Business Systems Analyst (BSA) - GTM Systems

Overview

You're the Salesforce and GTM systems builder for a company growing revenue 2x year-over-year. You'll architect solutions in Salesforce, manage integrations with tools like Outreach/Gong/ZoomInfo, and translate requests from sales leadership into technical builds. You work with Rev Ops, Sales Ops, and directly with reps to keep the engine running as headcount scales fast.

Role Snapshot

Company Context

Stage: Late-stage unicorn (Series D+, $32B valuation as of Nov 2024)

Size: 3,813 employees

Growth: Revenue doubling YoY, valuation jumped from $22.5B to $32B in 3 months. They're hiring aggressively across GTM.

Market Position: Category leader in finance automation. Competing against Brex (closest competitor), Airbase, Bill.com, and traditional corporate cards from Amex/BofA. Customers praise the product for ease of use and automation.

GTM Reality

GTM Motion:

• Ramp sells to companies of all sizes (startups to enterprise)
• Mix of inbound (strong product-led growth + brand) and outbound (likely heavy for mid-market/enterprise)
• Sales org is scaling fast - need systems that handle hundreds of reps

Tech Stack (Your Domain):

• Core: Salesforce (likely Sales Cloud + CPQ)
• Sales Engagement: Outreach or Salesloft
• Intelligence: ZoomInfo, 6sense, or similar
• Conversation Intelligence: Gong or Chorus
• Revenue Analytics: Clari or similar
• Marketing Automation: Marketo or HubSpot
• Data Warehouse: Snowflake (likely)

Your Users:

• SDRs/BDRs (probably 100+)
• AEs across SMB, Mid-Market, Enterprise (probably 200+)
• Sales leadership (VPs, Directors, Managers)
• Rev Ops team
• Marketing Ops team

What You'll Actually Do

Time Breakdown

New Builds (35%) | Integration/Automation (25%) | Firefighting/Support (20%) | Meetings (20%)

Key Activities

• Salesforce Development: Build custom objects, flows, validation rules, and process automation. You're turning sales process requirements into technical builds - things like custom quote approval workflows, territory assignment logic, lead routing rules. Lots of Flow Builder and Apex (or working with Apex devs).

• Integration Management: Own the connectors between Salesforce and everything else. When Outreach data isn't syncing right, or Gong call recordings aren't showing up in SFDC, you're debugging. You'll work with vendors and internal data teams to fix broken pipes.

• Requirements Gathering: Sales leadership says "we need better pipeline visibility" or "the lead routing is broken." You translate that into technical specs, figure out what's possible, and build it. Lots of "why do you need that?" conversations to understand the real problem.

• Data Governance: Create and enforce field standards, deduplication rules, and data quality checks. You're fighting entropy - keeping hundreds of sales reps from creating a mess in Salesforce. Build dashboards that show when data hygiene breaks down.

• Training & Enablement: Build how-to guides for new features, run office hours for reps who don't understand how to log opportunities correctly, create Loom videos explaining new workflows.

The Honest Reality

What's Hard

• Competing Priorities: Everyone needs something "urgent." Sales leadership wants a new dashboard, AEs want faster quote approvals, SDRs say lead routing is broken, and Marketing Ops needs help with attribution. You're constantly triaging and saying no to things that matter to someone.

• Technical Debt: Hypergrowth means things were built fast and not always clean. You'll inherit hacky solutions that need to be rebuilt properly. Legacy integrations will break at the worst times.

• Scope Creep: A "simple" request like "can we add one field?" turns into rebuilding an entire workflow because of downstream dependencies. You'll spend a lot of time explaining why "simple" things aren't simple.

• Moving Fast: Requirements change mid-build because the sales process changed or leadership shifted priorities. You'll need to be comfortable with ambiguity and incomplete specs.

What Success Looks Like

• Systems uptime: No major outages, integrations work consistently, reps aren't blocked from selling
• Adoption: New features you build actually get used (not ignored because they're too complicated)
• Speed: You ship new builds in weeks not months, even in a complex environment
• Data quality: SFDC data is clean enough for accurate forecasting and reporting

Who You're Supporting

Primary Stakeholders:

• Sales Operations (your main partners - they define what needs to be built)
• Sales Leadership (VPs/Directors who need dashboards, reports, and process improvements)
• Individual Reps (AEs and SDRs who are your end users)

What They Care About:

• Sales Ops: Can you translate their process requirements into working systems? Do you understand the "why" behind requests?
• Sales Leadership: Are reports accurate? Can they trust the pipeline data? Are deals moving through stages properly?
• Reps: Does Salesforce make their job easier or harder? Can they find what they need quickly?

Requirements

• Salesforce expertise: You've been a Salesforce Admin or BSA for 3-5+ years. You know how to build flows, custom objects, validation rules, and reports without needing hand-holding. Salesforce Admin certification is likely expected.

• Integration experience: You've worked with APIs, middleware (Workato/Zapier/Mulesoft), and understand how to troubleshoot sync issues between systems.

• GTM systems knowledge: You've supported a sales org before. You understand concepts like lead routing, opportunity stages, forecasting, and how sales teams actually work. Bonus if you've used Outreach, Gong, ZoomInfo, etc.

• Prioritization skills: You can push back on requests, scope projects realistically, and focus on what moves the needle. You don't just build what people ask for - you ask "why" and propose better solutions.

• Communication: You can explain technical concepts to non-technical people. You write clear docs and run effective meetings.

• Hypergrowth experience: You've worked at a fast-scaling company (ideally tech/SaaS) where requirements change weekly and you're building the plane while flying it.

• Nice to have: SQL for data analysis, experience with data warehouses (Snowflake), familiarity with financial services or B2B SaaS GTM motions.