Job Summary:
The Manager, GTM Systems is responsible for the architecture, governance, scalability, and operational effectiveness of Firstup’s go-to-market systems ecosystem. This role leads the strategy and execution of CRM, CPQ, integrations, automation, and data governance initiatives that enable efficient and scalable revenue operations. The Manager partners cross-functionally with Revenue Operations, Finance, Product, Engineering, and GTM leadership to ensure systems reliability, process optimization, and high-quality business intelligence that supports company growth. This role is critical to scaling our GTM infrastructure and requires a systems thinker who can operate effectively in a fast-paced, high-growth SaaS environment.
Responsibilities
CRM & GTM Architecture: Define, document, and continuously evolve the end-to-end GTM systems architecture across Salesforce, CPQ, and adjacent platforms. Own the data model and object structure in Salesforce, ensuring scalability as the business grows and pivots. Serve as the internal authority on systems design decisions, evaluating trade-offs between build, buy, and configure.
Data Governance & Integrity: Establish and enforce data standards, field definitions, naming conventions, and validation rules across the GTM stack. Build proactive monitoring and alerting for data quality issues; partner with RevOps and Finance on data hygiene programs. Own the source-of-truth logic for pipeline, account hierarchy, and customer lifecycle stages.
Integrations & Systems Interoperability: Own architecture and delivery of integrations across CRM, CPQ, ERP/billing, marketing automation, and enrichment tools. Partner with IT and Engineering to define API standards, error handling, and monitoring for all GTM system integrations. Evaluate and onboard new tools in a disciplined, integration-conscious manner.
Automation & AI-Driven Workflows: Define the company's automation strategy across Salesforce Flows, CPQ rules, and process automation tools. Identify and deploy AI-powered agents and workflows that improve data quality, territory coverage, forecasting accuracy, and deal-stage velocity. Continuously scan the market for emerging AI and automation capabilities relevant to quote-to-cash and revenue operations.
Systems Delivery & Governance: Manage the GTM systems intake process, including triaging, scoping, prioritizing, and communicating requests from all stakeholder teams. Establish and run a structured release governance process, including change management, regression testing, and documentation standards. Maintain a prioritized systems roadmap aligned to company revenue goals and ELT priorities.
Qualifications
Bachelor’s Degree in Business Administration, Finance or a related field of study, or commensurate, relevant work experience.
Seven or more years in Salesforce, RevOps systems, or GTM systems roles.
- 1–2 years of direct people management experience leading GTM Systems, Revenue Operations, Salesforce Administration, or related technical teams.
Active Salesforce certification required (Administrator, Advanced Administrator, or equivalent); additional certs such as Platform App Builder and CPQ Specialist strongly preferred.
Deep, hands-on expertise with Salesforce architecture: data models, flows, validation rules, permission sets, sharing rules, and governor limits.
Proven expertise with Salesforce CPQ (or equivalent quoting platform) and full quote-to-cash workflow design.
Experience designing and managing integrations via REST/SOAP APIs, middleware (Zapier, Boomi, or similar), and native connectors.
Familiarity with AI tooling in the RevOps/GTM space (e.g., Clay, Clari, or emerging agentic workflow platforms).
Strong analytical, troubleshooting, and project management skills with the ability to manage competing priorities in a fast-paced environment.
Mindset & Leadership:
Architectural thinker, adept at designing for the next stage of growth.
Disciplined prioritizer with a track record of managing a diverse backlog and communicating trade-offs clearly to senior stakeholders.
Collaborative partner who builds trust with GTM, Finance, Product, and Engineering leaders.
Strong documentation habits.
Comfortable operating in a fast-moving, high-growth SaaS environment with shifting priorities.
Skills Required
- Bachelor's Degree in Business Administration, Finance or related field
- Seven or more years in Salesforce, RevOps systems, or GTM systems roles
- Active Salesforce certification required (Administrator, Advanced Administrator, or equivalent)
- Deep expertise with Salesforce architecture: data models, flows, validation rules
- Proven expertise with Salesforce CPQ or equivalent quoting platform
- Experience designing and managing integrations via REST/SOAP APIs
- Familiarity with AI tooling in RevOps/GTM space
What We Do
Firstup is redefining the digital employee experience to put people first and lift companies up. We make communication solutions that build authentic engagement and create two-way conversation between employees and companies. Our powerful orchestration engine connects every worker, everywhere, on any device with personalized information that helps them do their best work. That’s why 40% of Fortune 100 companies like Amazon, ABInBev, Ford and Pfizer have chosen us to power their frontline, simplify their digital workplace and unlock the potential of their workforces.
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