Senior Business Analyst, GTM Systems

ssreferrals; United States; On-site; USD 90,000 - 130,000; Full time

Job summary

Sprout Social is hiring a Business Analyst, GTM Systems to join the Revenue Operations team. You will bridge revenue teams and the systems they rely on, turning business needs into clear requirements and validating changes with Salesforce IT.

You will lead CPQ evaluations and improve how we measure marketing and pipeline attribution. You will collaborate with Sales, Marketing, Customer Success and Deal Desk, own intake and backlog for GTM system requests, guide UAT, and draft release notes.

Qualifications

• 4+ years of experience in business analysis, systems analysis or sales operations for a B2B SaaS GTM team.
• Hands-on Salesforce experience and understanding of the data model.
• Proven ability to gather requirements and write user stories and acceptance criteria.
• Experience planning and running UAT and releases with a central IT team.
• Fluency in GTM data: pipeline, forecast, bookings and renewals.
• Clear written and verbal communication with frontline teams and executives.

Responsibilities

• Partner with Sales, Marketing, Customer Success, Renewals and Deal Desk to translate needs into requirements, stories, and acceptance criteria.
• Own intake and prioritization for GTM systems requests with backlog management.
• Plan and run UAT, triage defects, and secure business-owner sign-off before changes reach the field.
• Write release notes and field communications; support reps and managers through changes.
• Lead requirements, scenario design and scoring for our CPQ evaluation and roadmap.
• Define and fix marketing and pipeline attribution with Salesforce data and validated reporting.
• Monitor data quality on forecast, renewals and source fields; document data definitions.
• Use AI tools to draft, test and document; apply judgment in final decisions.

Skills

Business analysis

Salesforce

Requirements gathering

UAT planning

GTM data

Communication

Tools

Salesforce CPQ

Gong

SOQL

Job description

Description

Sprout Social is looking to hire a Business Analyst, GTM Systems to the Sales & Customer Experience team.

You'll be the bridge between our revenue teams and the systems they run on. You'll turn business needs into clear requirements, make sure what gets built actually works before it reaches the field, and work hand in hand with our Salesforce IT team. You'll also play a leading role in our CPQ evaluation and in fixing how we measure marketing and pipeline attribution.

Why join Sprout's Revenue Operations, Sales & Customer Experience team?

At Sprout Social, our Sales and Customer Experience team is the driving force behind how today's most innovative brands use Sprout to power the future of customer connection. We sell and support the leading social intelligence platform for businesses, helping organizations unlock the full value of social data to drive strategic decisions. Through powerful social intelligence and trusted partnership, we enable teams to build authentic relationships and drive meaningful business impact.

As the strategic engine of our go-to-market organization, Revenue Operations builds the infrastructure that turns data into action. We specialize in architecting world-class processes and delivering the operational clarity that allows our teams to move with speed, anticipate market shifts, and optimize the entire customer lifecycle for sustainable growth.

In this role, you will collaborate with the brightest minds in the industry to support global giants like Salesforce, Airbnb, and Equifax. Just as importantly, we believe in the power of our people. You'll find a culture that honors your ambition, encourages you to explore new horizons, and provides the framework for you to build a career that matters. If you're ready to champion innovation and accelerate your impact, this is where you can do your best work.

What you'll do

• Partner with Sales, Marketing, Customer Success, Renewals and Deal Desk to turn business needs into clear requirements, user stories and acceptance criteria.
• Own intake and prioritization for GTM systems requests, working with the Director of GTM Systems & Applied AI and Salesforce IT to maintain a single, prioritized backlog.
• Plan and run user acceptance testing, triage defects, and secure business-owner sign-off before changes reach the field.
• Write release notes and field communications, and support reps and managers through changes.
• Lead requirements, scenario design and scoring for our CPQ evaluation, and support delivery of the CPQ roadmap.
• Define and fix marketing and pipeline attribution: requirements, source data capture in Salesforce, and validated reporting that Marketing and Sales both trust.
• Monitor data quality on forecast, renewals and source fields, find root causes, and keep data and process definitions documented.
• Use AI tools to draft, test and document, and spend your own time on judgment, review and decisions.

What you'll bring

You know how revenue teams work and how to get the right thing built. You write requirements that engineers can build from, you're rigorous about testing, and you earn trust with everyone from a frontline rep to a VP.

Minimum qualifications for this role include:

• 4+ years of experience in business analysis, systems analysis or sales operations, supporting a B2B SaaS go-to-market team.
• Hands-on Salesforce experience and a working understanding of the data model.
• Proven ability to gather business requirements and write user stories and acceptance criteria.
• Experience planning and running UAT and managing releases with a central IT team that owns the platform.
• Fluency in GTM data: pipeline, forecast, bookings and renewals.
• Clear written and verbal communication with both frontline teams and executives.

Preferred qualifications for this role include:

• Experience with Salesforce CPQ or quote-to-cash, or running a systems evaluation or vendor selection.
• Experience with marketing or pipeline attribution.
• Experience with Gong or another revenue intelligence platform.
• Salesforce Administrator certification, or familiarity with SOQL.
• Experience using AI tools to speed up analysis, documentation and testing.

How you'll grow

Within 1 month, you'll plant your roots, including:

• Complete Sprout Social's new hire training & onboarding program alongside other new Sprout team members. You'll gain a broader understanding of our products and how your role fits into the organization.
• Make a plan with your manager to set initial priorities, align on expectations for your role, plant goalposts for your career, and learn about Sprout's approach to building and releasing GTM systems changes.
• Learn our GTM stack, the Salesforce data model and Salesforce IT's release process.
• Meet your key stakeholders in Sales, Marketing, Customer Success, Renewals and Deal Desk.

Within 3 months, you'll start hitting your stride by: