Specialist, Salesforce CRM

Summary

We are seeking a Salesforce Functional Analyst to own the functional architecture and evolution of our Salesforce Sales Cloud platform. This role is designed for a senior individual contributor who operates as the functional authority for Sales Cloud, shaping scalable, enterpriseready solutions that support sales strategy, revenue operations, and longterm platform health.

You will work directly with senior business and technology stakeholders to define futurestate CRM capabilities, guide solution design, and ensure functional consistency across implementations.

What You'll Do

• Own the functional architecture of Salesforce Sales Cloud across the endtoend sales lifecycle.
• Serve as the primary functional expert for Sales Cloud design, standards, and patterns.
• Partner with Sales Leadership, Sales Operations, Revenue Operations, and Technology teams to translate business strategy into scalable Salesforce solutions.
• Lead complex discovery and solutionshaping efforts, framing problems and defining futurestate capabilities rather than simply documenting requirements.
• Define and govern sales processes, business rules, and functional design patterns aligned to enterprise CRM standards and Salesforce best practices.
• Act as the functional counterpart to Technical Architects, ensuring solutions balance business outcomes, platform constraints, and longterm maintainability.
• Review and approve functional designs, configurations, and enhancements to ensure quality, usability, and architectural integrity.
• Own impact analysis across Salesforce features, integrations, and dependent systems.
• Define functional requirements for data models, integrations, and data quality in partnership with data and integration teams.
• Establish and maintain functional documentation including solution designs, process models, standards, and acceptance criteria.
• Lead User Acceptance Testing (UAT) strategy for complex initiatives, ensuring solutions meet business intent prior to release.
• Identify and drive continuous improvement opportunities across sales automation, forecasting, analytics, and user experience.
• Act as a functional mentor and thought leader, raising the quality bar for analysis and design across the CRM ecosystem.
• Support change and adoption efforts by shaping training inputs, communications, and readiness planning.

Required Qualifications

• Extensive experience (5-10 years) as a Salesforce Functional Architect or Senior Business Analyst operating at an enterprise scale.
• Deep functional expertise in Salesforce Sales Cloud, including pipeline management, forecasting, quoting, and revenue operations.
• Strong understanding of Salesforce platform capabilities and constraints (objects, fields, flows, validation rules, security model, reporting).
• Proven ability to own functional domains endtoend, from strategy through design and validation.
• Demonstrated experience shaping solutions in ambiguous environments where requirements are not fully defined.
• Experience partnering closely with Salesforce Admins, Developers, and Technical Architects to guide solution delivery.
• Strong executivelevel communication and stakeholder influence skills.
• Ability to operate autonomously, make informed tradeoffs, and deliver implementationready designs.

Preferred Qualifications

• Experience supporting Sales Operations or Revenue Operations organizations.
• Experience in Agile, SAFe, or hybrid delivery environments.
• Salesforce certifications such as Salesforce Business Analyst, Administrator, or Sales Cloud Consultant.
• Experience (5-10 years) working in large, multibusiness or global CRM environments.

Business Analysis Skills

• Proven ability to elicit requirements using interviews, workshops, and process reviews.
• Strong experience writing user stories, functional requirements, and acceptance criteria.
• Skilled in business process modeling and documentation (e.g., currentstate and futurestate process flows).
• Experience supporting UAT planning and execution in Agile or hybrid delivery models.

Sales & Revenue Domain Knowledge

• Understanding of sales lifecycle processes including pipeline management, forecasting, quoting, and revenue tracking.
• Experience working with Sales Operations or Revenue Operations teams is strongly preferred.
• Ability to translate sales KPIs and metrics into meaningful CRM reporting requirements.

Collaboration & Communication

• Strong stakeholder management skills with the ability to communicate effectively across business and technical audiences.
• Comfortable facilitating discussions, managing competing priorities, and driving consensus.
• Ability to work in crossfunctional, matrixed enterprise environments.

Tools & Methodologies

• Experience working in Agile/Scrum or SAFe delivery environments.
• Familiarity with tools such as Jira, Azure DevOps, Confluence, Lucidchart, or similar BA and delivery tools.
• Salesforce Business Analyst, Salesforce Administrator, or Sales Cloud Consultant certification is a plus.

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