Senior Analyst, GTM Systems

The Opportunity We are seeking a hands-on Senior Analyst of GTM Systems to own and optimize our go-to-market technology stack. This role is central to enabling our revenue teams to operate at peak efficiency — managing the systems, data, and workflows that power Sales, Marketing, and Customer Success. You will partner closely with Revenue Operations, Sales leadership, Marketing, and IT to administer, integrate, and continuously improve the tools our GTM teams depend on every day. Your Impact Own and administer the full GTM tech stack, including Salesforce CRM, Outreach, ZoomInfo, Zuora, CPQ, DocuSign, and AI-powered productivity tools. Maintain Salesforce configuration — objects, fields, workflows, validation rules, process automations, reports, and dashboards. Manage data enrichment processes using ZoomInfo and Clay to ensure contact and account data quality, completeness, and freshness. Administer Outreach, including sequence management, template governance, A/B testing frameworks, and performance reporting. Own CPQ administration and DocuSign integration to streamline the quote-to-close workflow. Evaluate, pilot, and embed AI tools that drive measurable productivity gains for sales and marketing teams. Design and maintain integrations across the GTM stack to ensure seamless data flow and eliminate duplicate entry. Build and maintain KPIs, dashboards, and reports to measure GTM system health, tool adoption, and operational performance. Develop and deliver training programs and documentation to drive effective adoption of GTM tools. Manage vendor relationships, contracts, and renewals for key GTM technology platforms. Enforce data governance standards and ensure compliance across all GTM systems. Proactively identify automation and process improvement opportunities that reduce friction in the sales cycle. Collaborate with Marketing Operations to align lead management, routing rules, attribution models, and campaign tracking. We're Looking for Someone Who Bachelor's degree in Business, Information Systems, or a related field. Has 5+ years of experience in GTM Systems, Revenue Operations, Sales Operations, or a related hands-on technical role. Expert-level proficiency in Salesforce.com (Sales Cloud); Salesforce Administrator or Advanced Administrator certification strongly preferred. Hands-on experience managing data enrichment platforms, particularly ZoomInfo and/or Clay. Demonstrated experience administering an email sequencing platform; Outreach experience strongly preferred. CPQ administration experience required; familiarity with DocuSign CLM or eSignature integrations is a strong plus. Experience implementing or operationalizing AI-powered sales and productivity tools. Strong understanding of GTM processes including lead-to-opportunity, quote-to-cash, account/contact management, and pipeline management. Proven ability to translate business requirements into technical system configurations and scalable processes. Strong analytical skills with experience designing and building reports, dashboards, and operational metrics. Experience with system integrations and iPaaS tools (e.g., Workato, Zapier, Tray.io) is a plus. About Otter.ai We are in the business of shaping the future of work. Our mission is to make conversations more valuable. With over 1B meetings transcribed, Otter.ai is the world’s leading tool for meeting transcription, summarization, and collaboration. Using artificial intelligence, Otter generates real-time automated meeting notes, summaries, and other insights from in-person and virtual meetings - turning meetings into accessible, collaborative, and actionable data that can be shared across teams and organizations. The company is backed by early investors in Google, DeepMind, Zoom, and Tesla. Otter.ai is an equal opportunity employer. We proudly celebrate diversity and are dedicated to inclusivity. *Otter.ai does not accept unsolicited resumes from 3rd party recruitment agencies without a written agreement in place for permanent placements. Any resume or other candidate information submitted outside of established candidate submission guidelines (including through our website or via email to any Otter.ai employee) and without a written agreement otherwise will be deemed to be our sole property, and no fee will be paid should we hire the candidate. Accessibility & Accommodations Otter.ai is committed to providing reasonable accommodations for candidates with disabilities in our hiring process. If you need assistance or an accommodation during any stage of the recruitment process, please contact View email address on click.appcast.io at least 3 business days before your interview. *Otter.ai does not accept unsolicited resumes from 3rd party recruitment agencies without a written agreement in place for permanent placements. Any resume or other candidate information submitted outside of established candidate submission guidelines (including through our website or via email to any Otter.ai employee) and without a written agreement otherwise will be deemed to be our sole property, and no fee will be paid should we hire the candidate. Salary range Salary Range: $160,000 to $180,000 USD per year. This salary range represents the low and high end of the estimated salary range for this position.