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Otter.ai is seeking a Senior Analyst of GTM Systems to own and optimize the go-to-market technology stack. This hands-on role is central to enabling Sales, Marketing, and Customer Success teams to operate at peak efficiency by managing systems, data, and workflows that power revenue operations.
Key responsibilities include administering the full GTM tech stack (Salesforce CRM, Outreach, ZoomInfo, Zuora, CPQ, DocuSign, and AI-powered tools); maintaining Salesforce configuration including objects, fields, workflows, validation rules, process automations, reports, and dashboards; managing data enrichment processes to ensure contact and account data quality; administering Outreach including sequence management, template governance, and A/B testing; owning CPQ administration and DocuSign integration; evaluating and embedding AI tools that drive productivity gains; designing integrations across the GTM stack to ensure seamless data flow; building KPIs, dashboards, and reports to measure system health and adoption; developing training programs and documentation; managing vendor relationships and contracts; enforcing data governance standards; identifying automation and process improvement opportunities; and collaborating with Marketing Operations on lead management and attribution.
The ideal candidate has a Bachelor's degree in Business, Information Systems, or related field, with 5+ years of hands-on experience in GTM Systems, Revenue Operations, or Sales Operations. Required expertise includes expert-level Salesforce proficiency (Admin or Advanced Admin certification preferred), hands-on experience with data enrichment platforms (ZoomInfo/Clay), email sequencing platform administration (Outreach preferred), CPQ administration, and experience operationalizing AI-powered sales tools. Strong understanding of GTM processes (lead-to-opportunity, quote-to-cash, account/contact management, pipeline management), proven ability to translate business requirements into technical configurations, strong analytical skills, and experience with system integrations and iPaaS tools (Workato, Zapier, Tray.io) are valued.
