We are looking for a RevOps Salesforce Specialist who knows the platform well enough to have opinions about it and the scars from projects where those opinions were tested. You will have been the person in the room who spotted the governor limit issue before it hit production, talked a stakeholder out of a bad customisation and possess the hard-won instincts that only come from having made decisions under pressure and lived with the consequences. We are an innovative and growing company. Our partners payment processing infrastructure operates independently of Salesforce, and uses Salesforce as the system of record for managing merchant and partner account relationships, tracking revenue conversion, and running our commercial operations. You will be in the code, in the design sessions, in the hard conversations with stakeholders, and in the post-incident reviews when things go wrong.

In addition to ongoing CRM delivery, you will own a significant programme of Salesforce core improvement work and lead the evaluation and integration of a CPQ solution. You will build trust with your team by being able to talk the talk and then back it up. You will challenge high performers, develop others, and be as comfortable giving blunt technical feedback as you are receiving it.

Core Responsibilities :

1. CRM Architecture & System Design :

- Own the end-to-end Salesforce design - data model design, object relationships, integration topology, and scalability planning for sustained revenue growth

- Design and enforce a single-customer-record architecture within Salesforce, consolidating merchant, partner, and agent account data into a clean, trusted system of record free from fragmentation

- Lead and govern a core object audit across all standard and custom objects - validate object relationships, field inventories, page layouts, and record types; retire stale schema and align the data model to current commercial processes

- Build and maintain the Salesforce role hierarchy to accurately reflect the commercial organisation structure ensuring correct data visibility, pipeline reporting rollups, and forecast consolidation by team, region, and segment

- Lead technical discovery and solution design sessions with product owners, business analysts, and senior stakeholders - translating commercial requirements into governed, future-proof CRM designs

- Conduct regular design reviews and enforce change-control governance - categorised remediation tracking, quarterly audit cadences, and lifecycle management to prevent uncontrolled technical debt

2. Pipeline Integrity & Opportunity Management :

- Own the build and enforcement of standardised Salesforce opportunity stages across all pipeline motions defining verifiable entry and exit criteria, mandatory qualification fields (MEDDPICC or equivalent), and stage-gate requirements to eliminate rep-asserted progression and ensure forecast accuracy

- Configure distinct opportunity record types for all commercial motion categories : new business, SOW-based engagements, and renewal pipeline each with tailored page layouts, stage definitions, and required fields appropriate to the motion

- Design and implement an aged pipeline compression programme within Salesforce : automated identification of stale opportunities beyond stage-time thresholds, manager alerting workflows, and a structured review process to enforce pipeline hygiene without manual reporting overhead

- Build logic to consolidate single-product opportunities where appropriate identifying fragmented pipeline records across the same account or deal motion and merging them into a unified commercial view

- Implement ACV and volume validation processes within Salesforce configuring validation rules, approval workflows, and cross-object checks to ensure deal values and volume commitments are accurately recorded before pipeline progression

- Configure a standardised closed-lost taxonomy with picklist enforcement; build win/loss analysis reporting by merchant segment, persona, and competitor surfaced directly to Sales and Revenue Operations leadership

3. Account Relationship, Roadmap & CS Lifecycle :

- Build and maintain a structured Account Roadmap framework within Salesforce enabling account managers to document growth plans, expansion targets, and strategic milestones directly against Account records for visibility to commercial leadership

- Design and configure the Account Management QBR (Quarterly Business Review) process within Salesforce structured data capture for QBR inputs, executive dashboard outputs, and action tracking against agreed account commitments

- Build a CS referral lead workflow within Salesforce - capturing customer success-sourced referrals as a distinct lead source with correct attribution, routing to the appropriate sales rep, and tracking through the full lead-to-opportunity conversion funnel

- Design and govern the sales-to-account management handoff objects within Salesforce mandatory qualification fields, SLA enforcement, and post-onboarding milestone tracking to ensure a clean commercial handoff with full data continuity

- Configure multi-signal account health scoring within Salesforce drawing on CRM engagement, case volume, contract status, and renewal proximity surfaced to relationship managers as a first-class dashboard metric

- Configure separate expansion and renewal pipeline objects distinct from new merchant acquisition; build automated upsell triggers and churn risk alert workflows for account managers

4. Agentforce & AI-Powered CRM Automation :

- Design, build, and deploy Agentforce agents to automate CRM-facing commercial workflows including pipeline health agents that surface aged opportunities and missing qualification data to sales reps, account onboarding status assistants for internal ops teams, and case triage agents for account management queues

- Build Agentforce agents to support the programme workstream backlog for example, an aged pipeline review agent that prompts rep action on stalled deals, or a QBR preparation agent that surfaces key account data ahead of review sessions

- Configure agent topics, actions, and guardrails within Agentforce; engineer prompt templates using Einstein Prompt Builder with precision around tone, output format, and CRM data grounding appropriate for a commercial environment

- Integrate Agentforce agents with Salesforce Account, Opportunity, Case, and CPQ objects via Apex actions enabling agents to read account status, trigger workflow actions, flag pipeline risks, and surface commercial context within conversational interfaces

- Monitor agent performance metrics rep adoption, pipeline velocity impact, data quality improvement and iterate on agent design based on production usage data

5. Automation Review, Consolidation & Governance :

- Conduct a full automation audit across the Salesforce org : inventory all legacy & active Workflow Rules, legacy Process Builders, legacy Flows, and Apex triggers; document their purpose, interdependencies, and current business owners

- Execute a structured automation consolidation programme migrate active & legacy Workflow Rules and Process Builder flows to Salesforce Flow, decommission redundant automation, and establish a single-layer automation architecture that is maintainable and auditable

- Design and implement validation rules for MDRs (Master Data Records) enforcing data quality standards at the point of entry across Contacts, Accounts, Opportunities, and Leads with clear, user-facing error messaging and exception handling

- Design and implement the GRC (Governance, Risk & Compliance) request process within Salesforce - providing a structured intake workflow for compliance-related CRM changes, with audit trail, approvals, and resolution tracking built into the platform

- Establish formal workflow change-control processes categorised remediation tracking, quarterly governance cadences, and lifecycle management to prevent uncontrolled automation sprawl

6. Pipeline, Reporting & Commercial Analytics :

- Design and configure conference and meeting lead tracking within Salesforce structured Campaign and Lead object configuration for event-sourced leads, with channel attribution, follow-up task automation, and conversion tracking from meeting to pipeline

- Build Solution Consulting reporting within Salesforce pipeline and activity dashboards for the solutions/pre-sales function covering engagement volume, deal influence, win rate contribution, and capacity utilisation

- Design and maintain executive and board-ready dashboards for ARR, NRR, CAC, pipeline coverage, and forecast accuracy built entirely from Salesforce with zero manual spreadsheet assembly

- Build shared cross-functional dashboards for Sales, Account Management, Marketing, and Finance with SLA tracking, stage conversion rates, and pipeline-to-quota coverage visibility

7. Tech Stack Governance & Integration Oversight :

- Maintain a current and accurate map of the full commercial tech stack as it relates to Salesforce documenting all tools integrated with or adjacent to the CRM (MAP, enrichment, CS, finance, CPQ), their data flows, and integration ownership

- Govern the CRM integration layer all integrations with marketing automation platforms, data enrichment tools, CS platforms, and reporting systems with health monitoring, alerting, and documented runbooks for failure response

- Participate in tech stack rationalisation reviews evaluating tool overlap, integration complexity, and CRM data quality impact; making recommendations for consolidation or replacement where there is a clear operational case

- Note : payments processing infrastructure operates entirely outside Salesforce; tech stack governance is scoped to CRM-adjacent commercial and operational tooling

8. DevOps, Release Management & Engineering Culture :

- Lead hands-on Salesforce development across Apex, Lightning Web Components, and Salesforce Flow setting and enforcing coding standards, security practices, and test coverage requirements (?85%) across the squad; this means leading configuration and code reviews yourself, not delegating them

- Manage CI/CD pipelines and deployment processes using Salesforce DX with Copado, Gearset, or equivalent governing environment strategy across dev, UAT, staging, and production orgs

- Serve as the primary technical escalation point for platform incidents, defects, and architectural decisions own the resolution timeline, run the post-incident review, and be honest about what went wrong and why

- Mentor and upskill Salesforce developers and admins challenge your high performers, invest in developing others, and be the kind of technical lead your team trusts because you have been in the same position they are in now

- Actively contribute to sprint ceremonies refine features into well-scoped stories, flag delivery risk early, and be honest about what is blocked or underestimated; spike new approaches and alternative patterns when the current direction is not working

- Spike new approaches, patterns, and emerging platform capabilities ahead of the team evaluate Agentforce features, new Flow functionality, and CPQ tooling options before committing the squad to a direction

Required :

- Salesforce Certified Administrator

- Salesforce Platform App Builder

- Salesforce Sales Cloud Consultant

- Salesforce Service Cloud Consultant

- Tableau CRM / Salesforce Analytics Specialist

Preferred / Bonus :

- Einstein Analytics & Discovery Consultant

- Salesforce CPQ Specialist

- Marketing Cloud / Pardot Specialist

- MuleSoft Certified Integration Architect

Technical Skills :

- 5+ years of Salesforce implementation experience across Sales Cloud, Service Cloud, CPQ, and Experience Cloud

- Expert-level Apex, LWC (Lightning Web Components), SOQL, and Salesforce Flow

- Deep expertise in Salesforce data model design, custom object architecture, and schema management

- Strong integration experience : REST/SOAP APIs, MuleSoft, Workato, and middleware platforms

- Hands-on experience integrating Salesforce with MAPs (Pardot, Marketo, HubSpot), enrichment tools (Clay, ZoomInfo), intent platforms (6sense, Common Room), and CS platforms (Gainsight, Totango)

- Comfortable using AI coding assistants (Copilot, Cursor, Einstein for Developers) daily, with discipline to verify AI output before committing

- Strong Salesforce Flow capability record-triggered, screen, scheduled, and autolaunched flows with fault-tolerant, bulkification-safe design

- Experience with Salesforce DX, Git-based source control, and CI/CD pipelines (Copado, Gearset, or equivalent)

- Understanding of CPQ, billing, and revenue recognition architecture within Salesforce or integrated billing systems

GTM & RevOps Domain Knowledge :

- 3+ years working in a RevOps, GTM Systems, or CRM Architecture role supporting B2B SaaS revenue teams

- Hands-on experience designing lead routing, lifecycle stage models, and pipeline stage definitions tied to verifiable buyer actions

- Proven track record building multi-touch attribution models and board-ready commercial reporting (ARR, NRR, CAC) directly from Salesforce

- Working knowledge of MEDDPICC, BANT, or similar sales qualification frameworks enforced through CRM configuration

- Familiarity with structured forecast methodology (Commit / Best Case / Pipeline) and weighted pipeline coverage models

- Experience with GDPR/CCPA compliance implementation within CRM and marketing automation systems

- Demonstrated experience running data hygiene programs, deduplication automation, and enrichment pipeline management

Cross-Functional Partnerships :

- The RevOps Salesforce Specialist operates as a strategic systems partner across the full revenue organization :

Sales Leadership :

- Pipeline stage design, qualification enforcement, forecast configuration

- Win/loss taxonomy, aged pipeline governance, coaching dashboards

Account Management :

- Account roadmap framework, QBR configuration, renewal pipeline build

- Expansion workflow automation, and CS referral lead routing

Customer Success :

- Sales-to-CS handoff objects, health scoring integration

- Expansion pipeline tracking, onboarding milestone automation

Revenue Operations :

- Opportunity standardisation, pipeline coverage framework, CPQ requirements

- Board reporting, data hygiene governance, and automation change control

IT / Engineering :

- Integration architecture, API governance, security model design

- Responsible AI framework, system monitoring and failover protocols

Compensation & Benefits :

- Opportunity to own and shape the full Salesforce CRM platform strategy for a scaling payments business including a significant programme of core platform improvement.

- Work with a commercially driven team spanning Sales, RevOps, Finance, and Account Management where platform quality directly impacts revenue performance.

- Be part of a delivery squad that takes AI-assisted development seriously, with tooling budget and time to embed modern developer practices.

- Structured path to Technical Lead with certification support, CPQ specialisation opportunities, and architecture mentorship.

- Career advancement through certifications, mentorship, and structured learning programs.

- Supportive and innovation-driven work culture.