Business Analyst, GTM Effectiveness

Job Details:
Business Analyst, GTM Effectiveness

Full details of the job.

Business Analyst, GTM Effectiveness

The Business Analyst supports the design, delivery, and adoption of scalable GTM solutions across the Global Model Office and broader GTM Effectiveness initiatives. This role sits at the intersection of business operations, solution design, and IT, translating business needs and stakeholder requirements into clear, traceable, implementation-ready solutions while balancing platform capabilities and constraints. As a shared resource, priorities and allocation are directed by GTM-E leadership.

A Typical Day in the Life

• Facilitating a discovery workshop with Sales, Rev Ops, and Operations stakeholders to understand current-state workflows and pain points.
• Synthesizing input from stakeholder sessions, intake requests, and cross-functional feedback to identify patterns, gaps, and priorities.
• Writing user stories with clear acceptance and exit criteria tied to documented business needs and process flows.
• Collaborating with IT Business Analysts to ensure business requirements are accurately translated into technical specifications.
• Executing UAT with business stakeholders, documenting results, and delivering readouts on readiness and open risks.

• Lead discovery sessions, workshops, and stakeholder interviews to elicit, analyze, and translate business needs into clear requirements, user stories, process flows, and acceptance criteria.
• Define and document end-to-end business processes across multiple systems, including integration points, data flows, and downstream impacts.
• Evaluate business needs against existing system capabilities, identifying opportunities for configuration, process adaptation, or solution enhancement.
• Partner with IT Business Analysts, technical teams, QA, and business stakeholders to translate requirements into implementation-ready specifications, validate solutions, and manage requirements throughout the delivery lifecycle.
• Lead change impact analysis and cross-functional alignment across Sales, Rev Ops, IT, Professional Services, Order Management, and other stakeholder groups.
• Plan and execute UAT, including developing test cases, facilitating testing, triaging issues, and providing structured readouts on outcomes, defects, and go/no-go readiness.
• Maintain requirements traceability and governance artifacts, including decision logs and RAID logs, while contributing to reusable frameworks and standards that drive consistent Business Analysis practices across work streams and regions.

• 5+ years of business analysis experience within complex, cross-functional transformation programs.
• Hands-on Salesforce (Sales Cloud) experience and familiarity with CRM-driven sales processes (opportunity management, pipeline, forecasting).
• Demonstrated ability to facilitate workshops and elicit requirements from diverse stakeholder groups including senior business leaders.
• Strong experience writing user stories, functional specs, and acceptance criteria that development teams can act on without ambiguity.
• Experience planning and executing UAT with business stakeholders.
• Familiarity with AI and automation tools (e.g., Copilot, Claude and the ability to apply them to BA workflows such as requirements synthesis, documentation, and stakeholder communication.

• GTM/sales technology ecosystems (Clari, Highspot, Outreach, CPQ, or similar).
• Data integration patterns, data migration, or system-to-system sync (e.g., ERP-to-CRM).
• Platform migrations including dual-system transitions, data validation, and cutover planning.
• Reporting and analytics tools (Snowflake, Power BI, or similar).
• Global or multi-region transformation programs.