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Key details
Job Description
About the Role
Navan is seeking a GTM Systems Manager to own and improve the operational systems and workflows that support our global go-to-market teams. You’ll ensure that leads reach the right teams, sellers have the right accounts, and business processes work reliably across Salesforce and our connected GTM tools.
This is a hands-on individual contributor role for someone who enjoys investigating complex problems, configuring workflows, and owning execution from request through resolution. You’ll combine deep operational Salesforce expertise with practical experience in routing, territory administration, tool management, and automation.
You’ll partner closely with Sales, Marketing Operations, Revenue Operations Business Partners, Data Quality, Analytics, and Business Systems. Our Data Quality team leads data standards, enrichment, and territory data design; you’ll focus on the operational workflows that put approved data and business rules into action. You’ll work with Business Systems on Salesforce platform configuration and development.
What You’ll Do:
- Own routing operations. Configure, maintain, and troubleshoot lead, contact, and account routing in LeanData and connected systems. Translate approved business requirements into tested workflows, monitor results, and resolve exceptions.
- Run account assignment and pairing workflows. Manage recurring SDR–AE pairings, new-hire book assignments, and operational changes associated with promotions, transfers, and departures. Apply approved territory rules and validate that changes reach the right records and users.
- Manage assigned GTM tools. Own day-to-day configuration, workflow maintenance, troubleshooting, vendor coordination, and operational documentation. Keep tools aligned with changing business needs and coordinate dependencies with other system owners.
- Investigate issues across systems. Use Salesforce reports, record history, routing logs, and SQL to trace unexpected behavior. Distinguish workflow, configuration, integration, and underlying data issues, then drive resolution with the appropriate partners.
- Own operational requests through completion. Clarify requirements, prioritize by business impact, communicate progress, manage escalations, and verify outcomes with requesters. Turn recurring requests into consistent, documented processes.
- Manage account lifecycle workflows. Coordinate approved account creation, ownership transitions, stale opportunity processes, and account or user obfuscation requests. Follow established policies and work with Data Quality and Business Systems where changes affect shared records or reporting.
- Deliver reliable changes. Document requirements and acceptance criteria, assess downstream dependencies, coordinate testing and release timing, and validate production results.
- Improve efficiency through automation. Simplify recurring operational work using native tool capabilities, low-code automation, and AI-assisted tools. Partner with GTM Engineering on solutions requiring deeper development.
- Build operational visibility and coverage. Track request turnaround, routing exceptions, workflow failures, and recurring incidents. Maintain clear runbooks and handoffs so critical processes can be supported by others.
What We’re Looking For:
- 5+ years of experience in GTM Systems, Revenue Operations, Sales Operations, Marketing Operations, or a related function, with hands-on ownership of business systems and workflows.
- Deep operational Salesforce expertise, including object relationships, ownership, lead conversion, reporting, and the effects of automation on business processes. You can investigate unexpected behavior and translate findings into clear requirements for technical partners.
- Hands-on experience configuring and maintaining routing or assignment workflows in LeanData or a comparable platform.
- Experience managing GTM tools and troubleshooting how data and actions move between connected systems.
- Experience executing recurring account assignments, territory changes, or similar operational processes with strong validation and attention to downstream effects.
- Working proficiency in SQL and strong spreadsheet skills, sufficient to investigate discrepancies, identify affected records, and validate operational changes independently.
- Strong judgment in ambiguous situations: you establish the facts, identify dependencies, clarify ownership, and make practical recommendations.
- Demonstrated ownership of cross-functional work, including requirements gathering, testing, documentation, stakeholder communication, and delivery.
- A track record of improving repetitive processes while maintaining dependable day-to-day operations.
- Direct experience with LeanData, Salesforce-connected sales tools, and ticketing systems such as Jira.
- Familiarity with enrichment platforms such as Clay, ZoomInfo, or Lusha and how their outputs affect downstream workflows.
- Experience with Snowflake, APIs, low-code automation, or scripting in Python or JavaScript.
- Experience supporting global teams across both product-led and sales-led go-to-market motions.
- Practical experience using AI-assisted tools to improve operational workflows.
Salesforce administrator certification is not required. We value demonstrated ability to operate, troubleshoot, and improve Salesforce-connected business processes.
For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.
Navan uses AI-assisted Automated Employment Decision Tool (Metaview) to assist with evaluating resumes against job qualifications for this role. All final decisions are made by human recruiters and hiring managers.
Human oversight: Metaview does not automatically reject candidates or make final hiring decisions. Our recruiters and hiring managers review all outputs and make the final hiring decision regarding every application.
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Your rights: If you prefer to have your application reviewed without AI assistance, you may request a human evaluation by entering your email here. Your decision to do so will not affect how your candidacy is evaluated.
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