Senior Business Systems Analyst - GTM

Fastly helps people stay better connected with the things they love. Fastly’s edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers’ applications as close to their end-users as possible — at the edge of the Internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development. Fastly’s customers include many of the world’s most prominent companies, including GitHub, Yelp, Paramount, and JetBlue.

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Senior Business Systems Analyst - GTM

This role serves as a technical anchor for Fastly’s revenue engine, specializing in the analysis and maintenance of CPQ, Product/SKU architectures, and the Lead-to-Opportunity lifecycle. You will be responsible for ensuring seamless system behavior across Salesforce, Workato, Logisense, and NetSuite by performing deep-dive investigations into complex system flows and data discrepancies using SQL.

As the primary owner of UAT and release validation, you will build end-to-end test scripts, execute regression testing, and log detailed defects to safeguard the integrity of automated integrations. Beyond technical triage, you will bridge the gap between business and technology by translating stakeholder needs into structured requirements and managing the development backlog for revenue system enhancements.

What You'll Do:

CPQ, Product & SKU Systems Analysis

• Analyze product configuration, pricing logic, and quoting scenarios within established system frameworks.

• Support maintenance and evolution of product catalog and SKU structures based on defined GTM and Product requirements.

• Evaluate how product and pricing changes affect quoting, ordering, billing, and reporting workflows.

• Identify operational or data risks introduced by product or pricing complexity and raise findings with system owners.

Go To Market → Lead-to-Opportunity Systems & Integration Support

• Analyze end-to-end system flows across Marketo, Salesforce, CPQ, and Workato to ensure expected behaviors are functioning correctly.

• Investigate issues where system outcomes differ from defined requirements, determining likely failure domains (data, mapping, timing, configuration, or automation).

• Document observed system behaviors and impacts for review with Product Owner and technical teams.

• Support refinement of documented process flows and controls based on observed operational issues.

UAT Ownership & Release Validation

• Build and maintain end-to-end UAT test scripts for Lead → Opportunity scenarios, including standard flows and edge cases.

• Prepare and validate test data and system prerequisites across Marketo, Salesforce, CPQ, and Workato.

• Execute regression testing following integration and automation.

• Log high-quality defects with reproducible steps, system record IDs, Workato job IDs, and expected vs. actual outcomes.

• Retest fixes and maintain UAT documentation and sign-off evidence to confirm readiness.

Integration Issue Triage & Operational Support

• Serve as first-line investigator when Lead → Opportunity system flows fail or produce unexpected outcomes.

• Perform structured triage to determine if issues stem from data/setup, sequencing, mapping, system configuration, or automation behavior.

• Assemble complete diagnostic packets to support rapid resolution, including: Route issues to the appropriate resolution path and validate that fixes address the original issue.

Analytical Problem Solving & Data Investigation

• Use SQL and system analysis to investigate cross-system discrepancies and data quality issues.

• Identify patterns in incidents and raise recurring risks or improvement opportunities to system owners.

• Apply structured evaluation to select appropriate remediation paths based on established processes.

• Contribute to improving data accuracy and operational consistency within revenue systems.

Product Ownership Support & Delivery Execution

• Translate business needs into structured requirements, user stories, and test scenarios.

• Manage assigned backlog items for Lead → Opportunity enhancements and defects.

• Provide stakeholders with clear summaries of issue impacts, system constraints, and resolution status.

• Coordinate UAT activities within delivery cycles and ensure test coverage reflects real-world scenarios.

What We're Looking For:

• Bachelor’s degree in Business, Management Information Systems, Computer Science, or related field (or equivalent practical experience).

• 5+ years of experience as a Business Systems Analyst or similar role supporting Sales Systems, CPQ, or Marketing / Lead-to-Opportunity processes within a SaaS or subscription business model.

• Hands-on experience with Salesforce Sales Cloud and CPQ platforms, including quoting workflows, product configuration, pricing logic, and discounting structures.

• Working knowledge of Lead → Opportunity → Post Sales, including integrations between Marketo, CRM, CPQ, automation platforms (e.g., Workato).

• Proven experience owning UAT execution, including:

• Building end-to-end test scripts

• Preparing test data across multiple systems

• Executing regression testing

• Logging reproducible defects

• Validating fixes prior to release

• Experience performing operational issue triage in integrated system environments, with the ability to isolate whether failures stem from data, mapping, configuration, sequencing, or automation behavior.

• Strong business analysis skills with the ability to translate business needs into clear requirements, user stories, and test scenarios.

• Comfort working with system data, including SQL skills sufficient to investigate discrepancies, validate flows, and support root-cause analysis.

• Familiarity with automation/integration platforms (e.g., Workato) and understanding how data moves between systems.

• Experience supporting Agile delivery models and working closely with Product Owners and engineering teams.

• Naturally curious and detail-oriented, with a strong desire to understand system behaviors and how data flows across platforms.

• Strong written and verbal communication skills, able to clearly document findings, defects, and system behavior for both technical and business audiences.

• Self-motivated and organized, able to manage testing cycles, issue tracking, and operational investigations with minimal oversight.

• Comfortable operating within defined system architectures and collaborating with senior product or systems owners for design direction.

We’ll be super impressed if you have experience in any of these:

• The following certifications: Scrum Master or PMP

• Working Knowledge: Workato, Jira, Ironclad, Lucid, Looker, Big Query,

• Functional Knowledge: NetSuite, Rating System

Work Hours:

• This position will require you to be available during core business hours. 2pm - 11pm IST

Work Location(s) & Travel Requirements:

This position is open to applicants based in

• Pune

Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home, with 3 days a week in office.

This position may require travel as required by your role or requested by your manager.

Salary:

Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.

Basic salary: c30 lakh plus bonus, equity and benefits

This role may be eligible to participate in Fastly’s equity and discretionary bonus programs.

Benefits:

We care about you. Fastly works hard to create a positive environment for our employees, and we think your life outside of work is important too. We support our teams with great benefits that start on the first day of your employment with Fastly. Curious about our offerings?

We offer a comprehensive benefits package

Why Fastly?

• We have a huge impact. Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.

• We value diversity. Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day.

• We are passionate. Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.

We’re always looking for humble, sharp, and creative folks to join the Fastly team. If you think you might be a fit please apply! A fully completed application and resume or CV are required when applying.

All job applications must be submitted through our official careers site at www.fastly.com/about/careers. We will never request sensitive information, such as your Social Security number, bank account or credit card information during the application process. All official communication will come from an @fastly.com or @recruiting.fastly.com email address.

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Consistent with the Americans with Disabilities Act (ADA) and federal or state disability laws, Fastly will provide reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact your Recruiter, or the Fastly Employee Relations team at candidateaccommodations@fastly.com or 501-287-4901.

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