Operations Lead, GTM Systems

About the role

As our Operations Lead, GTM Systems, you'll be the company's primary Salesforce administrator and GTM systems owner - and the first point of contact for Sales and Customer Experience when systems questions, requests, and issues arise. You'll balance that day-to-day stakeholder support with sustained, proactive work to address technical debt, redesign our data model for multiproduct scale, and build a more reliable, governable operational foundation. A core measure of success in this role is that our commercial teams can move faster because they have a dedicated, responsive systems partner - and leadership has more capacity for strategic work because the operational layer is in capable hands. You'll report directly to the Senior Director of Revenue Operations and work in close partnership with cross-functional operators and front-line stakeholders. You'll set architecture standards and working agreements that other systems contributors operate within, and you'll be the informed voice in the room when competing team needs require a considered technical decision. The right person brings deep Salesforce expertise, confident experience across a broad GTM stack, a methodical approach to complex system work, and a genuine orientation toward using AI and automation to extend what's possible.

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

Additional Information

CaptivateIQ is transforming the way companies plan, manage, and optimize sales performance. We started by revolutionizing incentive compensation management, and now we're expanding our platform to solve broader sales planning challenges. Recognized by industry analysts like Forrester and G2 and backed by top-tier investors, including Sequoia, ICONIQ, Accel, and Sapphire Ventures, we empower high-growth companies like Netflix, Figma, and Stripe with the flexibility and insights needed to drive revenue performance. Join a talented, fast-growing team committed to solving some of the most complex and impactful problems in sales performance management.

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