The opportunity
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.
What you'll do
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.
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.
What they're looking for
- 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.
- Redesign the lead-to-opportunity process so routing, qualification, and stage: progression are measurable, enforceable, and adopted by the field.
