Manager, GTM Systems

Apply; San Francisco (CA); Hybrid; USD 170,000 - 240,000; Full time

Benefits offered by this job

Ownership

Financial Wellness

Family Support

Wellbeing

Growth

Remote & Office

Time Off

Connection

Job summary

Handshake is seeking a Senior GTM Systems Manager to architect the GTM stack across Salesforce, Gainsight, Nooks, Clay, and AI-driven tools. This hands-on role involves architecture, design, and direct management of external Salesforce consultants.

You will lead end-to-end data models for lead-to-renewal, ensure reliable forecasting, and evaluate new software to keep our stack at the cutting edge of AI-enabled GTM practices.

Qualifications

• 6+ years in Salesforce, GTM systems or RevOps roles, ideally at an architect level
• Strong hands-on Salesforce skills: Flows, validation rules, approvals
• Architect-level design of workflows across pipeline, quoting/CPQ, renewals and expansion
• Experience integrating tools beyond Salesforce such as sales engagement and data enrichment
• Track record evaluating software and bringing on vendors with a mindset toward AI impact
• Proven ability to deliver systems that Sales and CS adopt, partnering with leadership

Responsibilities

• Architect end-to-end workflows and the GTM data model from lead to renewal to expansion
• Connect Salesforce, Gainsight, Nooks and Clay into one system
• Evaluate emerging GTM and AI tools and onboard new vendors
• Retain your builder DNA by shipping new builds while managing internal teams and external consultants

Skills

Salesforce

GTM systems

RevOps

Vendor management

Stakeholder communication

Architect design

Tools

Gainsight

Nooks

Clay

Job description

About Handshake

Handshake was founded on a simple belief that everyone deserves a path to a great career, regardless of where they went to school or who they know. Today, we power 25 million job seekers, 1 million+ employers, and 1,600 educational institutions.

In 2025, we started Handshake AI and built the fastest-growing AI data business in history. We work directly with frontier AI lab researchers to create evaluations, publish benchmarks, and push the boundary of data. We’ve grown from $0 to ~$1B run rate and pay ~$60M to over 30K individuals every month.

Why join Handshake now:

• Shape how every career evolves in the AI economy, at global scale, with impact your friends, family and peers can see and feel

• Partner hand-in-hand with world-class AI labs, Fortune 500 partners and the world’s top educational institutions

• Work together with engineers, scientists, operators, and more from Palantir, Meta, Scale AI, and former YC founders

• Build a massive, fast-growing business with billions in revenue

About the Role

Handshake's go-to-market motion is growing across more products and segments, and it only works if the teams using our systems trust them. As Senior GTM Systems Manager, you will be the architect of our GTM stack, spanning Salesforce, Gainsight, Nooks, Clay, LLMs and the connections between them, and set a direction that anticipates where AI is taking go-to-market. This is a hands-on role with real ownership, not a ticket-based admin role. You'll also manage the relationship with our US-based external Salesforce consultants - leveraging them to take on the heavier build work, so your time goes to architecture, design and impact.

• Architect end-to-end workflows and the GTM data model, from lead to quote to renewal to expansion, so AEs, AMs, and CSMs spend less time fighting systems and forecast and renewal reporting stay reliable as we add products and segments

• Connect Salesforce, Gainsight, Nooks and Clay into one system and bring engagement, enrichment and customer health signals into Salesforce to sharpen deal inspection and renewal risk visibility with less manual rep input

• Evaluate emerging GTM and AI tools and bring on new vendors to keep our stack at the leading edge, retiring what no longer earns its place

• Retain your builder DNA - continue to ship new builds & improvements while you will manage both internal teams and external Salesforce consultants

Desired Capabilities

• 6+ years in Salesforce, GTM systems or RevOps systems roles, ideally at an architect level (we're flexible on the path)

• Strong hands-on Salesforce skills: Flows, validation rules, approvals and disciplined release practices

• Architect-level design of workflows across pipeline, quoting/CPQ, renewals and expansion, with sound data model and governance decisions

• Too & iIntegration experience beyond Salesforce, such as sales engagement, customer success and data enrichment tools

• A track record of evaluating new software and bringing on vendors; operating on the bleeding edge of the systems world with a point of view on where the field is going (and the impact of AI)

• A track record of building systems that Sales and CS actually adopt and partnering with leaders across the business to scope, ideate, and launch improvements

• Ability to weigh build vs. buy vs. outsource tradeoffs, including directing external consultants or builders

• Clear communication with technical and non-technical partners - you are able to navigate multiple competing priorities and internal stakeholders with ease

Extra Credit

• Hands-on experience with Gainsight, Nooks, Clay or comparable tools

• Experience leading a systems migrations (via acquisitions) or managing multiple Salesforce instances

Perks

Handshake delivers benefits that help you feel supported and thrive at work and in life.

The below benefits are for full-time US employees.

Ownership: Equity in a fast-growing company

Financial Wellness: 401(k) match, competitive compensation, financial coaching

Family Support: Paid parental leave, fertility benefits, parental coaching

Wellbeing: Medical, dental, and vision, mental health support, $500 wellness stipend

Growth: $2,000 learning stipend, ongoing development

Remote & Office: Internet, commuting, and free lunch/gym in our SF office

Time Off: Flexible PTO, 15 holidays + 2 flex days

Connection: Team outings & referral bonuses

Explore our mission, values, and comprehensive US benefits at joinhandshake.com/careers.