Lead GTM Systems Analyst

Summary

Join Airtable as a Lead GTM Systems Analyst to design, implement, and optimize enterprise-level Sales and Post-Sales systems, focusing on the Salesforce ecosystem and Quote-to-Cash automation. Collaborate with various teams to translate complex requirements into scalable solutions. Lead the digital transformation journey, manage project delivery, and serve as the SME between business ops and technology teams. Optimize existing processes, develop business process flows and user journey maps, and define success metrics. Stay current on platform features and best practices. This strategic and hands-on role requires a systems leader who excels in business process innovation, technical execution, and GTM strategy.

Requirements

• 10–15+ years of experience implementing Salesforce Sales Cloud / Service Cloud / CPQ / PSA solutions at scale
• Deep understanding of Salesforce architecture, data models, role hierarchy, permission sets, and security best practices
• Proven track record of leading enterprise-level system transformation projects from requirements through deployment
• AI & Automation Exposure : Experience leveraging AI and automation tools to improve efficiency, optimize workflows, and support data-driven decision-making across business processes
• In depth hands-on experience using Salesforce to develop business solutions for core GTM processes namely - Lead management, Pipeline management, Sales Forecasting, Quoting/approvals management, Contract lifecycle management, Case management, Partner systems management and Professional services Automation etc
• Excellent project management skills and is well versed with PM methodologies
• Experience with agile-scrum methodologies for sprint execution
• Capable of driving difficult conversions, ability to influence and removing roadblocks to execute business strategies
• Bachelor’s or Master’s degree in Computer Science, Information Systems, or related field

Responsibilities

• Be a thought leader and partner closely with key stakeholders in RevOps, Sales, Post Sales and Finance stakeholders to define capability driven GTM near term and long term roadmap aligned to business goals and priorities
• Responsible for building effective and scalable solutions for complex business problems in these one or more domains - Lead lifecycle management, Quote to Cash, Ticket to Resolution, Services management, Customer Success and Partner relationship management
• Responsible for stakeholder management in work prioritization to drive alignment across cross functional teams on strategic and transformational initiatives
• Lead the digital transformation journey and manage timely delivery of initiatives
• Hands on work involves Requirement gathering and functional testing and co-ordinate business UAT of projects and change requests
• Serve as the SME and primary contact between our business ops partners and technology team/vendors to ensure the scope well-documented and transformed into conceptual technical solutions
• Discover new opportunities to optimize existing processes to gain efficiency and improve user experience and productivity
• Develop and author as-is and to-be business process/data flows, user journey maps, presentations, and effectively communicate the product vision and solutions at all levels in the organization
• Define what success looks like for this space and develop KPI/metrics to measure and monitor success in partnership with business stakeholders
• Stay current on platform new features and releases; influence the team on implementing best practices

Preferred Qualifications

• Working knowledge of Gong, Outreach, Leandata, Workato etc tools
• Strategic thinker with the ability to zoom in on tactical details as necessary
• Strong problem-solving skills and a growth mindset
• Curious, collaborative, and proactive
• Comfortable working in fast-paced, evolving business environments

Benefits

Our total compensation package also includes the opportunity to receive benefits, restricted stock units, and may include incentive compensation