Location: This is a hybrid remote/in-office role.

About the Team:

The Sales Intelligence team builds the systems, models, and tooling that give commercial teams faster, more reliable insight, from opportunity health scoring to agentic AI workflows running on Salesforce. As those systems move toward production, we need someone who can sit between the business and the builders: gathering requirements, defining what a metric or rule should actually mean, and making sure what gets built matches what the business asked for.

This is a hands-on, high-ownership role. You'll define requirements and business logic directly with partners, then build the declarative Salesforce solutions, reports, validation rules, and straightforward flows, that deliver on them. Deeper data model architecture, CRM Analytics, and code-level work (Apex/LWC) sit with our platform and data engineering team, but you'll partner closely with them rather than hand off everything you touch. This role reports to the Senior Manager, Sales Innovation & Technology (Sales Intelligence team).

Responsibilities:

• Work with stakeholders and end users to gather, define, and document business requirements
• Develop user stories and process flows to support the design of Salesforce and AI-driven solutions
• Own KPI and business logic definitions for Sales Intelligence initiatives (opportunity scoring, agentic analytics, seller-facing AI tools), partnering with data engineering to translate that logic into fields, models, and rules
• Build and maintain the declarative Salesforce work tied to your own requirements: validation rules, straightforward flows, page layouts, and native reports and dashboards
• Identify and document process pain points and gaps against best practice
• Support field and picklist governance: audit existing Opportunity fields, recommend deprecation, and help design new fields for pipeline stages and health scoring
• Partner with the platform team on heavier build work (data model architecture, CRM Analytics, Apex/LWC) when a requirement exceeds declarative scope
• Demonstrate a strong understanding of Salesforce's capabilities and limitations, and communicate them clearly to non-technical stakeholders
• Contribute requirements and process documentation to the CRM Audit and Data Model workstream
• Document processes and provide training for end users and team members
• Manage prioritization conversations with stakeholders to protect scope and delivery timelines

Qualifications:

• 2-4 years of experience in business analysis, Salesforce administration, or revenue/sales operations
• Strong requirements-gathering and stakeholder management skills, comfortable pushing back on scope
• Proficient in declarative Salesforce development: validation rules, Flow, page layouts, reports and dashboards
• Strong instinct for translating ambiguous business questions into concrete, documented requirements
• Comfortable partnering with technical builders (Apex/LWC developers, data engineers) without needing to be one
• Work with both technical and non-technical stakeholders
• Strong documentation habits: process maps, user stories, decision logs
• Salesforce Administrator certification
• Experience with CRM Analytics

The salary range posted below refers only to positions that will be physically based in New York City. As with all roles, Medidata sets ranges based on a number of factors including function, level, candidate expertise and experience, and geographic location. Pay ranges for candidates in locations other than New York City, may differ based on the local market data in that region. The base salary pay range for this position is $96,000-$128,000.

Base pay is one part of the Total Rewards that Medidata provides to compensate and recognize employees for their work. Most sales positions are eligible for a commission on the terms of applicable plan documents, and many of Medidata's non-sales positions are eligible for annual bonuses. Medidata believes that benefits should connect you to the support you need when it matters most and provides benefits, including medical, dental, life and disability insurance, 401(k) matching, family leave, flexible paid time off; and 10 paid holidays per year.

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