About this role.
UpGuard is hiring a Revenue Systems Analyst to administer and improve the go-to-market technology stack, with CRM operations as a core focus. The role covers CRM objects, workflows, integrations, data hygiene, access controls, and sales-process automation across CRM, CPQ/billing, and customer-success systems. The analyst will partner with Revenue Operations on architecture and is expected to grow into broader cross-system ownership. Ideal candidates have 1–3 years of object-oriented CRM administration experience, strong permissions-model knowledge, API fluency, and practical familiarity with AI-enabled workflows.
Role DNA
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Job Complexity
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Core skills
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Sample interview questions
I would first classify the data and map access requirements by role, team, and business need. I would enforce controls through profiles, permission sets, roles, sharing rules, and field-level security rather than relying on page layouts, then test API and automation behavior using representative user accounts. Finally, I would document the model and establish a review process for permission changes.
I would analyze stage conversion data, required-field completion, ownership changes, and user feedback to identify failure points. I would introduce clear entry and exit criteria, validation rules or guided workflows, automated handoff tasks, and exceptions for legitimate edge cases. I would roll out the changes with documentation, enablement, and reporting to measure adoption and data-quality improvement.
I consider data ownership, transaction volume, latency needs, complexity, maintainability, error handling, security context, and the skills required to support the solution. Native CRM automation is preferable for transparent, platform-contained business logic, while an integration platform is useful for orchestrating multiple systems. Custom code is appropriate when requirements exceed no-code capabilities or require reusable, tested API logic.
I would immediately pause or restrict the process, identify the authenticated principal and execution context, and review permission assignments, integration credentials, and sharing behavior. I would compare intended versus actual access controls, audit the affected records, and correct the permission or authentication design before rerunning a limited test. I would then add logging, least-privilege controls, and regression tests to prevent recurrence.
I use LLMs to accelerate structured tasks such as drafting documentation, summarizing support patterns, proposing workflow test cases, or assisting with data-cleanup logic. I keep sensitive data out of unapproved tools, validate all outputs, and ensure that any agent actions operate under properly scoped identities and permissions. AI should reduce manual work while preserving auditability, data quality, and human accountability.
Who are we?
At UpGuard, we are replacing manual security bottlenecks with AI-driven precision. Fresh off a US$75M Series C, we are scaling our infrastructure to process 100 billion risk signals daily. This isn’t just growth; it’s a total reimagining of how the world manages cyber risk.
We build the Cyber Risk Posture Management (CRPM) platform that security teams actually love. By integrating security ratings, threat intel, and agentic AI, we empower organisations to stay ahead of an ever evolving attack surface.
We aren’t just building another tool; we’re defining a category. We provide the autonomy to ship world-class technology and the resources to do it at a global scale.
Why are we hiring for this role?
We’re looking for a builder to join our Revenue Systems team and take ownership of the systems that power our go-to-market motion. This is deliberately not a CRM-specialist role — the successful candidate will have a proven ability to work across the full GTM technology stack. You’ll start hands-on administering and improving our tooling, and grow into architectural ownership of how our GTM systems fit together.
We are looking for someone with a strong GTM systems point of view. Someone who can execute cleanly against clear written direction and tell us why one architectural choice beats another. If you think in systems, care about data integrity and access control, and are energized by the idea of AI agents and APIs doing real work inside a CRM, this is for you.
What you’ll do
Administer and improve our GTM stack — day-to-day ownership of our GTM tools: users, objects, fields, workflows, automations, integrations, validation logic, and data hygiene.
Own access and security at the data layer. Design and enforce granular, field- and property-level access controls using profiles, permission sets, and field-level security — not the UI. As we lean into AI agents and API-driven bulk actions, you’ll make sure automated processes respect each user’s permission scope at the data layer, where it actually counts.
Build automation that enforces process — deal-stage gates, handoffs, territory and eligibility logic, and the workflow actions that keep our sales process clean.
Partner on architecture. Work directly with the Rev Ops team on how our CRM, CPQ/billing, and CS systems integrate — and increasingly drive those decisions yourself as you ramp.
Work across systems, not just the CRM. Pick up projects in adjacent tools (sales engagement, CS platforms, enrichment, etc.) and apply the same systems thinking regardless of vendor.
Document what you build — clear SOPs and process documentation for the systems you own.
What will you bring?
1–3 years hands-on building and maintaining an object-oriented CRM system. Salesforce and HubSpot experience is ideal, but strong object-model fluency in a comparable system is what matters most.
Salesforce Administrator certification (or a clear path to it) is a strong plus; HubSpot CRM experience is a strong plus.
A genuine point of view on CRM architecture. You can articulate why a design choice matters — object relationships, permission models, automation patterns — not just execute a ticket.
You execute reliably against written instruction and know when to raise a hand with a better idea.
Deep comfort with the permission model — profiles, permission sets, field-level security, and teams/roles. You understand that the UI is not a security boundary and that API/agent actions run with the authenticated user’s permissions.
A general systems mindset. You’d be comfortable — not lost — if we handed you a Sales Engagement or Customer Success project instead of a Salesforce one.
An intermediate AI / Claude-specific mindset — you’ve used LLM tooling meaningfully and think about where agents fit into an ops workflow.
What gives you an edge?
Comfort with API-based actions and concepts — REST/CRUD, auth, batching, and the idea of code-driven workflow actions.
Exposure to CPQ/billing tooling, custom code actions, or CRM API integration work.
Experience supporting a fast-moving SDR/AE org.
What’s in it for you?
This role is designed to grow into system ownership. You’ll start deep in the systems themselves and take on increasing responsibility for architecture and cross-system design as you demonstrate judgment — with a clear runway toward senior systems ownership on the Revenue Systems team.
Monthly Lifestyle subsidy: Use this for financial, physical, and mental well-being
WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard
$1500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance
Annual leave: PTO plus two additional UpGuardian leave days to give you time to recharge your batteries.
18 weeks paid Parental Leave: Irrespective of parenting role
Personal Leave Allowance: This includes sick & carer’s leave
Fully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance
Top-spec hardware: All team members will be provided with top-spec laptops for their role
Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work
Health Insurance: Access to comprehensive coverage.
UpGuard is a Certified Great Place to Work® in the US, Australia, UK and India, establishing its position as a leading global technology employer. 99% of team members agree that UpGuard is a great place to work! Apply now to find out why!
As an Equal Employment Opportunity and Affirmative Action Employer, qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.
Please Note: Not all roles can be performed from the United States. Please check your specific job listing to confirm its advertised location. If the role you are applying for is listed as based in the US, we are currently only able to support hiring in the following locations: CA, CO, FL, IL, MA, MD, MO, OR, PA, TX, WA, and DC.
Before starting work with us, you will need to undertake a national police history check and reference checks.
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