GTM Business Systems Lead (Salesforce)

Dandy is transforming the massive and antiquated dental industry—an industry worth over $400B. Backed by some of the world’s leading venture capital firms, we’re on an ambitious mission to simplify and modernize every function of the dental practice through technology. As we expand our reach globally, Dandy is building the operating system for dental offices around the world—empowering clinicians and their teams with technology, innovation, and world-class support to achieve more for their practices, their people, and their patients.

ABOUT THE ROLE

Dandy is seeking a GTM Business Systems Lead to lead the people, craft, and analytical capability of our GTM systems analyst function. Salesforce is the operational backbone of Dandy’s go-to-market motion, operating within a broader ecosystem of GTM applications, and this manager owns the team responsible for building, configuring, and continuously deepening our mastery of those systems.

You will manage a team of business systems analysts, each owning a defined domain across the sales and customer lifecycle. This is a player-coach role. You will carry complex or cross-functional work yourself, contribute to the analytical output of the team, and use that hands-on involvement to set and reinforce the quality standard you expect from your direct reports.

This role is right for someone who is technically grounded, invested in the development of the people around them, and energized by building a function that gets measurably better over time.

WHAT YOU’LL DO

People Leadership

• Directly manage a team of business systems analysts, each aligned to a functional domain across the sales and customer lifecycle.

• Run a disciplined 1:1 practice: setting clear goals, delivering consistent and direct feedback, and holding the line on performance expectations.

• Own the full talent management cycle for your team, including performance reviews, calibration, and growth planning.

• Contribute to hiring decisions for your team and manage contractor relationships within your scope.

BSA Enablement and Development

• Design and own the onboarding experience for new BSAs, getting them productive in their domain and contributing to the team quickly.

• Build and maintain the team’s domain enablement resources: Salesforce platform knowledge, GTM process expertise, and Dandy system context.

• Own the team’s institutional knowledge: configuration decisions, data model rationale, and system documentation. This is a managed asset, not a byproduct.

• Drive AI fluency across the BSA team, specifically how analysts use AI tooling to improve the quality and efficiency of their analytical work.

• Coach BSAs toward increasing independence and domain ownership, developing their ability to lead work in their area with limited direction.

Analytical Craft and Quality

• Set and hold the quality bar for business analysis work across your team: requirements documentation, problem framing, solution assessment, and test validation.

• Use your review of deliverables as a development tool. The goal is to sharpen your BSAs’ analytical judgment over time, not just to review outputs.

• Carry complex or cross-domain work yourself, particularly on initiatives that span multiple functional areas or require senior analytical judgment.

• Ensure consistency across pods in how your team handles shared Salesforce objects, naming conventions, and data model decisions.

• Own a lightweight post-launch adoption loop. After work ships, track whether the GTM team has adopted it and feed that signal back into how the team prioritizes follow-on work.

BSA Pod Accountability

• Each BSA on your team owns a defined domain across the sales and customer lifecycle. Your job is to ensure they are exercising that ownership with consistency and confidence.

• Build a team culture where analysts identify problems in their domain, propose solutions, and follow through on commitments.

• Maintain clear ownership mapping so that every GTM systems problem has a named analyst accountable for it.

• Address underperformance directly, whether through targeted coaching, scope adjustment, or formal performance management.

Team and Vendor Operations

• Assess team capacity and surface constraints that inform prioritization and resourcing decisions.

• Own how your analysts work: intake, documentation practices, review cycles, and handoff standards within the BSA function.

• Own the GTM systems vendor portfolio, including license management, renewal tracking, and utilization review across the GTM tech stack.

• Surface license optimization and consolidation opportunities and maintain an accurate inventory of GTM tool contracts and costs.

• Report on team performance and capacity to the Director of Business Systems, including delivery quality, analyst development progress, and systemic gaps that require attention.

WHAT WE’RE LOOKING FOR

• 2+ years of direct people management experience over business systems analysts, Salesforce administrators, or comparable technical and functional roles. You have managed performance, developed people intentionally, and held a team accountable.

• 5+ years working in or closely alongside GTM systems, with Salesforce Sales Cloud as your primary platform. You understand the functional domains your BSAs will own across the sales and customer lifecycle.

• Salesforce platform fluency sufficient to evaluate your team’s work with a real opinion. You can read a Flow, assess a data model decision, and recognize when a configuration choice will create problems at scale.

• Hands-on analytical capability. You are comfortable carrying BSA work yourself when the situation calls for it and can produce high-quality requirements documentation, solution assessments, and process designs independently.

• An accountability-first leadership style. You hold high standards, follow through, and distinguish between a person who needs coaching and one who needs a harder conversation.

• A genuine investment in developing people. You find it satisfying to build an analyst from a capable contributor into a confident domain owner, and you know how to make that happen.

• Strong written communication. You write clearly, translate system complexity into business language, and produce documentation that other people actually use.

• A process orientation that shows up in how your team operates. You build structures that make the team consistently strong, and you know the difference between useful rigor and unnecessary overhead.

• Experience with contractor management and SaaS vendor relationships.

BONUS POINTS FOR

• Experience building or owning an onboarding and enablement program for a systems analyst team.

• Experience in a high-growth, pre-IPO startup or a manufacturing-linked tech company.

• Salesforce Administrator or Business Analyst certification.

• Familiarity with Dandy’s GTM tech stack or comparable tools: Outreach, ChiliPiper, PandaDoc, ZoomInfo, CloudTalk, or Attention.

• Experience in high-growth B2B SaaS, healthtech, or similarly fast-moving companies where the systems had to scale alongside a rapidly growing business.

• Prior experience owning a configuration decision log, system documentation program, or team knowledge base as a managed asset.

• Exposure to SaaS spend management, license auditing, or tool rationalization.

• Comfort with reporting and analytics tools such as Salesforce reports and dashboards, Looker, or Hex.

Req ID: J-1065

For full-time positions, Dandy offers a wide range of best-in-class, comprehensive, and inclusive benefits tailored to each country where we operate. Our local benefits packages typically include healthcare, dental, mental health support, parental planning resources, retirement savings options, and generous paid time off—ensuring our team members are supported no matter where they live and work.

Dandy is proud to be an equal-opportunity employer. We are committed to building a diverse and inclusive culture that celebrates authenticity to win as one. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, disability, protected veteran status, citizenship or immigration status, or any other legally protected characteristics.

Dandy also fully complies with the Americans with Disabilities Act (ADA). We are dedicated to embracing challenges and creating an accessible, inclusive workplace for all individuals. If you require any accommodations for your interview or have any questions beforehand, rest assured that we will do everything we can to meet your needs. Visit Dandy Careers https://www.meetdandy.com/careers/ for more!

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