Company Description
York IE® is an innovative investment and operating firm focused on building and supporting software companies. Leveraging a team of over 250 professionals, cutting-edge AI and automation tools, and a vast network of ecosystem partnerships, the firm delivers strategic value to the private technology market. York IE's unique blend of investment funds and operational expertise empowers businesses to achieve sustainable growth and success. Their mission is encapsulated in their commitment to Fuel® Your Strategic Growth.
About the role
We are looking for a highly skilled RevOps Salesforce Specialist to own and scale our Salesforce ecosystem, driving data integrity, pipeline accuracy, and automation across the revenue organisation.
Core Responsibilities
1. CRM Architecture & Design
- Own end-to-end Salesforce architecture: data model, object design, integrations, and scalability
- Establish a single customer record across merchants, partners, and agents
- Audit and optimise standard/custom objects, relationships, and schema
- Build and maintain role hierarchy aligned with organisational structure
- Lead solution design with stakeholders and enforce governance & change control
2. Pipeline Integrity & Opportunity Management
- Standardise opportunity stages with clear entry/exit criteria and qualification frameworks (e.g., MEDDPICC)
- Configure record types for new business, renewals, and SOW-based deals
- Implement pipeline hygiene (aged opportunity tracking, alerts, and reviews)
- Ensure ACV and deal validation via workflows and approval processes
- Build closed-lost taxonomy and win/loss analytics
3. Account Management & Customer Lifecycle
- Design account roadmap and QBR frameworks within Salesforce
- Build structured sales-to-account management handoff processes
- Implement CS referral tracking and lead conversion workflows
- Configure account health scoring and renewal/expansion pipelines
- Automate upsell triggers and churn risk alerts
4. AI & Automation (Agentforce)
- Design and deploy AI agents for pipeline health, onboarding, and case triage
- Build prompt templates and enforce guardrails using Einstein tools
- Integrate AI agents with core Salesforce objects (Account, Opportunity, Case, CPQ)
- Track adoption, performance, and impact on data quality and pipeline velocity
5. Automation Governance
- Audit all automation (Flows, Workflow Rules, Process Builder, Apex)
- Consolidate into scalable Salesforce Flow architecture
- Implement validation rules ensuring data quality at entry
- Establish governance processes, audit trails, and change control frameworks
6. Reporting & Commercial Analytics
- Build dashboards for ARR, NRR, CAC, pipeline coverage, and forecast accuracy
- Enable event/lead tracking via Campaigns and lifecycle reporting
- Develop cross-functional dashboards for Sales, CS, Marketing, and Finance
- Deliver board-ready reporting directly from Salesforce
7. Tech Stack & Integration Oversight
- Maintain CRM tech stack map and integration architecture
- Govern integrations across MAPs, enrichment, CS, and reporting tools
- Monitor system health and recommend tool rationalisation
8. DevOps & Engineering Leadership
- Lead Salesforce development (Apex, LWC, Flow) with strong coding standards
- Manage CI/CD pipelines (Salesforce DX, Copado/Gearset)
- Own incident resolution and post-mortems
- Mentor team members and contribute actively to sprint planning
Technical Skills
- 6+ years of Salesforce experience (Sales, Service, CPQ, Experience Cloud)
- Expertise in Apex, LWC, SOQL, and Salesforce Flow
- Strong data model design and schema management experience
- Integration expertise (REST/SOAP APIs, MuleSoft, Workato)
- Experience with MAPs (Pardot, Marketo, HubSpot) and tools like ZoomInfo, 6sense, Gainsight
- CI/CD, Git, and Salesforce DX experience
- Understanding of CPQ, billing, and revenue systems
GTM & RevOps Experience
- 3+ years in RevOps / CRM / GTM Systems roles
- Experience with lead routing, lifecycle design, and pipeline frameworks
- Strong knowledge of forecasting models and qualification methodologies
- Proven track record in building board-level reporting
- Experience in data hygiene, enrichment, and compliance (GDPR/CCPA)
Cross-Functional Collaboration
- Partner with Sales, Customer Success, Revenue Operations, and Engineering
- Drive pipeline governance, forecasting accuracy, and CRM strategy
- Enable scalable systems to support revenue growth
