tools that help reps sell faster. Less concerned with data cleanliness than you are.
• Marketing Ops: You share lead routing, attribution, campaign tracking. Lots of coordination on how MQLs flow to sales.
• IT/Security: They own infrastructure, security reviews, compliance. You need their approval for new tools.
• Finance: They need data for rev rec, commissions, forecasting. Strict requirements on data accuracy.
• Sales Reps (end users): They want simple tools that work. They'll route around your system if it's too complicated.

What They Care About:

• Sales: Can I quickly find my accounts, update deals, see what's next?
• Rev Ops: Is the data accurate for reporting and planning?
• IT: Is this secure and maintainable?
• Finance: Can I trust these numbers for commissions and revenue?

Requirements

• Deep Salesforce expertise: 5+ years as a Salesforce admin/architect. You know Sales Cloud deeply - object model, automation tools, governor limits, best practices. Experience with CPQ is likely needed.

• Technical skills: Comfortable in Apex, SOQL, Lightning Web Components when needed. Can read API docs and debug integration issues. Understands data modeling, ETL concepts, SQL.

• GTM systems experience: You've worked in Rev Ops or Sales Ops before. You understand the sales process, pipeline stages, lead routing, opportunity management. Not just a Salesforce admin - you know how sales teams actually work.

• Integration experience: Built and maintained integrations between Salesforce and tools like Outreach, Gong, Clari, Marketo, data warehouses. Comfortable with REST APIs, webhooks, middleware platforms.

• Hypergrowth experience: Ideally you've worked at a fast-growing company (Series B to post-IPO). You know what it's like when systems need to scale 3x in a year.

• Project management: Can manage multiple projects simultaneously. Gather requirements, write specs, coordinate with stakeholders, deliver on time. You own initiatives end-to-end.

• Communication skills: Translate technical concepts for non-technical stakeholders. Push back on bad ideas diplomatically. Write clear documentation.