Operations Lead – GTM Systems

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CaptivateIQ

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2017

💸 Finance

🏢 Enterprise

💰 $100M Series C on 2022-01

Finance • Software as a Service (SaaS) • Enterprise

CaptivateIQ is a modern sales commission solution that helps businesses to significantly improve revenue performance. By automating and simplifying the entire commission process, it allows sales teams to focus on selling rather than administrative tasks. The platform offers tools for real-time visibility and analytics, which motivate sales representatives and offer insights to sales leaders. CaptivateIQ's solution is flexible, transparent, and designed to scale with growing businesses, offering features like AI-powered intelligence and SmartGrid™ technology. Notably, it caters to various industries such as financial services, manufacturing, media and entertainment, among others, providing a strategic advantage in managing and optimizing sales performance management initiatives.

📋 Description

• Serve as the company's designated Salesforce owner — owning object and field architecture, Flow automation, permission design, data quality, sandbox governance, and release management • Conduct methodical system audits to identify and resolve accumulated technical debt — investigating field usage, dependencies across automations, code, layouts, and integrations to make informed decisions that improve performance, usability, and long-term maintainability • Own the planning and execution of legacy automation migration — rationalizing existing automation inventory, consolidating redundant logic, and migrating deprecated frameworks to current Salesforce standards to reduce performance risk and improve debuggability • Design and maintain role-appropriate user experiences within Salesforce — including page layouts, Lightning configurations, and record views tailored to how Sales and CS teams actually work — and iterate based on ongoing feedback to drive real adoption • Establish and maintain a mature sandbox and release management practice — including environment refresh cadences, pre-production testing protocols, and proactive preparation for Salesforce's tri-annual release calendar • Lead data model architecture strategy to support an evolving product and pricing mix — designing scalable object structures that accommodate distinct go-to-market motions across product lines while preserving unified reporting and operational coherence • Own the administration, configuration, and optimization of our broader GTM technology stack — including Outreach, Gong, LinkedIn Sales Navigator, Clay, ChurnZero, Rocketlane, Ironclad, MonetizeNow, Aligned, UserGems, and others • Deepen our ChurnZero and Salesforce integration, align platform workflows to our evolving CS motions, and drive incremental improvement in how the tool is configured and used • Surface and act on opportunities to unlock more value from underutilized tools in the stack • Set integration governance standards — maintaining a clear picture of which tools connect to Salesforce, how data flows between them, and where sync conflicts or overwrite risks exist • Evaluate new tools for integration fit before the company commits, using your data model knowledge as a meaningful safeguard • Apply AI tooling where it creates genuine leverage — including data hygiene, field usage analysis, automation documentation, report building, and data enrichment workflows • Bring a natural orientation toward process improvement through AI: asking "how can this be done better with AI?" as part of how you approach your work, not as a separate initiative • Support the broader revenue team's adoption of AI tools, including Claude-based workflows and agentic automations, by helping evaluate options, shape use cases, and model effective usage

🎯 Requirements

• 5+ years of experience in Revenue Operations, Sales Operations, or GTM Systems at a B2B SaaS company • Deep, hands-on Salesforce expertise — you are a trusted administrator who owns object architecture, Flow Builder, automation logic, permission design, sandbox governance, and data management without needing a developer to execute • Demonstrated experience completing complex, dependency-sensitive Salesforce work — field audits, automation migrations, data model redesigns — where methodical investigation and business judgment matter as much as technical skill • Confident working across a multi-tool GTM stack and managing integrations between systems (Zapier, Hightouch, Workato, or similar iPaaS experience) • A systems thinker who reasons naturally about data flows, downstream dependencies, edge cases, and long-term maintainability • Working knowledge of B2B SaaS sales motions and the full opportunity lifecycle — you understand how quota-carrying teams sell, how deals move through a funnel, and what that means for how the CRM needs to be configured and governed • Comfortable serving multiple internal stakeholders with competing needs — you know how to facilitate a decision when Sales, CS, and RevOps want different things from the same system • High standards for correctness and clean design; you notice when something is held together with duct tape and you fix it properly • Effective communicator who can translate technical tradeoffs into language that business stakeholders can act on and that leadership can trust.

🏖️ Benefits

• Comprehensive Healthcare: 100% coverage for medical, dental, and vision for all FTEs, with roughly 75% coverage for dependents. • Flexible Time Off: Flexible vacation days plus quarterly mental health days to ensure you have the space to recharge. • Annual Stipends: Dedicated funds for your professional development and caretaking needs. • Work Anniversary Bonuses: Annual bonuses to celebrate your milestones and contributions to the CaptivateIQ team that grow as your tenure does. • Retirement Savings (US-Only): A 401(k) plan to help you invest in and secure your future. • Premium Tools: The latest Apple hardware to empower you to do your best work. • Inclusive Community: Active Employee Resource Groups (ERGs) that celebrate shared identities and support our DEI goals by fostering an environment where diverse talent thrives.