Role at a Glance:

At Paystand, we’re on a mission to create an open commercial finance system—one that enables zero-fee, instant payments and radically improves how B2B companies transact. As our organization scales, we’re introducing a Revenue Operations – GTM Systems role to drive efficiency, scalability, and innovation across the revenue engine.

This role will go beyond traditional sales support by leading the design, implementation, optimization of technical infrastructure and driving adoption across the Go-To-Market stack. — freeing up time, reducing friction, and enabling smarter decisions across the GTM teams.

The emphasis will shift from reactive, tactical support (e.g., CRM admin, record updates, fixing duplicates) to proactive, technical execution and systems innovation. You will act as a critical builder and architect, ensuring our GTM tools, workflows, and data systems enable repeatable growth and cross-functional alignment.

Key Responsibilities:

• GTM Systems Design & Architecture
• Own Sales systems and tooling end-to-end (CRM + surrounding GTM stack), including roadmap, administration, integrations, and measurable adoption outcomes.
• Architect and implement scalable GTM systems (HubSpot, SFDC, Clay, Gong, Everstage, etc.)
• Design and maintain CRM architecture and governance: lifecycle stages, deal stages, stage entry/exit criteria, required fields, data standards, validation rules, routing logic, enrichment pipelines, and process triggers and activation.
• Translate business needs into system requirements and solutions.
• Automation & Integration
• Build and optimize automation workflows that reduce manual process and improve pipeline integrity (routing, SLAs, follow-ups, task automation, field standardization, hygiene automation) using the GTM stack or platforms like Zapier, Make or N8N.
• Develop syncs and logic across CRM, commission tools, and the GTM platforms.
• Workflow Experimentation & Scaling. Prototype workflows, test outcomes, then turn winning experiments into templates or automated sequences.
• Technical Project Leadership
• Lead cross-functional GTM system projects such as CPQ implementation, compensation automation, and enrichment integrations.
• Own project scope, requirements, and execution across stakeholders in Sales, Finance, and Engineering.

Tool Ownership & Innovation

• Identify opportunities to reduce admin overhead through tools or processes.
• Research & deploy AI-driven projects that empower the team to run swiftly and at scale.
• Vet and configure new GTM tools while ensuring interoperability across the stack.
• Stay on top of the learning curve and product releases for our GTM stack and tools on the market.
• Create a tool performance management loop: usage → quality → outcomes, including adoption dashboards, enablement interventions, and continuous improvement.

Documentation & Enablement Support

• Document processes, logic, and system dependencies for scale and cross-training.
• Build and maintain an SOP and governance library for core GTM workflows (lead routing, handoffs, pipeline stages, approvals, data standards).
• Partner with Enablement to deliver role-based training and onboarding for CRM and tooling, including release training for changes, walkthroughs, and automation visibility.
• Drive tool adoption and behavior change through scalable programs (office hours, playbooks, in-tool prompts, manager scorecards).
• Establish a lightweight change management process: intake → prioritization → build/test → release comms → enablement → adoption measurement.

Essential Skills:

• Product and system mindset: from problem to prototype to scale, ability to design scalable, interconnected GTM infrastructure.

Technical fluency and agility: comfortable with integrations, automation, and AI tools.

• GTM empathy: understand sales, marketing, and support workflows.
• CRM Proficiency: Hands-on expertise in managing and optimizing CRM platforms like HubSpot, Clay, or Salesforce.
• Problem Solving: Proactive in identifying inefficiencies and delivering long-term solutions.
• Data Management: Meticulous with data governance—ensuring accuracy, consistency, and structure across tools.
• Project Management: Able to independently drive initiatives from planning to execution, while managing timelines and cross-team coordination.
  

Requirements & Qualifications:

• Bachelor's degree in Commerce, Marketing, Business Administration, or related discipline.
• 3 - 5+ years of experience in Revenue Operations / Sales Ops / GTM Ops / Business Systems, ideally in a B2B environment.
• Strong command of Excel; familiarity with any programming language is a strong plus.
• Strong CRM expertise (HubSpot or Salesforce-level capability): stage governance, workflow automation, reporting, and data quality.
• Strong Sales Operations Techstack: ZoomInfo, Clay, Gong, Crossbeam, Zapier, N8N
• Demonstrated success driving change management and adoption across Sales teams and leaders.
• Analytical thinker with strong business acumen.
• Proactive, detail-oriented, and adept at navigating complex, matrixed environments.
• Effective collaborator with excellent interpersonal and communication skills.

Working Style / Competencies We Value

• Systems thinker with strong operational rigor and high attention to detail
• Bias to action: can ship improvements while balancing governance and scale
• Strong cross-functional partner who influences without authority
• Comfortable operating between strategy and hands-on execution.