Overview
You'll manage the GTM technology stack and own systems architecture for sales, marketing, and customer success. Your job is to ensure data flows correctly between tools, reps have the systems they need to work efficiently, and leadership has accurate performance metrics. You report to the VP of GTM Ops and partner closely with the SFDC/CPQ Developer.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | GTM Systems & Performance Manager |
| Primary Focus | Tech stack management, systems integrations, performance metrics, operational efficiency |
| Tools | Salesforce (admin), CPQ, marketing automation, data enrichment, BI tools, integration platforms |
| Team Size | 3-person RevOps team + SFDC/CPQ Developer |
| Reports To | VP of GTM Operations |
| Scope | All GTM systems (sales, marketing, CS) |
Company Context
Stage: Growth stage (VC-backed, actively hiring)
Size: Small company scaling up GTM operations
Product: Behavioral health technology platform
Market: Healthcare tech - regulated, complex compliance requirements
Growth: Building out revenue infrastructure under new VP of GTM Ops
Market Position: Clinical impact focus, likely competing on outcomes and provider experience
What You'll Actually Do
Time Breakdown
Systems Management (30%) | Integration Projects (25%) | Performance Metrics (20%) |
Vendor Management (10%) | Troubleshooting (10%) | Strategic Planning (5%)
Key Activities
- Tech Stack Ownership: Manage the full GTM stack - Salesforce, CPQ, marketing automation (e.g., HubSpot/Marketo), CS platform, data enrichment tools, sales engagement tools (Outreach/Salesloft)
- Systems Architecture: Design data flows between systems, ensure lead routing works correctly, maintain data integrity across tools
- Integration Management: Scope and implement integrations between tools (Salesforce ↔ marketing automation ↔ product usage data ↔ CS platform)
- Performance Dashboards: Build executive views of GTM performance - marketing funnel metrics, sales efficiency, CS health scores
- Process Automation: Work with the SFDC/CPQ developer to build workflows that reduce manual work for reps (auto-create tasks, update records, trigger alerts)
- Vendor Management: Own relationships with software vendors, manage renewals, negotiate contracts, evaluate new tools
- Troubleshooting: Debug system issues when integrations break, data doesn't sync, or reps can't access what they need
- User Training: Document system processes, train new hires on tools, create knowledge base articles
The Honest Reality
What's Hard
- Systems Break: Integrations fail, APIs change, data stops syncing. You'll spend time firefighting issues that block sales or CS work.
- Competing Priorities: Every team wants systems improvements. You'll need to triage requests and explain why some projects wait.
- Technical Debt: You're inheriting systems built by others. Expect to find workarounds, broken automations, and undocumented processes.
- Vendor Complexity: Each tool has its own quirks. You'll become an expert in multiple platforms and their limitations.
- Scope Creep: Projects expand as stakeholders add "just one more thing." You'll need to manage expectations and timelines.
- Compliance Constraints: Healthcare means HIPAA compliance, security reviews, and data privacy rules. System changes take longer.
- Limited Budget: As a growth-stage company, you won't have unlimited budget for tools. You'll need to justify ROI for every purchase.
What Success Looks Like
- Systems run reliably - reps don't complain about broken integrations or missing data
- Leadership has real-time visibility into GTM performance without manual reporting
- New hires can be onboarded efficiently with documented system processes
- You reduce manual work for reps by automating repetitive tasks
- Data flows correctly between systems (leads → opps → customers → renewals)
- You identify and implement a tool that measurably improves rep productivity or close rates
Who You'll Work With
Internal Stakeholders:
- VP of GTM Operations (your boss)
- SFDC/CPQ Developer (technical implementation partner)
- RevOps Manager (process design partner)
- Sales leadership (primary system users)
- Marketing (lead flow and attribution)
- Customer Success (CS platform, health scoring)
- Finance (CPQ, revenue recognition)
- IT/Security (compliance, data privacy)
What They Care About:
- Sales: Fast, reliable systems that don't slow them down
- Marketing: Lead attribution, campaign tracking, ROI measurement
- CS: Customer health visibility, renewal risk alerts, expansion signals
- Finance: Accurate quote generation, revenue recognition data
- IT/Security: HIPAA compliance, data security, vendor risk assessment
Requirements
- 4-6 years in sales/marketing operations, systems administration, or similar role
- Salesforce admin experience (you're not just a user - you understand objects, workflows, validation rules)
- Experience managing integrations between GTM tools (Zapier, native APIs, middleware platforms)
- Project management skills (scope projects, manage timelines, communicate with stakeholders)
- Technical enough to work with developers but can translate to non-technical users
- Experience with CPQ tools (Salesforce CPQ, DealHub, etc.) preferred
- Vendor management and contract negotiation experience
- Healthcare or regulated industry experience a plus (HIPAA compliance understanding)
- Comfortable working independently in an early-stage ops environment