Business Systems Analyst, GTM Systems

ABOUT THE TEAM:

You'll join our GTM Systems team, which owns the systems LangChain's go-to-market actually runs on — Salesforce above all: the account and contact model, territory and routing, the sales process from first touch to closed-won, and the quote-to-cash and provisioning stack behind it.

We design and ship internal product for the GTM organization. AI agents do a growing share of the building: they draft design docs, open changes, and run Salesforce deployments, while humans hold the approval gates. Build capacity — engineers plus the agent bench — sits on this team, and you'll help decide what it works on next.

ABOUT THE ROLE:

You'll own the requirements, prioritization, and quality bar for LangChain's Salesforce-centered GTM systems, turning ambiguous revenue-team needs into shipped process and systems changes that scale.

This is not a ticket queue role. You'll be accountable for a small number of high-leverage GTM systems programs at a time: defining the problem, aligning stakeholders, specifying the solution, and ensuring what ships changes how the revenue org operates.

You'll work across Sales, Marketing, Partnerships, Support, and Finance in a fast-changing environment where priorities move quickly and influence matters more than reporting lines. The core challenge is operating with authority but not control: aligning teams around tradeoffs as the business changes underneath the plan.

You won't be expected to write production code. You will be expected to write clear enough specifications that engineers and AI coding agents can build from them, and to review the output with enough Salesforce and systems judgment to decide whether it is correct.

Location: San Francisco Bay Area — in office 4 days a week. The people whose processes you're redesigning are in this building, and so are the engineers who build LangGraph.

WHAT YOU'LL OWN:

Carry multi-quarter programs

- Own the Salesforce sales process from lead to close — routing, qualification, territory assignment, and stage progression — driving each initiative from discovery through UAT, change management, and adoption.

- Be the person stakeholders come to before they file a request, especially when the system was never designed for what the business now needs.

- Own the intake and prioritization model for hundreds of quarterly GTM systems requests, ensuring the team works on the highest-leverage business problems rather than the loudest tickets.

Own what gets specified and what ships

- Run discovery and turn ambiguous asks into BRDs, process flows, data models, and acceptance criteria — with a clear problem statement and ROI justification, precise enough to execute without a second conversation.

- Hold the quality gate: you write the specification, engineers and coding agents write the code, and nothing reaches production without your sign-off.

- Run vendor evaluations when the right answer is buy, integrate, or replace rather than build.

Protect revenue data integrity

- Trace anomalies in revenue fields — Net ARR, initial pipeline, lead source — back to the automation, trigger, or integration that wrote them.

- Own the reconciliation seam between Salesforce, usage-based billing, and cloud-marketplace transactions.

- Identify which design decisions are load-bearing and which are cosmetic, and catch the downstream failure modes before they reach production.

WHAT SUCCESS LOOKS LIKE:

In your first 6–12 months, you might:

- Redesign the lead-to-opportunity process so routing, qualification, and stage progression are measurable, enforceable, and adopted by the field.

- Create a prioritization model for hundreds of GTM systems requests per quarter, with clear tradeoffs and business rationale.

- Ship a Salesforce change that improves pipeline hygiene, quote-to-cash accuracy, provisioning reliability, or cloud marketplace reconciliation.

- Establish a specification and UAT standard that engineers and AI agents can reliably build against.

- Build enough trust with Sales, Marketing, Partnerships, Support, and Finance that stakeholders bring you the problem before they prescribe the solution.

WHAT YOU'LL NEED TO BE SUCCESSFUL:

SYSTEMS AND DOMAIN DEPTH

- Domain and tenure — 6–8 years in business systems, sales systems, revenue systems, or GTM systems, with Salesforce as your primary platform throughout.

- Sales process depth — you've partnered with Sales Ops on the things reps feel every day: territory and account coverage, lead qualification and routing, stage gates, and pipeline and forecast hygiene.

- Sales systems / RevOps depth — experience across quote-to-cash, CPQ, territory and lead routing, forecasting, or adjacent revenue processes.

- Technical fluency — you can read a data model, a Flow, and enough Apex to design against what's really there, even though you are not expected to write production code.

PROGRAM LEADERSHIP

- Program ownership — you've been the single accountable owner, at the working level negotiating the commitments yourself, of a program that spanned four or more functions and changed how a revenue org works day to day.

- Release risk — you've delivered a program into a core system on a release process you didn't control, where another team's change could break your release.

- Re-scoping under change — you've re-scoped a program mid-flight because the business changed under it, a sponsor moved, or the original scope no longer matched reality.

- Holding the line — you've turned down a request with executive backing and kept the relationship; you hold the line when something breaks pricing discipline, a legal constraint, or the architecture, and you arrive with the alternative.

JUDGMENT AND COMMUNICATION

- One tradeoff, two audiences — you write for the reader in front of you, not the one you find easiest: the VP gets the page, the engineer gets the spec.

- Maximum agency — you find the friction and start the project. You don't wait for a ticket.

- AI judgment — you give an agent the same brief you'd give a new engineer, and you check its work the same way.

- Architecture judgment — you know which design calls are load-bearing and which are cosmetic: why a usage event belongs on its own object rather than a field on Account, and how you'd catch that renaming one picklist breaks the provisioning saga before anyone deploys it.

STRONG SIGNALS:

None of these is a screen; any one makes you useful faster.

- You've owned a core Salesforce object domain — Account, Contact, Lead, or Opportunity — through a full redesign.

- You've traced a Salesforce field into a usage record into a provisioning step, and seen what broke downstream when it moved.

- You've worked with cloud marketplace operations — AWS or GCP private offers, co-sell, entitlement mapping, metering, and the failure modes when they break.

- You've worked with usage-based billing systems such as Metronome, Orb, or similar, and CRM↔billing identity reconciliation.

- You have LangChain or LangGraph experience, or you're excited to learn it here from the people who build it.

COMPENSATION & BENEFITS

We offer competitive compensation that includes base salary, variable compensation for relevant roles, meaningful equity, benefits, and perks. Benefits include medical, dental, and vision coverage, flexible vacation, a 401(k) plan, and life insurance. Actual compensation and offerings will vary based on role, level, and location. Team members in the EU, UK, and APAC receive locally competitive benefits aligned with regional norms and regulations.

Annual salary range: $165-$180k USD