The posting
We are seeking a hands-on Principal Business Systems Analyst to shape and deliver scalable business systems capabilities across the end-to-end sales lifecycle. This is a senior individual contributor role for a systems and business process leader who can operate effectively in a complex, cross-functional environment; bring structure to ambiguous problems; and influence decisions across Sales, Revenue Operations, Field Operations, Compensation, Finance, Engineering, and executive stakeholders.
You will lead high-impact initiatives spanning Salesforce, quoting and CPQ, Aviso, forecasting, reporting, and related integrations. You will translate business strategy and operational needs into durable processes, system capabilities, data standards, and measurable outcomes—from discovery and roadmap definition through implementation, adoption, and continuous improvement.
A central focus of this role is strengthening forecasting and revenue operations. You will help improve confidence in pipeline, forecast, and revenue data by advancing Aviso administration, forecast views, inspection workflows, dashboards, data synchronization, reporting, governance, and user adoption. Your work will help sales leaders and executives make faster, more consistent, and better-informed decisions.
The ideal candidate combines deep business systems expertise with strong judgment, analytical rigor, and execution discipline. You are comfortable challenging existing processes, identifying root causes, balancing competing priorities, and driving alignment without formal authority. You can move between executive-level outcomes and detailed requirements, data validation, testing, and issue resolution.
Key Responsibilities
Principal-Level Business Analysis and Program Delivery
- Lead complex, cross-functional business systems initiatives from strategy and discovery through solution design, delivery, adoption, and post-launch optimization.
- Serve as a trusted advisor to business and technology leaders, shaping priorities, surfacing tradeoffs, and recommending scalable solutions aligned to company objectives.
- Translate business strategy, operating-model needs, and process challenges into clear capabilities, functional requirements, user stories, process flows, acceptance criteria, and solution documentation.
- Establish structure and direction in ambiguous problem spaces, including defining scope, success measures, dependencies, risks, decision points, and delivery approach.
- Evaluate current-state processes and design improved future-state operating models that increase efficiency, scalability, controls, data quality, and user experience.
- Coordinate across business, systems, engineering, data, and implementation teams to deliver outcomes on time and with appropriate quality.
- Drive prioritization and roadmap discussions, manage scope and dependencies, communicate status and risks, and facilitate decisions with senior stakeholders.
- Facilitate executive and stakeholder workshops, process reviews, design sessions, requirements validation, and solution decision forums.
- Raise the quality and consistency of business analysis practices through reusable frameworks, standards, documentation, and informal coaching of other analysts and partners.
Sales Systems, Architecture, and Process Excellence
- Own or provide strategic direction for capabilities supporting lead and opportunity management, account and territory structures, forecasting, quoting, approvals, order handoff, renewals, and reporting.
- Partner with system administrators, architects, engineers, and vendors to design and implement Salesforce enhancements, workflows, automation, reports, dashboards, integrations, and controls.
- Analyze and resolve complex system, workflow, data, integration, and user-access issues across Salesforce, quoting platforms, Aviso, and related tools.
- Define and improve business rules, field definitions, ownership structures, hierarchies, data standards, and system controls to support a reliable and scalable sales technology ecosystem.
- Guide quoting and related processes, including product and pricing structures, discounting, approvals, configuration, deal-desk requirements, and downstream order and revenue data.
- Monitor critical integrations and data synchronization, investigate discrepancies, identify root causes, and coordinate durable remediation across system owners.
- Advise on role-based visibility, permissions, security, and access models in partnership with system and security teams.
- Identify opportunities to simplify the sales technology landscape, reduce manual work, eliminate duplicate processes, and improve end-to-end process integrity.
Aviso, Forecasting, and Revenue Intelligence
- Serve as a senior business systems partner for Aviso or a comparable forecasting and revenue intelligence platform.
- Lead improvements to forecast views, inspection workflows, dashboards, rules, data models, and reporting that increase forecast accuracy, consistency, and executive confidence.
- Establish and improve processes for pipeline inspection, forecast review, revenue reporting, data reconciliation, and exception management.
- Partner with Sales and Revenue Operations leaders to translate forecasting needs into actionable system capabilities and operating rhythms.
- Build and maintain recurring reports, dashboards, scorecards, and executive-ready summaries that highlight trends, risks, gaps, and recommended actions.
- Consolidate information from multiple systems into clear insights while identifying data limitations, inconsistencies, and opportunities for improved governance.
- Define, document, and reinforce common business definitions and reporting standards across pipeline, forecast, bookings, revenue, and related metrics.
Testing, Adoption, and Continuous Improvement
- Define test strategies, test plans, test cases, validation criteria, and release-readiness standards for complex functionality and system changes.
- Lead or coordinate user acceptance testing, defect triage, release validation, change communications, and post-release support across stakeholder groups.
- Establish adoption and success measures, monitor outcomes, and use feedback and operational data to improve solutions after launch.
- Create and maintain standard operating procedures, data definitions, process documentation, training materials, and quick-reference guides.
- Provide enablement, office hours, and targeted troubleshooting support for business users and operational teams.
- Build strong partnerships with power users and functional leaders to drive adoption, reinforce data discipline, and sustain process changes.
- Recommend automation and process improvements that reduce manual effort, improve visibility, strengthen controls, and increase operational effectiveness.
Required Qualifications
- 15+ years of experience in business systems analysis, Sales Operations, Revenue Operations, Sales Strategy, Business Operations, or a related function.
- Demonstrated experience operating at a principal or equivalent level, leading complex initiatives and influencing outcomes across multiple organizations without direct authority.
- Deep experience supporting enterprise sales systems in a B2B environment.
- Hands-on experience with Salesforce and related sales technology platforms, including the ability to translate business needs into scalable system solutions.
- Experience with quoting, CPQ, deal desk, pricing, approvals, or downstream order and revenue processes.
- Experience with Aviso or a comparable forecasting, pipeline management, or revenue intelligence platform.
- Proven track record gathering requirements and delivering complex system projects, enhancements, or operating-model improvements from concept through adoption.
- Strong experience with process mapping, data analysis, testing, issue resolution, root-cause analysis, and change management.
- Advanced Excel or Google Sheets skills, including lookups, pivot tables, data validation, reconciliation, and analysis of large datasets.
- Ability to establish data quality standards, reconcile conflicting information, and diagnose issues across systems and processes.
- Strong written and verbal communication skills, with the ability to explain complex systems, data, and process concepts to technical, operational, and executive audiences.
- Excellent judgment, organization, prioritization, attention to detail, follow-through, and stakeholder management skills.
- Ability to manage multiple high-priority initiatives while maintaining a strategic perspective and delivering high-quality outcomes.
Preferred Qualifications
- Experience leading sales forecasting, pipeline inspection, territory management, compensation, or revenue reporting capabilities at scale.
- Experience defining sales technology roadmaps, governance models, data standards, or cross-system operating processes.
- Familiarity with integrations, APIs, data warehouses, reporting platforms, CRM architecture, and enterprise data models.
- Experience working in an Agile environment using Jira or similar platforms.
- Experience partnering with executive stakeholders and presenting recommendations, risks, and insights to senior leadership.
- Business analysis, Salesforce, architecture, data, or project management certification.
What Success Looks Like
- Sales leaders and executives have greater confidence in pipeline, forecast, and revenue information.
- Business systems initiatives are delivered with clear outcomes, strong stakeholder alignment, and sustainable adoption.
- Sales processes are simpler, more scalable, and better controlled across the customer lifecycle.
- Data definitions, quality standards, integrations, and reporting are consistent across the sales technology ecosystem.
- The organization reduces manual work, resolves root causes more effectively, and continuously improves its operating model.
Work Arrangement
This role operates in a hybrid capacity, blending the benefits of remote work with the advantages of in-person collaboration, Located in San Jose, California. For most roles, that will mean coming into an office a minimum of 2 - 3 days per week, however certain roles and/or teams may require more frequent in-office presence. Additional team-specific guidance and norms will be provided by your manager. This role is also available remotely in the US.
The pay range for this position at commencement of employment is expected to be between USD $156,000 and USD $311,000 per year.
However, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements, including a sign-on bonus, restricted stock units, and discretionary awards in addition to a full range of medical, financial, and/or other benefits (including 401(k) eligibility and various paid time off benefits, such as vacation, sick time, and parental leave), dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.
If hired, employee will be in an “at-will position” and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors. Our application deadline is 40 days from the date of posting. In good faith, the posting may be removed prior to this date if the position is filled or extended in good faith.
