• Own and optimize the HubSpot CRM: pipeline design, lifecycle stages, data models, and automation workflows • Define and enforce data standards across CRM and GTM tools (HubSpot, Airtable, outbound platforms) • Continuously audit and improve data quality, attribution logic, and record consistency • Build and maintain integrations across the revenue stack using tools like n8n, Zapier, or APIs • Develop real-time reporting systems for pipeline health, conversion rates, and revenue performance • Define and own key GTM metrics (pipeline coverage, CAC, LTV, retention, forecast accuracy) • Deliver actionable insights and strategic recommendations to leadership • Build executive-ready dashboards and client-facing reporting frameworks • Lead CRM audits and RevOps assessments for external clients • Design and implement CRM systems (HubSpot, Salesforce) for client organizations • Act as a trusted advisor on revenue operations, reporting, and system architecture • Build scalable playbooks and frameworks for RevOps service delivery • Design automation workflows across CRM, outbound tools, and data platforms • Integrate billing systems (e.g., Stripe) with CRM for revenue tracking • Leverage AI tools (e.g., Claude, Gemini) for reporting, documentation, and workflow optimization • Ensure scalable, reliable system architecture across all tools

• As part of our Revenue Operations team, you will be responsible for building and further developing our revenue enablement function. • You ensure that our teams across the entire customer journey – from Sales through Launch to Customer Success as well as Service & Support – are optimally enabled to perform successfully. • In doing so, you translate our revenue strategy, processes and systems into effective enablement initiatives and establish structures that sustainably embed knowledge, skills and tools into the organization. • A particular focus is on an AI-first approach, where you deliberately use AI as an enablement layer. • You work closely with all revenue-related teams and act as the central interface for enablement across multiple areas. • You combine strategic design with operational implementation and shape a function with significant scope for influence. • You develop and own our revenue enablement strategy and implement it across the company with a clear AI-first approach. • You analyze the enablement needs of the revenue teams and derive prioritized measures for their development. • You design scalable enablement structures as well as training, onboarding and enablement programs for Sales, Launch, Customer Success, and Service & Support. • You work closely with the Revenue Operations team and ensure, through targeted enablement measures, that new strategies, processes and tools are successfully anchored in the teams. • You lead trainings, workshops and other enablement formats and ensure that knowledge and best practices are sustainably adopted by the teams. • You measure the impact of your enablement initiatives using relevant KPIs and continuously optimize programs and formats.

• Lead first-level review of monthly revenue recognition activities prepared by the team • Review journal entries, reconciliations, and revenue schedules for accuracy and completeness • Oversee complex contract reviews, including contract modifications, non-standard deal structures, and consumption-based revenue recognition. • Ensure timely and accurate revenue reporting in accordance with ASC 606 • Research and document accounting conclusions for complex revenue transactions • Draft and maintain technical revenue memos, including quarterly revenue reporting memos • Maintain and enhance the company’s revenue recognition policy • Serve as a subject matter expert on ASC 606 • Partner with Sales, Legal, Product, Data, and F&S to evaluate revenue implications of new products, pricing strategies, and evolving deal structures • Support New Product Introduction (NPI) from a revenue accounting perspective • Provide clear accounting guidance on non-standard or strategic transactions • Strengthen documentation, review procedures, and revenue-related internal controls • Support external audit processes related to revenue • Identify opportunities to improve efficiency, scalability, and consistency within revenue operations • Provide technical guidance and coaching the team • Elevate the team’s technical depth and review quality

Role Description DTEX is scaling rapidly and seeking a Business Systems Senior Analyst/Manager to own and evolve our systems and tooling, processes, and operational flow across our go-to-market (GTM) organization. This role will own GTM Systems and Technology, building the foundation that drives predictable, scalable revenue growth. You will ensure our GTM teams have the tools, data, automation, processes and insights required to perform at the highest level. This is a hands-on builder role with real ownership, not a ticket-based admin role. Ownership here spans everything from system reliability and issue resolution to designing durable workflows that scale over time. You’ll partner closely with Revenue Operations leadership. This is a high-impact senior IC role with meaningful ownership and the opportunity to shape how DTEX operates as we grow — by building systems teams trust and rely on every day. SFDC Administration - Own the end-to-end lifecycle of Salesforce CRM and related enterprise systems, from strategy and design through testing and implementation and optimization, fully owning our SFDC Sandbox and Production environments. - Configuring, customizing, and managing the CRM platform to meet business needs, including managing user provisioning and data cleansing. - Ensure data integrity, process discipline, and seamless integrations across the GTM technology stack. - Serve as the primary troubleshooting touchpoint for SFDC errors, including resolution proposal, implementation, and follow-up. - Lead integrations across the GTM tech stack, including quote tooling, sales engagement, customer success platforms, middleware, and analytics systems. - Lead system analysis, design, testing, deployment, and post-implementation support. - Drive system upgrades, enhancements, and integrations across the enterprise ecosystem. - Design fields and structures that support segmentation, reporting, forecasting, and market architecture. GTM Tool Stack Management - Serve as the dedicated business owner and subject-matter expert for key sales tools, managing our end-to-end roadmap, rolling out new features, and driving ongoing optimization efforts. - Oversee user provisioning, permissions, system access, role management and deactivation/termination procedures for GTM tools in alignment with overall IT and security policies. - Develop and implement a GTM System Readiness program to ensure sellers have the right tools on Day 1. - GTM Stack Integration: Connecting, maintaining, and optimizing tools like Clay (enrichment), Sales Engagement platforms, Marketing Automation (Pardot, HubSpot), and Conversation Intelligence (Outreach/Kaia). - Provide visibility and reporting on tool usage and key metrics from our GTM tech stack to analyze and combine into wider dashboards for insights and analysis. - Drive adoption of AI and automation to increase speed, precision, and impact across Marketing, Sales, and Customer Success. - Partner with GTM leaders to design systems that enable accountability, transparency, and scalable growth. - Turn tools into a connected system: Ensure appropriate integrations and data flow across platforms. Activate capabilities we already pay for before adding new ones. Revenue Operations - Workflow Automation: Building no-code/low-code solutions to automate manual tasks and create bidirectional data flows between tools, ensuring data integrity across the tech stack and scaling as we grow. - Design clean, scalable workflows across the full commercial lifecycle: lead opportunity quote renewal expansion multi-year renewal. - Translating business goals into technical roadmaps, reducing friction in the buyer journey, and improving sales team efficiency. - Optimize for end-user usability, not just technical correctness. - Own SFDC quote tooling, collaborating with the Deal Desk to implement price books, SKUs, Order Forms and other deal flow requirements. - Configure products, pricing, discounting, and approvals. - Balance precision with usability — data that’s technically perfect but unusable doesn’t help. - Provide data and insights on system usage and productivity impact. - Identify opportunities for automation and efficiency gains based on data. Qualifications - Bachelor’s degree in Business, IT, Economics, Finance, or a related field. - Strong program management discipline with a bias toward execution; ability to balance strategic thinking with operational detail. - 5+ years of experience in Revenue Operations, GTM Systems, Analytics, or related fields. - Strong background in revenue systems architecture, data modeling, and analytics. - Hands-on experience with Salesforce (SFDC), marketing automation platforms, and customer success systems. - Basic Apex literacy. - Proven success building and scaling GTM infrastructure in high-growth technology environments. - Experience partnering with Sales, Marketing, and Customer Success executives to drive alignment and operational excellence. - Ability to operate at both strategic (design and architecture) and tactical (workflow, reporting, system optimization) levels. - Strong analytical mindset with the ability to translate data into actionable business decisions. - Familiarity with the following: - Data & Enrichment: SalesForce, Clay, ZoomInfo, LinkedIn Sales Navigator. - Sales Engagement & Forecasting: Outreach.io (including Kaia), Clari. - Conversation Intelligence: Outreach/Kaia. - Learning Management Systems. - Workflow & Integration: Slack, Crayon. - Administration & Documentation: DocuSign, Conga. - AI-forward mindset with a desire to embed AI into processes and decision-making. Benefits - Base salary range (SF Bay Area): $120k-$160k.