Business Systems Analyst, GTM Systems
Remote • San Francisco, CA | New York City, NY
Posted 9h ago
Remote Work Policy
Fully remote
Categories
Applied AI Engineer
About the job
Anthropic is building reliable, interpretable, and steerable AI systems to be safe and beneficial for users and society. This role focuses on the go-to-market engine, specifically how leads become pipeline, deals are tracked and forecasted, customers renew and expand, and partners collaborate with sellers, all within the Salesforce platform. The Business Systems Analyst will be responsible for representing core business motions within the system and serving as a trusted partner to GTM leadership for system changes. This position requires a blend of strategic thinking to understand business needs, analytical skills for process and data design, and practical experience with Salesforce administration to implement solutions.
Responsibilities
- Own the design of core funnel domains in Salesforce, including lifecycle stages, process, exit/handoff criteria, key fields, and automation for data trustworthiness.
- Partner with GTM leadership to define business motions and make trade-off decisions regarding team structures and data insights.
- Systematize GTM team structuring, assignment, and crediting in collaboration with RevOps, covering ownership, routing, coverage, splits, and territory/role structures.
- Operationalize methodologies into system configurations, translating frameworks and process discipline into usable fields, validation, scoring, and in-context guidance.
- Act as the data model steward for the assigned domain and adjacent areas, approving new fields, automation, and integrations, and documenting their purpose.
- Build declarative solutions within Salesforce and create clear specifications for developers on requirements that necessitate code.
- Manage the integration points with other customer lifecycle stages to ensure a coherent end-to-end experience.
- Evaluate and configure tools to accelerate business motions, such as routing, activity capture, sequencing, deal inspection, and account planning.
- Lead discovery, UAT, enablement, and adoption measurement for implemented solutions, and contribute to improving BSA practices within the team.
Requirements
- Experience as a Business Systems Analyst, Sales Systems Lead, or RevOps Systems role with ownership in core funnel domains like lead management, opportunity/pipeline, renewals, account management, or partner channels.
- Proven experience designing and implementing lifecycles, process models, or forecasting motions in a fast-growing company, managing the process from discovery through enablement and adoption.
- Credibility with GTM stakeholders, demonstrated by experience in pipeline reviews, forecast calls, or planning sessions, and the ability to challenge assumptions for better outcomes.
- Hands-on Salesforce skills, including comfort with building solutions using Flow, validation rules, assignment/routing, and page/Path design, as well as creating clear specifications for developers.
- Effective communication skills across GTM teams, leadership, RevOps, and engineers, with the ability to adapt communication style to different audiences.