Business Systems Analyst, GTM Systems
$165k - $180k • San Francisco, CA • FullTime
Posted 24d ago
About the job
LangChain is seeking a Business Systems Analyst to join their GTM Systems team. This role will own the requirements, prioritization, and quality assurance for the company's Salesforce-centered Go-To-Market systems. You will translate complex revenue team needs into scalable process and system changes, focusing on high-leverage programs rather than a reactive ticket queue. This position requires close collaboration with Sales, Marketing, Partnerships, Support, and Finance teams in a dynamic environment where influence and strategic alignment are key. While you won't be writing production code, you will be responsible for creating clear specifications for engineers and AI coding agents, and for reviewing their output to ensure accuracy and correctness.
Responsibilities
- Own multi-quarter programs related to the Salesforce sales process, from lead to close, including routing, qualification, territory assignment, and stage progression.
- Serve as the primary point of contact for stakeholders with system-related needs, especially when existing systems don't meet new business requirements.
- Manage the intake and prioritization model for numerous quarterly GTM systems requests to ensure focus on high-leverage business problems.
- Lead discovery processes to translate ambiguous requests into detailed Business Requirements Documents (BRDs), process flows, data models, and acceptance criteria with clear problem statements and ROI justifications.
- Act as the quality gate for system changes, reviewing specifications and code produced by engineers and AI agents before production deployment.
- Conduct vendor evaluations for 'buy, integrate, or replace' solutions.
- Investigate and resolve anomalies in revenue-related fields by tracing them back to the underlying automation, triggers, or integrations.
- Manage the reconciliation processes between Salesforce, usage-based billing, and cloud marketplace transactions.
- Identify critical design decisions and potential downstream failure modes before they impact production.
Requirements
- 6-8 years of experience in business systems, sales systems, revenue systems, or GTM systems, with a primary focus on Salesforce.
- Deep understanding of sales processes, including territory and account coverage, lead qualification and routing, stage gates, and pipeline/forecast hygiene.
- Experience with sales systems/RevOps, including quote-to-cash, CPQ, and territory/lead management.
- Ability to write clear and precise specifications for engineers and AI coding agents.
- Strong judgment to review and approve system changes developed by others.
- Experience running vendor evaluations.
- Ability to trace revenue data anomalies and manage reconciliation processes.
- Skill in identifying load-bearing design decisions and potential failure modes.