Job Details

Shape the fundamental tech stack and GTM processes of a fast-growing cybersecurity business

Why you should join our At-Bay Security team:

At-Bay is a fast-growing InsurSec company (Insurance x Cybersecurity) on a mission to bring innovative products to the market that help protect small businesses from digital risks. As an InsurSec provider, we uniquely combine insurance with mission-critical security technologies, threat intelligence, and human expertise, to bridge the critical security capability gap that exists among SMBs in the community. We believe InsurSec is an $80B market opportunity and we are excited to introduce our first GTM Systems hire to the security team to help expand our reach and influence in the business and security community, of which we serve 35,000 customers.

Role overview:

As the first dedicated GTM Systems hire, you'll have the opportunity to shape our fundamental tech stack and processes for a fast-growing cybersecurity business with an innovative GTM model and strong business mission. You'll report to our GTM Strategy & Operations leader, and support a security function that has grown to about 60 people in the past year.

We're looking for a GTM Systems Sr Analyst who can empower our rapidly growing GTM team with best-in-class tools, systems, and processes. You'll administer and scale our GTM technology stack, designing workflows and automation that enable our customer-facing teams to do their best work. In a rapidly evolving world of GTM tech, you'll also stay informed of the most cutting-edge developments and proactively recommend if and how we should test them at At-Bay.

Responsibilities:

• Own and administer our core GTM technology stack (Salesforce, HubSpot, Gong, ZoomInfo, and enrichment providers).
• Partner with GTM leadership to uncover opportunities for enhancing sales efficiency through automation, tooling, and technology.
• Own certain elements of our quote-to-cash process, including bringing automation to pricing and discounting approvals (e.g., CPQ).
• Ability to build systems architecture – designing for future scale while maintaining flexibility to solve current state business requirements.
• Ensure data accuracy, completeness, and consistency across all GTM systems and tools.
• Regularly evaluate new GTM Ops technologies in the market with a focus on continual improvement and enhancement of GTM operational efficiency.

What excites us:

• Bachelors degree or higher in technical major such as engineering, computer science or IT.
• 3+ years of SaaS Revenue and/or Sales Operations experience focused on GTM systems and tooling. Experience in cybersecurity preferred.
• Strong foundation in modern GTM software, particularly Salesforce (Salesforce Admin Certified preferred), with deep expertise in demand generation, sales, and post-sales funnel tooling, including leads, opportunities, accounts, CPQ, and administrative best practices.
• Track record of transforming inefficient sales processes into elegant and efficient workflows
• Experience managing end-to-end system implementations from defining requirements to launching improvements
• Ability to triage feedback from sales and GTM teams and prioritize the most impactful work
• Enthusiasm for automating manual tasks. Experience with using AI to drive automation and/or a point of view on how AI can transform the sales process preferred.

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