Expel is looking for a Senior Manager, GTM Systems to lead the strategy, architecture, and delivery of the systems infrastructure behind our revenue engine. In this role, you will manage a small, high-impact team (a Senior GTM Systems Analyst and a Senior GTM Systems Developer) and serve as the connective tissue between our go-to-market teams and the technology that supports them.

This is a hands-on leadership role. You will partner directly with leaders across Sales, Customer Success, Marketing, Finance, and Product to turn business priorities into a systems roadmap that drives real outcomes: more pipeline, faster deal cycles, and stronger customer retention. You will also work closely with our GTM Engineer, who sits outside your reporting line but is a key collaborator in building and scaling our systems foundation.

If you like working at the intersection of technology and business strategy, and you find energy in solving cross-functional problems with systems thinking, this role was built for you.

What Expel Can Do for You

• Give you real ownership. You will own the GTM systems roadmap end-to-end, not just execute tickets handed to you by other teams.
• Put you at the center of the business. This role has a direct line to Sales, CS, Marketing, Finance, and Product leadership. You will understand how the business works, not just how the systems work.
• Let you build a team your way. You will hire, develop, and retain a team of systems professionals, with the support and autonomy to shape the function as it grows.
• Surround you with smart, kind people. Expel is a cybersecurity company built on the belief that doing right by customers and employees is a competitive advantage. The culture reflects that.
• Support your life outside of work. We offer competitive compensation, unlimited PTO that we actively encourage, up to 24 weeks of parental leave, flexible work location, and excellent health benefits.

What You Can Do for Expel

Scale Pipeline Generation

• Set the systems strategy for lead-to-opportunity workflows across Salesforce, LeanData, and marketing automation platforms, keeping infrastructure aligned with pipeline targets.
• Partner with Marketing and Sales leadership to find and fix system friction that slows pipeline velocity, and prioritize your team’s resources accordingly.
• Make sure GTM leaders have trustworthy, real-time reporting on pipeline health, source attribution, and funnel conversion.

Accelerate New and Expansion Revenue

• Own the systems roadmap for the full deal cycle, from opportunity creation through CPQ, quoting, approval workflows, and closed-won handoff to Finance.
• Partner with Sales and Finance to continuously improve CPQ logic, pricing models, and order-to-cash flows that reduce deal cycle time and improve quote accuracy.
• Drive the development of expansion and upsell tracking that surfaces opportunities within the existing customer base.

Support Retention and the Customer Lifecycle

• Define and deliver the systems infrastructure for renewal pipeline management, including health scoring integrations, renewal forecasting, and risk flagging within Salesforce.
• Partner with Customer Success leadership to ensure the team has the system views, automation, and reporting needed for proactive engagement and retention workflows.
• Lead systems changes required to support the transition of renewal ownership between Sales and CS, making sure workflows, handoff points, and reporting reflect evolving roles.

Own Cross-Functional Business Systems

• Maintain oversight of key business systems outside the core GTM stack, including Domo (reporting and BI), n8n (workflow automation), and other operational platforms.
• Keep these systems well-integrated, reliable, and aligned with broader data and reporting needs across the organization.
• Lead the technical evaluation, implementation, and development of new systems as they come online (such as Clay), ensuring they are configured correctly, integrated with existing infrastructure, and built for long-term scalability.

Lead the Team and the Roadmap

• Manage, develop, and retain a team of systems professionals. Set clear priorities, remove blockers, and create an environment where people do their best work.
• Own the GTM systems roadmap. Translate competing business needs into a sequenced plan that balances strategic initiatives, operational support, and technical debt.
• Serve as the primary systems partner to GTM leadership, Finance, and Product. Build trust through consistent delivery, proactive communication, and a deep understanding of how each team operates.
• Evaluate emerging tools and manage vendor relationships, license renewals, and procurement decisions with a focus on ROI.

Experience You Should Bring with You

We know that no single candidate will check every box. If you meet most of the qualifications below and are excited about the role, we encourage you to apply.

What We’re Looking For

• 8+ years of professional experience, with at least 3 years managing GTM or revenue systems teams.
• Deep technical fluency across the Salesforce ecosystem, including CPQ, reporting, data modeling, and integration architecture. You do not need to write Apex daily, but you should understand what is and is not possible and make sound architectural decisions.
• A track record of translating business objectives into systems strategy and managing a roadmap against competing priorities.
• Experience managing and developing technical individual contributors, including hiring, performance management, and career development.
• Strong working knowledge of GTM tools such as LeanData, ZoomInfo, Ironclad, Marketo, and iPaaS platforms (e.g., Dell Boomi).
• Excellent communication skills, with the ability to operate credibly with both executive stakeholders and deeply technical team members.
• Sharp analytical thinking with a bias toward structured problem-solving.
• Salesforce Admin Certification required; additional certifications are a plus.

Nice to Have

• Experience in cybersecurity, SaaS, or high-growth B2B environments.
• Familiarity with customer health scoring models, retention metrics, or CS platforms.
• Experience supporting renewal or expansion motions within Salesforce.
• A track record of partnering with Finance on systems that support revenue forecasting, ARR reporting, or order-to-cash workflows.
• Experience with BI and workflow automation tools (e.g., Domo, n8n, Tableau).

Additional Notes

Compensation

The base salary range for this role is $142,900 to $207,200 USD, plus bonus eligibility and equity. We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data.

Work Location

Applicants must reside within the continental United States. You can work remotely or from our headquarters in Herndon, VA. Occasional travel may be required.

Work Authorization

Applicants must be authorized to work in the United States. We do not currently sponsor immigration visas.

Equal Opportunity

Expel is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

If you need a reasonable accommodation at any point in the application or interview process, please let us know.

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