Business Systems Analyst, GTM Systems

LangChain

13d•$165,000 - $180,000•Hybrid

About The Position

LangChain is seeking a Business Systems Analyst for their GTM Systems team. This role will own the requirements, prioritization, and quality assurance for the company's Salesforce-centered Go-To-Market (GTM) systems. The primary focus is on transforming ambiguous revenue team needs into scalable process and systems changes. This is not a typical ticket-handling role; instead, the analyst will be accountable for high-leverage GTM systems programs, defining problems, aligning stakeholders, specifying solutions, and ensuring successful implementation. The role involves cross-functional collaboration with Sales, Marketing, Partnerships, Support, and Finance in a dynamic environment. While not expected to write production code, the analyst will create detailed specifications for engineers and AI coding agents, and review their output with a critical eye for Salesforce and systems accuracy. The position is based in the San Francisco Bay Area, requiring four days a week in the office.

Requirements

6–8 years in business systems, sales systems, revenue systems, or GTM systems, with Salesforce as your primary platform throughout.
Sales process depth — you've partnered with Sales Ops on the things reps feel every day: territory and account coverage, lead qualification and routing, stage gates, and pipeline and forecast hygiene.
Sales systems / RevOps depth — experience across quote-to-cash, CPQ, territory and lead routing, forecasting, or adjacent revenue processes.
Technical fluency — you can read a data model, a Flow, and enough Apex to design against what's really there, even though you are not expected to write production code.
Program ownership — you've been the single accountable owner, at the working level negotiating the commitments yourself, of a program that spanned four or more functions and changed how a revenue org works day to day.
Release risk — you've delivered a program into a core system on a release process you didn't control, where another team's change could break your release.
Re-scoping under change — you've re-scoped a program mid-flight because the business changed under it, a sponsor moved, or the original scope no longer matched reality.
Holding the line — you've turned down a request with executive backing and kept the relationship; you hold the line when something breaks pricing discipline, a legal constraint, or the architecture, and you arrive with the alternative.
One tradeoff, two audiences — you write for the reader in front of you, not the one you find easiest: the VP gets the page, the engineer gets the spec.
Maximum agency — you find the friction and start the project. You don't wait for a ticket.
AI judgment — you give an agent the same brief you'd give a new engineer, and you check its work the same way.
Architecture judgment — you know which design calls are load-bearing and which are cosmetic: why a usage event belongs on its own object rather than a field on Account, and how you'd catch that renaming one picklist breaks the provisioning saga before anyone deploys it.

Nice To Haves

You've owned a core Salesforce object domain — Account, Contact, Lead, or Opportunity — through a full redesign.
You've traced a Salesforce field into a usage record into a provisioning step, and seen what broke downstream when it moved.
You've worked with cloud marketplace operations — AWS or GCP private offers, co-sell, entitlement mapping, metering, and the failure modes when they break.
You've worked with usage-based billing systems such as Metronome, Orb, or similar, and CRM↔billing identity reconciliation.
You have LangChain or LangGraph experience, or you're excited to learn it here from the people who build it.

Responsibilities

Carry multi-quarter programs
Own the Salesforce sales process from lead to close — routing, qualification, territory assignment, and stage progression — driving each initiative from discovery through UAT, change management, and adoption.
Be the person stakeholders come to before they file a request, especially when the system was never designed for what the business now needs.
Own the intake and prioritization model for hundreds of quarterly GTM systems requests, ensuring the team works on the highest-leverage business problems rather than the loudest tickets.
Own what gets specified and what ships
Run discovery and turn ambiguous asks into BRDs, process flows, data models, and acceptance criteria — with a clear problem statement and ROI justification, precise enough to execute without a second conversation.
Hold the quality gate: you write the specification, engineers and coding agents write the code, and nothing reaches production without your sign-off.
Run vendor evaluations when the right answer is buy, integrate, or replace rather than build.
Protect revenue data integrity
Trace anomalies in revenue fields — Net ARR, initial pipeline, lead source — back to the automation, trigger, or integration that wrote them.
Own the reconciliation seam between Salesforce, usage-based billing, and cloud-marketplace transactions.
Identify which design decisions are load-bearing and which are cosmetic, and catch the downstream failure modes before they reach production.