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Handshake powers 25 million job seekers, 1 million+ employers, and 1,600 educational institutions. The company recently launched Handshake AI, a rapidly growing AI data business that has scaled from $0 to ~$1B run rate in 2025, paying ~$60M monthly to over 30K individuals.
As Manager of GTM Systems, you will architect and oversee Handshake's go-to-market technology stack, ensuring all systems—Salesforce, Gainsight, Nooks, Clay, LLMs, and integrations—work seamlessly together. This is a hands-on role with real ownership, not a ticket-based admin position. You will manage relationships with US-based external Salesforce consultants, delegating heavier build work so you can focus on architecture, design, and strategic impact.
Key responsibilities:
- Design end-to-end workflows and the GTM data model spanning lead-to-quote-to-renewal-to-expansion, reducing manual work for AEs, AMs, and CSMs while maintaining reliable forecasting and renewal reporting as the company adds products and segments
- Integrate Salesforce, Gainsight, Nooks, and Clay into a unified system, bringing engagement, enrichment, and customer health signals into Salesforce to improve deal inspection and renewal risk visibility
- Evaluate emerging GTM and AI tools, onboard new vendors, and retire underperforming solutions to keep the stack at the leading edge
- Maintain builder DNA by shipping new builds and improvements while managing both internal teams and external Salesforce consultants
You will partner with Sales, Customer Success, and other business leaders to scope, ideate, and launch improvements. You'll navigate competing priorities and multiple stakeholders with clear communication across technical and non-technical audiences.
REQUIREMENTS:
- 6+ years in Salesforce, GTM systems, or RevOps systems roles, ideally at an architect level (flexible on career path)
- Strong hands-on Salesforce skills: Flows, validation rules, approvals, and disciplined release practices
- Architect-level design of workflows across pipeline, quoting/CPQ, renewals, and expansion with sound data model and governance
- Tool and integration experience beyond Salesforce (sales engagement, customer success, data enrichment platforms)
- Track record of evaluating new software, onboarding vendors, and operating on the bleeding edge with a point of view on where the systems field is heading and AI's impact
- Demonstrated ability to build systems that Sales and CS actually adopt
- Ability to weigh build vs. buy vs. outsource tradeoffs, including directing external consultants or builders
- Clear communication with technical and non-technical partners
EXTRA CREDIT:
- Hands-on experience with Gainsight, Nooks, Clay, or comparable tools
- Experience leading systems migrations (via acquisitions) or managing multiple Salesforce instances
