We are seeking a highly capable, hands-on Salesforce & Go-To-Market Systems Lead to own the day-to-day development, administration and optimisation of the systems that underpin our commercial and sales activity. The role will sit at the centre of the client’s sales technology environment, with primary responsibility for Salesforce Sales Cloud and the wider systems and workflows that support prospecting, research and go-to-market operations. Our current setting combines Salesforce with Airtable, alongside native integrations and tools such as Make.

This is not a traditional enterprise Salesforce role. The client is a fast-growing, entrepreneurial business where systems and requirements evolve quickly. A major focus of the role will be adoption.

The Systems

Lead will work closely with sales, strategy and operations teams to understand how people actually work, simplify processes wherever possible, and create intuitive user experiences that encourage consistent use of the agreed systems. The role is suited to someone with deep practical Salesforce Sales Cloud experience in a B2B, account-based sales environment who is equally comfortable troubleshooting a complex Flow, improving a GTM workflow, and configuring an intuitive.

Key Responsibilities

Salesforce Sales Cloud Administration & Development

- Own the day-to-day administration, configuration and optimisation of the client’s Salesforce Sales Cloud environment.
- Build, maintain and troubleshoot sophisticated Salesforce Flows supporting account, contact, campaign, campaign member and opportunity processes.
- Configure and improve custom objects, fields, validation rules, formulas, record types, permissions and related Salesforce functionality.
- Design and maintain Lightning record pages, Dynamic Forms, actions and other UI elements to provide intuitive, role-appropriate user experiences.
- Develop Salesforce structures that support long-cycle B2B and account-based sales processes, including multi-contact account management, campaign-led outreach, pipeline progression and structured follow-up.
- Diagnose and resolve system errors, Flow failures, data issues and unexpected user behaviour, identifying root causes quickly.

Go-To-Market Workflow & Data Management

- Own and optimise Airtable bases that support prospecting, contact research, go-to-market planning, sales workflows and related commercial operations.
- Own and optimise the workflow and data management tools that support prospecting, contact research, go-to-market planning, sales workflows and related commercial operations, currently centred around Airtable.
- Build and maintain relational data structures, interfaces, formulas, automations,



views and permission structures.
- Design intuitive interfaces and workflows that simplify complex processes for non-technical users.
- Work closely with commercial and operations teams to ensure systems remain aligned with evolving business processes.
- Identify opportunities to consolidate fragmented trackers, spreadsheets or manual workflows into clearer shared systems.

Salesforce / GTM Systems Integrations & Management

- Own the operational setup connecting Salesforce with Airtable and other supporting GTM and sales tools.
- Maintain and troubleshoot integrations and Make.com workflows across the commercial systems environment.
- Ensure data moves reliably between systems, with clear ownership of source-of-truth fields and appropriate safeguards against duplication, overwrite or sync errors.
- Monitor integration failures and establish practical error-reporting and remediation processes.
- Work with the Director of Business Intelligence to evolve the systems setup as business requirements change.

Data Quality, Automation & AI

- Maintain high standards of CRM data quality across accounts, contacts, campaigns, opportunities and related commercial records.
- Develop and improve processes for deduplication, fuzzy matching, validation, enrichment and automated data cleaning.
- Build practical automation and AI-enabled workflows across Salesforce, Airtable and external tools to reduce repetitive administration and improve data quality, matching, enrichment and user insight.
- Develop mechanisms that surface useful information to sales users rather than requiring them to manually search across systems.
- Improve error monitoring and exception reporting so data or workflow issues can be identified proactively rather than through user complaints.

Sales Process, User Experience & Adoption

- Translate commercial requirements into straightforward, intuitive Salesforce and Airtable experiences that support complex B2B sales cycles, account-based targeting, multi-contact outreach, campaign management and structured follow-up.
- Continually improve page layouts, interfaces, forms, actions and workflows to reduce unnecessary clicks, manual entry and user friction.
- Spend time with sales users to understand real-world behaviours, pain points and workarounds, ensuring important information,



actions and next steps are surfaced clearly.
- Act as a visible champion for Salesforce and Airtable adoption across the commercial team, providing hands-on support to users with different levels of technical confidence.
- Develop practical training, guidance and onboarding materials focused on how systems support the sales process.
- Work with sales and business leadership to improve adoption through better system design, clearer processes, training and accountability.

Skills, Knowledge & Experience

- Proven experience independently owning and improving a Salesforce Sales Cloud environment in a complex B2B, account-based marketing (ABM) / sales organisation, rather than operating solely as part of a larger Salesforce development or administration team.
- Salesforce Administrator certification required; additional Salesforce certifications such as Platform App Builder or Advanced Administrator are highly desirable.
- Robust practical experience building and troubleshooting complex Salesforce Flows.
- Strong experience configuring custom objects, record types, validation rules, formulas, permissions and Lightning record pages.
- Strong understanding of long-cycle B2B sales processes, including account-based selling, multi-contact account management, campaigns, outreach tracking and opportunity management.
- Strong experience with Airtable or a comparable relational workflow / data management platform, including data structures, interfaces, formulas and automation; direct Airtable experience is desirable but not essential.
- Experience managing integrations between Salesforce and adjacent GTM, workflow or data management systems, ideally using Make.com or comparable automation platforms.
- Strong understanding of CRM data quality, including duplicate management, fuzzy matching, validation, enrichment and exception handling.
- Demonstrable experience improving CRM adoption across sales teams, particularly where users have varied levels of technical confidence.
- Strong understanding of user experience principles and the ability to translate complex processes into simple workflows and interfaces.
- Experience using automation and AI tools to improve data management, workflows, reporting or user productivity is highly desirable.
- Experience working in a fast-moving start-up, scale-up or similarly evolving environment where requirements change frequently, and solutions need to be implemented pragmatically and iterated quickly.
- Strong stakeholder management and communication skills, with the confidence to challenge requirements, explain technical decisions clearly and work effectively with non-technical users

📌 Senior Salesforce Administrator – GTM & RevOps (India)
🏢 Black Piano
📍 India