Business Systems Analyst, GTM Systems

LangChain

4d • $180,000 - $200,000 • 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 LangChain'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, you will be accountable for high-leverage GTM systems programs, defining problems, aligning stakeholders, specifying solutions, and ensuring successful implementation. You will collaborate across Sales, Marketing, Partnerships, Support, and Finance in a dynamic environment where influence is key. While not expected to write production code, you will create clear specifications for engineers and AI coding agents, and review their output with a critical eye for Salesforce and systems best practices. The role is based in the San Francisco Bay Area, requiring 4 days a week in the office.

Requirements

• 6-8 years in business systems, sales systems, revenue systems, or GTM systems, with a primary focus on Salesforce.
• Deep understanding of the sales process, including territory and account coverage, lead qualification and routing, stage gates, and pipeline/forecast hygiene.
• Experience with sales systems/RevOps, including quote-to-cash, CPQ, territory and lead routing, forecasting, or related revenue processes.
• Technical fluency to read data models, Flows, and Apex code sufficiently to design solutions.
• Proven experience as the single accountable owner of programs spanning multiple functions that changed how a revenue organization operates.
• Experience delivering programs into core systems with external release processes, where other teams' changes could impact the release.
• Experience re-scoping programs mid-flight due to business changes, sponsor shifts, or evolving realities.
• Ability to hold the line on critical issues, declining requests with executive backing while maintaining relationships, and proposing alternatives when necessary.
• Ability to write clear specifications for both executive and technical audiences.
• Proactive approach to identifying friction points and initiating projects without waiting for formal tickets.
• Experience evaluating and directing AI agents for development tasks, similar to how you would brief a new engineer.
• Strong architectural judgment, understanding load-bearing design decisions versus cosmetic ones, and anticipating downstream impacts of changes.

Nice To Haves

• Owned a core Salesforce object domain (Account, Contact, Lead, or Opportunity) through a full redesign.
• Experience tracing Salesforce fields through usage records and provisioning steps, identifying downstream impacts of changes.
• Experience with cloud marketplace operations (AWS or GCP private offers, co-sell, entitlement mapping, metering) and their failure modes.
• Experience with usage-based billing systems (e.g., Metronome, Orb) and CRM-billing identity reconciliation.
• LangChain or LangGraph experience, or a strong desire to learn them.

Responsibilities

• Carry multi-quarter programs
• Own the Salesforce sales process from lead to close, including routing, qualification, territory assignment, and stage progression, driving initiatives from discovery through UAT, change management, and adoption.
• Serve as the primary point of contact for stakeholders with system-related needs, especially when business requirements exceed original system design.
• Manage the intake and prioritization model for hundreds of quarterly GTM systems requests, ensuring focus on the highest-leverage business problems.
• Own the specification process, turning ambiguous requests into detailed Business Requirements Documents (BRDs), process flows, data models, and acceptance criteria with clear problem statements and ROI justifications.
• Hold the quality gate for system changes, reviewing and signing off on specifications before engineers and AI agents build solutions.
• Conduct vendor evaluations for buy, integrate, or replace decisions.
• Protect revenue data integrity by tracing anomalies in revenue fields (Net ARR, pipeline, lead source) back to their root cause in automation, triggers, or integrations.
• Own the reconciliation between Salesforce, usage-based billing, and cloud marketplace transactions.
• Identify critical design decisions and potential downstream failure modes before they impact production.

Benefits

• Medical, dental, and vision coverage
• Flexible vacation
• 401(k) plan
• Meals on in-office days (US)
• Competitive compensation including base salary, variable compensation (for relevant roles), meaningful equity, benefits, and perks.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed