Description
This role closes the gap between a Salesforce admin and a technical Business Systems Analyst. As a GTM Systems Analyst, you will function as a product owner for the Public Sector Salesforce environment and a builder across Workato and AI tooling for the broader organisation. Your bet is that one stakeholder-facing, AI-fluent operator delivers more leverage than a second pure Salesforce admin.
Your responsibilities will include:
Architecting the GTM systems stack for Public Sector – Salesforce, CPQ, contract lifecycle, partner portals, billing – including the integration fabric that connects them to Snowflake, NetSuite, and downstream operational tools. Building and shipping AI-powered automations and agents that accelerate the Public Sector sales cycle (e.g., RFP response automation, compliance attestation workflows, deal desk acceleration). Owning integration design across Salesforce, Workato, Fivetran, Snowflake, and emerging AI platforms (MCP servers, internal agents) – including auth model, data flow, and audit posture. Partnering with Public Sector GTM leadership, deal desk, finance, legal, and compliance to translate ambiguous business requirements into systems that scale. Standing up and operating the systems-side controls required for FedRAMP/IL-tier and CMMC-aligned operations – access management, audit logs, data residency, and segregation from commercial environments where required. Establishing the patterns and reusable components that allow the Public Sector systems stack to extend cleanly to commercial and other regulated verticals.
To succeed in this role, you will need:
U.S. citizenship (non-negotiable – required for public sector customer engagements). 5+ years building and operating GTM/business systems at a SaaS or enterprise software company, with deep Salesforce platform experience. Proven experience designing and shipping integrations across the GTM stack – iPaaS (Workato, MuleSoft, Boomi, or equivalent), event-driven architectures, REST/GraphQL APIs, and warehouse-native patterns (Snowflake, dbt, reverse ETL). Demonstrated experience embedding AI/LLM tooling into business workflows – agents, copilots, retrieval pipelines, MCP servers, or equivalent. Real production deployments, not just experiments. Strong cross-functional collaboration with sales, deal desk, finance, legal, and compliance – comfortable being the systems person in the room with deal team and counsel.
Nice to have: Direct experience with Salesforce Government Cloud / Government Cloud Plus. CPQ experience (Salesforce CPQ, Conga, or equivalent) and contract lifecycle management (Ironclad, DocuSign CLM). Familiarity with the Anthropic / Claude API, MCP protocol, or other agentic frameworks Scale is adopting. Prior experience at a federal systems integrator, defense prime, or public-sector-heavy SaaS (Palantir, Anduril, GovCIO, Booz Allen, etc.). Active or recently active U.S. security clearance (Secret or above) – not required at hire but advantageous for some customer engagements.