{"id":4130048,"url":"https://alion.io/job/12twenty-gtm-systems-manager","title":"GTM Systems Manager","company":{"id":1761432,"name":"12twenty","domain":"12twenty.com","url":"https://alion.io/company/12twenty","size_band":null,"is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":null},"role":"Enterprise Apps","role_family":"Enterprise Apps","seniority":"middle","employment_type":null,"work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":null,"experience_years_min":3,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[{"name":"ETL/ELT","optional":false},{"name":"Google BigQuery","optional":false},{"name":"Salesforce Flow","optional":false},{"name":"Snowflake","optional":false},{"name":"SQL","optional":false},{"name":"Zapier","optional":false},{"name":"Apex","optional":true}],"status":"live","first_seen_at":"2026-11-11T21:47:08Z","employer_posted_date":"2026-11-11","last_verified_at":"2026-11-12T02:16:18Z","board_verified":true,"closed_at":null,"days_open":0,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":0},"description":"12twenty is the leading platform for employers to connect with elite early career professionals. Our community includes millions of students, recent graduates, and alumni from top business schools, law schools, and universities around the world. We take pride connecting our community of candidates with recruiters from top companies across industries. Come join our fast growing organization!\nAbout 12twenty\n12twenty is a leading career services and early-career recruiting platform connecting universities, students, alumni, and employers. Our technology helps universities manage career services and employer relationships while enabling companies to identify, engage, and recruit emerging talent.\nOur go-to-market organization sells to both sides of that network: universities and schools (our TU business) and employers (our TE business). The two are connected. Our university customer footprint shapes where and how we sell to employers, and our systems need to reflect that relationship. As we scale, we are investing in the systems, data, and automation required to drive pipeline generation and a more predictable revenue engine.\nPosition Overview\n12twenty is seeking a highly analytical, hands-on GTM Systems Manager to own the systems, integrations, and data infrastructure that power our Marketing, SDR, and Sales teams.\nSalesforce is our single source of truth. HubSpot, Gong, Nooks, and ZoomInfo connect to it, and this role is responsible for making those tools, along with data from the 12twenty product, operate as one system. You will own how prospects move from first engagement through marketing qualification, SDR follow-up, and into the sales pipeline, and how leads and accounts are assigned across a two-sided business with distinct segments and territory rules.\nWe do not use a dedicated lead routing tool today. You will build and maintain our routing and assignment logic in Salesforce Flow, and help us decide whether and when a dedicated routing platform is worth adding.\nThis is a hands-on individual contributor role for someone who enjoys solving problems, building scalable workflows, and seeing the direct effect of their work on revenue.\nOur GTM Tech Stack\nSalesforce: CRM and system of record\nHubSpot: marketing automation, synced to Salesforce\nNooks: power and parallel dialing, sales engagement\nZoomInfo: data enrichment and prospecting\nGong: conversation intelligence\n12twenty platform: product usage and engagement data, connected to Salesforce and HubSpot\nSalesNavigator: AE/SDR outbound\nKey Responsibilities\nGTM Systems Administration and Ownership\nServe as primary administrator for Salesforce, the system of record for all GTM data, and for HubSpot and its sync to Salesforce.\nOwn the administration and optimization of Nooks, ZoomInfo, and Gong, including their integrations with Salesforce.\nEvaluate new technologies, including routing, enrichment, and AI-enabled tools such as Clay, and recommend solutions based on cost, adoption, and expected impact.\nMaintain system documentation, architecture diagrams, workflows, and configuration standards.\nLead Lifecycle, Routing, and Territory Management\nOwn the end-to-end lead lifecycle: capture, deduplication, enrichment, scoring, qualification, and assignment.\nEstablish and maintain lifecycle definitions and MQL criteria across HubSpot and Salesforce.\nBuild and maintain routing and assignment logic in Salesforce Flow, including round-robin, named-account, segment-based, and territory-based rules.\nSupport our territory model in the system: upmarket and downmarket segments defined by employee count, named accounts with caps, a shared account pool, SDR round-robin distribution of pool meetings, and specialized territories such as government.\nEnforce our rules of engagement in the system, so account ownership, conflicts, and reassignments are handled consistently rather than manually.\nModel and maintain the relationship between university (TU) customers and employer (TE) accounts in Salesforce, so the TU footprint can inform TE targeting and territory decisions.\nRoute and track leads by source, including Marketing, Product (PLG) leads that flow to the TE team, CX-sourced opportunities handed to Sales, and SDR outbound.\nMonitor lead flow for dropped, duplicated, delayed, or misrouted leads, find root causes, and fix them.\nSystems Integration and Automation\nManage the HubSpot and Salesforce integration, including field mapping, sync rules, conflict resolution, and error monitoring.\nBuild and maintain automated workflows that reduce manual work across Marketing, SDR, and Sales, using Salesforce Flow, native connectors, middleware such as Zapier or Workato, and APIs.\nMaintain the firmographic data (employee count, industry, location) that segment and territory assignment depend on, using ZoomInfo and other enrichment sources.\nIdentify opportunities to apply automation, AI, and enrichment to improve prospecting and SDR efficiency.\nConnect the 12twenty product to our GTM systems: partner with Product, Engineering, and Data teams to bring product usage, engagement, and account data into Salesforce and HubSpot.\nDesign and maintain the data model, sync logic, and record matching that tie product users, schools, and employers to the right leads, contacts, and accounts.\nPut product signals to work in lead scoring, PLG routing, and alerts to Sales, SDR, and CX, so reps can act on in-product activity.\nFunnel Performance, Reporting, and Analytics\nBuild and maintain the Salesforce dashboards that feed leadership's recurring KPI reviews.\nReport on the full funnel by business (TE and TU) and by lead source: MQLs, meetings booked and completed, SQOs, pipeline, average selling price, and days to close.\nInclude product usage and engagement signals in funnel and account reporting, such as PLG user conversion, activity by customer, and usage trends that point to expansion or renewal risk.\nMonitor speed-to-lead, SDR follow-up activity, and adherence to MQL-to-SDR service-level agreements set with Marketing and SDR leadership.\nTrack sales engagement and activity metrics in Nooks and Salesforce to identify ways to improve SDR productivity.\nRecommend improvements based on trends and conversion data.\nData Quality and Governance\nSet and maintain data hygiene standards across Salesforce, HubSpot, and connected tools, including deduplication, validation, and enrichment.\nKeep field definitions, lifecycle stages, account ownership, and reporting structures consistent.\nTreat Salesforce data from January 2025 forward as the reporting baseline, and clean up or archive older records as needed.\nMonitor system health and integration errors, and document governance standards.\nCross-Functional Partnership\nWork with Marketing, SDR, Sales, and Solution Consulting leadership to translate business requirements into system changes.\nManage and prioritize incoming system requests, balancing immediate needs with long-term scalability.\nCommunicate system changes, train users, and drive adoption of new processes.\nScope of the Role\nThis role owns GTM systems, data, routing, automation, and funnel reporting. Territory design, quota setting, compensation plans, and forecasting methodology are owned by Revenue leadership; this role builds and maintains the systems and reporting that support those decisions.\nYour First 90 Days\nLearn our two-sided business, our segments, and how leads and accounts move through the funnel today.\nAudit and harden the round-robin, account pool, and rules-of-engagement logic supporting our 2027 territory structure.\nClean up account ownership and resolve assignment gaps following the territory changes.\nTake ownership of the Salesforce dashboards behind leadership's KPI reviews and align funnel reporting to our 2027 plan.\nMap the data available in the 12twenty platform with Product and Engineering, and agree on a plan for bringing the highest-priority signals into Salesforce.\nEstablish a data quality baseline and a prioritized backlog of system improvements.\nQualifications and Experience\nRequired\n3 to 5+ years in Revenue Operations, Marketing Operations, Sales Operations, or a similar systems-focused role.\nAdvanced Salesforce administration experience, including configuration, Flow, reporting, and dashboards.\nExperience building lead routing and assignment logic in Salesforce Flow (round-robin, territory, or account-based), with or without a dedicated routing tool.\nHands-on HubSpot experience, including workflows, lead scoring, lifecycle management, and the Salesforce integration.\nExperience administering sales engagement and dialing platforms (Nooks or similar) and data enrichment tools (ZoomInfo or similar).\nWorking knowledge of APIs, webhooks, and integration platforms such as Zapier or Workato.\nExperience integrating product or application usage data into a CRM or marketing automation platform, in partnership with engineering or data teams.\nStrong analytical, troubleshooting, documentation, and communication skills.\nPreferred\nSalesforce Administrator certification.\nExperience with tools such as Gong, Clay, LeanData, Chili Piper, Outreach, Salesloft, or Apollo.\nExperience supporting a SaaS business with multiple segments, products, or buyer types.\nExperience implementing territory models, named accounts, or rules of engagement in Salesforce.\nExperience with SQL or other tools for advanced reporting and data management.\nExperience with data warehouses, customer data platforms, or reverse ETL tools such as Snowflake, BigQuery, Segment, Census, or Hightouch.\nExposure to AI-enabled GTM workflows.\nWhat Success Looks Like\nAccurate routing: every qualified lead and pool meeting reaches the correct owner under our segment, territory, and rules-of-engagement logic, with misrouted leads tracked and trending toward zero.\nSpeed-to-lead: MQL-to-first-touch times meet the service-level agreements set with Marketing and SDR leadership.\nTrusted data: leadership reports from Salesforce without manual reconciliation, and account ownership and segment data are accurate.\nFunnel visibility: TE and TU funnel reporting by lead source is current and used in leadership reviews.\nProduct data in the CRM: product usage and engagement data from the 12twenty platform is available in Salesforce and HubSpot and used in lead scoring, PLG routing, and account prioritization.\nLess manual work: fewer manual assignment, data-entry, and sync-fix tasks for Sales, SDR, and Marketing.\nScalable systems: documented, well-governed systems that support growth without rework.\nIdeal Candidate Profile\nWe are looking for a systems thinker who is also a hands-on operator. You are curious about how systems connect, quick to spot where processes break, and motivated by building solutions that make the whole revenue team more effective.\nYou understand how technology supports revenue, not only how to configure it. You work independently, manage competing priorities, and bring structure to a GTM environment that is still evolving.\nWe want someone who can own the systems and processes behind our revenue engine, so that the right data reaches the right people at the right time.\nCompensation\nThe base salary range for this fully remote role is $129,000 to $159,000. Final compensation depends on experience, skills, and qualifications.\nThe annual compensation range for this position is listed above. This salary range is an estimate, and the actual salary may vary based on company compensation practices, job related skills, depth of experience, relevant certifications and trainings, in addition to geographic location. \nIn addition to the range below, US employees are eligible for equity. Employees in this position are also eligible to participate in the Company’s standard benefit programs, which currently include the following: medical, dental, and vision benefits, 401(k), and paid time off.\nBenefits & Perks:\nCompetitive salary\nGenerous PTO policy\nFull benefits, including 401(k)\nRegular team happy hours and activities\nRemot...","description_format":"text","description_chars":12759,"description_truncated":true,"requirements":{"experience_years_min":3,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Equity","Stock options"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["EdTech Platforms","Career Services"],"lifecycle":[{"event":"open","at":"2026-11-12T02:16:18Z"}],"visa":[],"liveness":{"score":86,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.86,"p_room":1,"age_days":0,"expected_fill_days":55,"reasons":["conf:1","win:early"],"computed_at":"2026-11-12T03:19:36Z"},"pay":null,"html_url":"https://alion.io/job/12twenty-gtm-systems-manager","json_url":"https://alion.io/job/12twenty-gtm-systems-manager.json","meta":{"generated_at":"2026-11-12T03:19:36Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":7347,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-13T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.1,"usd":0.01,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":1761432},"rest":"https://alion.io/mcp/rest/get_company?id=1761432"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2F12twenty-gtm-systems-manager"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":2,"usd":0.2},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2F12twenty-gtm-systems-manager"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.1,"usd":0.01},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2F12twenty-gtm-systems-manager"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/12twenty-gtm-systems-manager\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2F12twenty-gtm-systems-manager"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":4130048}},{"tool":"search_jobs","arguments":{"company":"12twenty.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":4130048},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. Docs: https://alion.io/developers"}}