Senior Business Analyst, GTM Systems

Description

Sprout Social is looking to hire a Business Analyst, GTM Systems to the Sales & Customer Experience team.

You’ll be the bridge between our revenue teams and the systems they run on. You’ll turn business needs into clear requirements, make sure what gets built actually works before it reaches the field, and work hand in hand with our Salesforce IT team. You’ll also play a leading role in our CPQ evaluation and in fixing how we measure marketing and pipeline attribution.

Why join Sprout’s Revenue Operations, Sales & Customer Experience team?

At Sprout Social, our Sales and Customer Experience team is the driving force behind how today’s most innovative brands use Sprout to power the future of customer connection. We sell and support the leading social intelligence platform for businesses, helping organizations unlock the full value of social data to drive strategic decisions. Through powerful social intelligence and trusted partnership, we enable teams to build authentic relationships and drive meaningful business impact.

As the strategic engine of our go-to-market organization, Revenue Operations builds the infrastructure that turns data into action. We specialize in architecting world-class processes and delivering the operational clarity that allows our teams to move with speed, anticipate market shifts, and optimize the entire customer lifecycle for sustainable growth.

In this role, you will collaborate with the brightest minds in the industry to support global giants like Salesforce, Airbnb, and Equifax. Just as importantly, we believe in the power of our people. You’ll find a culture that honors your ambition, encourages you to explore new horizons, and provides the framework for you to build a career that matters. If you’re ready to champion innovation and accelerate your impact, this is where you can do your best work.

What you’ll do

• Partner with Sales, Marketing, Customer Success, Renewals and Deal Desk to turn business needs into clear requirements, user stories and acceptance criteria.
• Own intake and prioritization for GTM systems requests, working with the Director of GTM Systems & Applied AI and Salesforce IT to maintain a single, prioritized backlog.
• Plan and run user acceptance testing, triage defects, and secure business-owner sign-off before changes reach the field.
• Write release notes and field communications, and support reps and managers through changes.
• Lead requirements, scenario design and scoring for our CPQ evaluation, and support delivery of the CPQ roadmap.
• Define and fix marketing and pipeline attribution: requirements, source data capture in Salesforce, and validated reporting that Marketing and Sales both trust.
• Monitor data quality on forecast, renewals and source fields, find root causes, and keep data and process definitions documented.
• Use AI tools to draft, test and document, and spend your own time on judgment, review and decisions.

What you’ll bring

You know how revenue teams work and how to get the right thing built. You write requirements that engineers can build from, you’re rigorous about testing, and you earn trust with everyone from a frontline rep to a VP.

The minimum qualifications for this role include:

• 4+ years of experience in business analysis, systems analysis or sales operations, supporting a B2B SaaS go-to-market team.
• Hands-on Salesforce experience and a working understanding of the data model.
• Proven ability to gather business requirements and write user stories and acceptance criteria.
• Experience planning and running UAT and managing releases with a central IT team that owns the platform.
• Fluency in GTM data: pipeline, forecast, bookings and renewals.
• Clear written and verbal communication with both frontline teams and executives.

Preferred qualifications for this role include:

• Experience with Salesforce CPQ or quote-to-cash, or running a systems evaluation or vendor selection.
• Experience with marketing or pipeline attribution.
• Experience with Gong or another revenue intelligence platform.
• Salesforce Administrator certification, or familiarity with SOQL.
• Experience using AI tools to speed up analysis, documentation and testing.

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization.
• Make a plan with your manager to set initial priorities, align on expectations for your role, plant goalposts for your career, and learn about Sprout’s approach to building and releasing GTM systems changes.
• Learn our GTM stack, the Salesforce data model and Salesforce IT’s release process.
• Meet your key stakeholders in Sales, Marketing, Customer Success, Renewals and Deal Desk.

Within 3 months, you’ll start hitting your stride by:

• Build connections with members from other teams through active networking and community building.
• Run intake and a standing cadence with Salesforce IT, and ship your first release end to end with stories, UAT and field communications.
• Document the requirements baseline and evaluation criteria for CPQ.
• Audit current attribution gaps and agree on requirements with Marketing and Sales leadership.

Within 6 months, you’ll be making a clear impact through:

• Have your first performance conversation with your manager, where you’ll discuss your accomplishments in your role and work together to build goals for your professional growth.
• Lead the CPQ evaluation, including scenario scripts, demos or proofs of concept, and a scored recommendation.
• Own UAT for our Gong Forecasting rollout.
• Agree on attribution definitions and rules, and test the Salesforce changes with IT.

Within 12 months, you’ll make this role your own by:

• Surprise us! Use your unique ideas and abilities to change your team in beneficial ways that we haven’t even considered yet.
• Own requirements and UAT for the first waves of the CPQ roadmap and our multiple contracts per account work.
• Deliver pipeline attribution reporting that Marketing and Sales both accept.
• Show a clear data quality trend and documented definitions that teams and AI agents can rely on.

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program 

We’re proud to regularly be recognized for our team, product, and culture. We invest in our team with a comprehensive, competitive benefits program:

• Comprehensive Health & Wellness: Premium BCBSIL medical, dental (high/low plans), and vision (Eyemed) insurance for you and your eligible dependents.
• Premium Mental Health Support: Full, free access to Modern Health for you and your dependents, including coaching, therapy sessions, and digital wellness resources.
• Retirement Savings: 401(k) plan with a 50% company match on your first 6% of contributions (a 3% total match).
• Financial Security: 100% employer-paid Life and Disability insurance for your peace of mind.
• Flexible Paid Time Off: A flexible PTO policy, supplemented with additional company-wide Rest & Recharge days throughout the year.
• Paid Parental Leave: Up to 16 weeks of paid leave for new parents to support you in expanding your family.
• Annual Lifestyle Stipend: A $1,000 USD annual Lifestyle Spending Account to spend on your physical, mental, and financial well-being.
• Work From Home Support: A one-time $550 USD stipend to set up your home office, plus a monthly $50 USD stipend for internet.
• Giving Back: 16 hours of paid volunteer time annually, plus a $100 annual match for your charitable donations.
• Additional Financial Perks: Access to pre-tax commuter benefits, subsidized child/eldercare (Care.com), discounted pet insurance (Figo), and no-cost personalized financial wellness support through Your Money Line.

*This list is for informational purposes only. Benefit offerings are discretionary and subject to change and do not constitute a contract or guarantee of benefits.

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

Our salary ranges reflect the expected earning potential for this role. Individual pay is based on geographic zone, relevant experience, and skills.

Our current hiring range for this role: $90,400 – $113,000 annually. Offers are made within this range, with opportunities to grow within the broader band based on performance and impact.

We share both our current hiring range and our broader geographic salary bands to provide transparency into our compensation philosophy. This ensures you understand not only your starting potential but also the long-term growth potential available as you progress in your role.

We have two geographic pay zones in the United States:

Zone 1 (New York, California, Washington): $99,400 – $149,200

Zone 2 (All other US states): $90,400 – $135,600

These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent, and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

Sprout Social is proud to be an Equal Opportunity Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Because Sprout Social is a federal contractor, we affirmatively recruit individuals with a disability and protected veterans. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you require a reasonable accommodation for any part of the interview process or to submit your application, please email us at [email protected]. Include the nature of your request and your preferred contact information. We'll do everything we can to support your success during our recruitment process while upholding your privacy. Please note that only inquiries regarding accommodations will receive a response from this email address; other inquiries will not be addressed (e.g., you send your resume but are not requesting an accommodation). 

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster and (2) Sprout Social's Affirmative Action Statement. 

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. 

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