GTM Systems Analyst

About Tebi

Tebi is creating the first Connected Restaurant Management System that makes hospitality flow. In one seamless platform, Tebi embeds sales, reservations, kitchen prep, payments, and all the data that powers it, creating smooth service and intuitive insights.

Founded by Arnout Schuijff, co-founder of Adyen, and backed by €50 million in funding from Index Ventures & CapitalG, Tebi is built in service of hospitality first. Thousands of restaurants, cafés, bars, and coffee shops across the Netherlands, UK, Italy, Spain, Germany, Denmark and Finland already love running on Tebi.

About the Role

We’re looking for a hands-on GTM Systems & Tools Analyst to help build the systems that support Tebi’s Sales, Account Management and Onboarding teams across multiple countries.

You’ll turn operational problems into working solutions: cleaner data, useful automation, better connected tools and clearer visibility into the merchant journey. You’ll work closely with our GTM systems owner, Data team and commercial leaders to improve HubSpot, Vitally and the tools around them. This is an individual contributor role with room to shape both the technical solution and the process it supports.

The right person enjoys building. You can understand what a rep or AM is trying to accomplish, trace the data and workflow behind it, and make the system easier and more reliable to use.

What You’ll Do

Build better GTM workflows

• Configure and improve HubSpot workflows, properties, integrations and reporting across the sales and merchant lifecycle.

• Connect meeting summaries and outcomes to the right HubSpot fields, so useful information is captured automatically and reps spend less time entering notes.

• Build and continuously improve prospect lists and enrichment workflows that help AEs spend more time speaking with relevant merchants.

• Document system logic, configuration decisions and workflows so they can be maintained as the team grows.

Connect merchant data to frontline tools

• Work with the Data team to bring useful information from Tebi’s backend and data warehouse into HubSpot and Vitally, such as modules in use, ARPU, turnover and relevant payback indicators.

• Implement consistent merchant definitions and classifications, including Tebi’s new vertical definitions, across HubSpot and Vitally.

• Improve data quality across systems, including investigating duplicates and designing a reliable way to keep Vitally and HubSpot records in sync.

• Help define and track commercial metrics, including customer acquisition cost that reflects onboarding time and effort.

Make Account Management and Onboarding more effective

• Develop rules and scoring that help AMs identify relevant expansion and upsell opportunities within their portfolios.

• Build automated workflows, playbooks, templates and outreach that remove repetitive onboarding administration while keeping the merchant experience personal.

• Investigate where accounts stall or fall through the cracks between confirmation and activation, then build the alerts, ownership rules and workflows that help teams act sooner.

• Partner with AM and Onboarding teams to test whether new tools save time and improve outcomes, then refine them based on how people actually work.

What You’ll Need

• Around five or more years of relevant experience in RevOps, GTM systems, sales operations, customer operations or a related systems role.

• Deep hands-on HubSpot experience, including workflows, custom properties, reporting and integrations.

• Experience connecting systems and designing automation that people use in their daily work.

• Strong SQL skills and comfort working with a data warehouse and data transformation tools.

• Experience supporting Sales, Account Management or Customer Success teams and understanding how their workflows connect across the customer lifecycle.

• The ability to map a messy process, identify the underlying problem, build a practical solution and bring users along with the change.

Nice to Have

• Experience with Vitally, Intercom, , AI enablement platforms like Gong or similar tools.

• Experience with BigQuery, Dataform, Metabase or comparable analytics tools.

• B2B SaaS experience, particularly in a growing company where systems and processes are still being built.

• Familiarity with hospitality technology, POS, payments or merchant services.

• Experience applying AI to useful operational workflows, with attention to data quality and human review.

We’re looking for someone who enjoys getting into the details, makes thoughtful technical choices, and finds satisfaction in turning a frustrating manual process into something that works.

If this speaks to you we can be the right fit. Learn more about how we work from our Recipe here:.

Benefits:

• Start-up Equity

• Competitive Salary

• Lunch in the office

• Flexible time off

• Team events

What is Restaurant Software?

Restaurants and other merchants use various software systems such as Point of Sale (POS), Reservations, Kitchen Display Systems (KDS), Payments, Inventory, Staffing, and the list goes on. These systems all need to speak to each other which they frequently don’t. It’s a mess, and we are fixing it.

From buying a croissant at a cafe to having dinner with friends, it’s a €4 Trillion+ global market and a critical part of everyday life in today's economy.

How we use AI at Tebi

We use AI the way our merchants use Tebi, to cut out the friction and get to what matters faster. We believe in a world where AI increases quality, efficiency and speed.

At Tebi, AI isn't a policy or a checkbox, it's just part of how we work. It helps us write, analyse, build, and improve but doesn’t make the last call. If there's a smarter way to do something, we want to find it.