York IE
Website:
york.ie
Job details:
Company Description
York IE® is an investment and operating firm dedicated to supporting software companies through strategic growth. With a 250+ member team, advanced AI and automation technology, and valuable industry partnerships, the firm unlocks new opportunities for the private technology market. York IE® combines its family of funds with an innovative operating platform to create substantial value for its portfolio companies. The firm’s proven expertise spans numerous successful engagements, delivering hands-on support to scale and accelerate growth.
About the role
We are looking for a highly experienced and technically proficient Senior Salesforce Architect to lead the design, development, and governance of our Salesforce platform. The ideal candidate brings deep expertise across Salesforce Sales Cloud, Service Cloud, and Experience Cloud, with a strong track record of architecting enterprise-grade CRM solutions. This role demands strategic thinking, hands-on technical capability, and excellent stakeholder management to drive digital transformation initiatives across cross-functional teams.
Core Responsibilities
1. CRM Architecture & System Design
- Own the end-to-end Salesforce architecture — data model design, object relationships, integration topology, and scalability planning for sustained revenue growth
- Design and enforce tiered account segmentation (Tier 1/2/3) within Salesforce Account and Lead objects, with ICP-fit scoring embedded across the full pipeline
- Build and maintain a single-customer-record architecture across the GTM stack, eliminating data fragmentation across tools and teams
- Architect deal registration, channel-specific routing, and co-sell workflows to distinctly track PLG, sales-led, and partner-led pipeline motions
- Configure CPQ/billing integrations and price book structures to eliminate manual pricing workarounds; implement discount approval workflows with margin-based guardrails
- Audit custom objects, page layouts, and field inventories regularly — remove stale fields, validate object relationships, and maintain a clean schema aligned to active business processes
2. Integration Architecture & Tech Stack Management
- Design, document, and monitor all Salesforce integrations across the GTM stack — marketing automation platforms (Pardot, Marketo, HubSpot), enrichment tools (Clay, ZoomInfo), intent platforms (6sense, Common Room), CS platforms (Gainsight, Totango), and billing systems
- Implement integration health monitoring with alerting and failover protocols; proactively identify and resolve silent sync failures before they affect reporting or routing
- Audit and consolidate redundant or overlapping tools across teams; maintain integration documentation as a living operational asset
- Deploy and govern AI/ML features within Salesforce: Einstein Lead Scoring, Opportunity Scoring, and Predictive Forecasting; ensure AI outputs are validated against a clean data foundation with a defined responsible AI governance framework
3. Data Integrity, Hygiene & Governance
- Define and enforce system-of-record standards for every critical data element across Contacts, Accounts, Opportunities, and Leads — with validation rules and required field enforcement at each pipeline stage
- Deploy automated deduplication processes and proactive data hygiene scoring targeting <2% duplicate rate and >90% field completeness across key objects
- Implement automated enrichment pipelines (Clay, ZoomInfo) with measurable quality KPIs — duplicate rate, field completeness, email bounce rate — monitored on a continuous basis
- Maintain documented data models and field mappings to ensure migration readiness and audit-trail integrity at all times
- Configure GDPR/CCPA consent management, contact suppression logic, and data retention policies; enforce compliance across forms, meeting bookings, and all outbound channels
- Establish formal workflow change-control processes: categorized remediation tracking, quarterly audit cadences, and governed workflow lifecycle management to prevent uncontrolled technical debt
4. Lead Flow, Lifecycle Configuration & Marketing Operations
- Architect end-to-end lead flow by channel — inbound, outbound, partner, PLG — with channel-specific routing rules, SLA enforcement, and conversion tracking from Lead → MQL → SQL → Opportunity
- Build speed-to-lead automation targeting <5-minute inbound response; configure missed-meeting recovery workflows and intent signal differentiation routing into distinct outbound engagement sequences
- Implement structured contact exclusion and suppression logic across all enrollment triggers, paid ad audiences, and outbound sequences
- Configure and maintain MAP-to-CRM integration quality (campaign hierarchy, UTM standards, engagement scoring, deduplication); enforce clean and consistent data flow from all marketing touchpoints
- Design multi-touch attribution models with defined lookback windows; build end-to-end MQL → SQL → Closed Won source traceability by channel to support marketing ROI reporting and budget decisions
- Govern marketing ops standards: lifecycle stage progression rules, ownership assignment logic, campaign naming conventions, and quarterly process audit cadences
5. Pipeline Integrity & Sales Process Configuration
- Design and enforce Salesforce pipeline stages with verifiable buyer-action entry and exit criteria — MEDDPICC fields, next steps, close date, and deal amount required at each gate to eliminate rep-asserted stage inflation
- Build and maintain the discount approval workflow with win-rate and margin correlation reporting; configure automated guardrails for discount threshold enforcement
- Configure a standardized closed-lost taxonomy with picklist enforcement; build win/loss analysis reporting by persona, segment, and competitor — with outputs surfaced directly to Sales and Marketing leadership
- Implement structured Salesforce forecast methodology (Commit / Best Case / Pipeline) with historical accuracy tracking; deploy AI-augmented forecasting targeting ≤5% quarterly variance
- Deploy automated pipeline aging alerts with velocity benchmarks — flag deals stalled beyond stage-time thresholds and surface friction points by segment and rep
- Build a full-lifecycle pipeline coverage framework with weighted pipeline dashboards, coverage-to-quota ratios (3x–4x), and stage-level ownership visibility for managers
6. Reporting, Dashboards & Board-Ready Analytics
- Design and maintain executive and board-ready dashboards for ARR, NRR, CAC, pipeline coverage, and forecast accuracy — auto-generated entirely from Salesforce with zero manual spreadsheet assembly
- Build shared cross-functional dashboards for Sales, Marketing, CS, and Finance — with handoff SLA tracking, relational KPIs, and lead acceptance rate visibility
- Configure rep-facing CRM UX optimized for workflow efficiency — streamlined page layouts, intelligent field sequencing, and workflow automation targeting 50%+ reduction in manual administrative tasks
- Build and maintain executive operating cadence dashboards: pipeline pacing, forecast vs. target, risk escalation, and required-vs-actual reporting updated in real time
7. Post-Sale Lifecycle & Customer Health Instrumentation
- Design sales-to-CS handoff objects within Salesforce with mandatory qualification fields, SLA enforcement, and onboarding milestone tracking; measure and report Time-to-Value (TTV) as a first-class metric
- Build multi-signal customer health scoring models integrating product usage, support ticket volume, NPS trends, and engagement data from CS platforms into a unified Salesforce health score
- Configure separate expansion and renewal pipeline objects distinct from new logo pipeline; build automated expansion triggers and churn risk alert workflows
- Implement referral and advocacy tracking with a CRM-integrated customer reference library; attribute second-order referral pipeline as a distinct source in all revenue reporting
Required Qualifications
Salesforce Certification Preferred
Salesforce Certified Administrator
Salesforce Platform App Builder
Salesforce Sales Cloud Consultant
Salesforce Service Cloud Consultant
Salesforce Data Architecture & Management Designer
Technical Skills
- 9+ years of Salesforce implementation experience across Sales Cloud, Service Cloud, CPQ, and Experience Cloud
- Expert-level Apex, LWC (Lightning Web Components), SOQL, and Salesforce Flow
- Deep expertise in Salesforce data model design, custom object architecture, and schema management
- Strong integration experience: REST/SOAP APIs, MuleSoft, Workato, and middleware platforms
- Hands-on experience integrating Salesforce with MAPs (Pardot, Marketo, HubSpot), enrichment tools (Clay, ZoomInfo), intent platforms (6sense, Common Room), and CS platforms (Gainsight, Totango)
- Proficiency in CRM Analytics / Tableau CRM and Salesforce reporting and dashboard architecture
- Familiarity with AI/ML features within Salesforce Einstein and experience deploying AI-augmented GTM workflows
- Understanding of CPQ, billing, and revenue recognition architecture within Salesforce or integrated billing systems
GTM & RevOps Domain Knowledge
- 7+ years working in a RevOps, GTM Systems, or CRM Architecture role supporting B2B SaaS revenue teams
- Hands-on experience designing lead routing, lifecycle stage models, and pipeline stage definitions tied to verifiable buyer actions
- Proven track record building multi-touch attribution models and board-ready commercial reporting (ARR, NRR, CAC) directly from Salesforce
- Working knowledge of MEDDPICC, BANT, or similar sales qualification frameworks enforced through CRM configuration
- Familiarity with structured forecast methodology (Commit / Best Case / Pipeline) and weighted pipeline coverage models
- Experience with GDPR/CCPA compliance implementation within CRM and marketing automation systems
- Demonstrated experience running data hygiene programs, deduplication automation, and enrichment pipeline management
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