GTM Systems Manager

Own the administration, configuration, and ongoing optimization of Salesforce and HubSpot, including their integration and synchronization.

Manage connected GTM platforms such as Nooks, ZoomInfo, and Gong, ensuring reliable integrations and effective adoption.

Evaluate new technologies for routing, enrichment, automation, and AI-enabled workflows, recommending solutions based on business impact, cost, and usability.

Own the end-to-end lead lifecycle, including capture, deduplication, enrichment, scoring, qualification, and assignment.

Define and maintain lifecycle stages and Marketing Qualified Lead (MQL) criteria across Salesforce and HubSpot.

Build and maintain lead and account routing logic in Salesforce Flow, including round-robin, named-account, segment-based, and territory-based assignments.

Support territory structures, shared account pools, specialized segments, and rules of engagement, ensuring ownership conflicts and reassignment processes are handled consistently.

Maintain the relationship between university customers and employer accounts in Salesforce to support targeting and territory decisions.

Track and manage leads from Marketing, product-led growth (PLG), Customer Experience, and SDR outbound channels.

Monitor lead flow, identify dropped, duplicated, delayed, or misrouted records, and resolve underlying issues.

Build automated workflows using Salesforce Flow, native connectors, middleware such as Zapier or Workato, and APIs to reduce manual work.

Partner with Product, Engineering, and Data teams to integrate product usage and engagement data into Salesforce and HubSpot.

Maintain the data model, synchronization logic, and record matching processes connecting product users, schools, employers, leads, contacts, and accounts.

Use product engagement signals to improve lead scoring, PLG routing, sales alerts, account prioritization, and expansion or renewal risk monitoring.

Build and maintain Salesforce dashboards and reporting for leadership KPI reviews.

Track funnel performance across university and employer businesses, including MQLs, meetings, sales-qualified opportunities, pipeline, average selling price, and sales cycle duration.

Monitor speed-to-lead, SDR follow-up activity, service-level agreement adherence, and sales engagement metrics.

Establish data quality and governance standards across Salesforce, HubSpot, and connected systems, including validation, enrichment, deduplication, and consistent field definitions.

Maintain system documentation, architecture diagrams, workflows, configuration standards, and integration monitoring.

Collaborate with Marketing, SDR, Sales, and Solution Consulting leaders to translate business needs into scalable system improvements.

Prioritize incoming requests, communicate system changes, train users, and encourage adoption of new processes.