Context
Jacobs runs its sales operations on a multi-org Salesforce architecture: a primary Sales Cloud (the Client Success Platform), plus Copado for release management, Conga for document generation, Lessonly for training, and Coveo for cross-system search. The CSP carried the firm’s full opportunity pipeline across many lines of business, with security boundaries between business units, an Account-Team-driven editing model, and Opportunity-Team scoping that determined who could see what.
Jacobs’ Salesforce engineering team ran on a Copado-managed pipeline with mandatory pull requests, code review, sandbox-to-prod promotion gates, and US-based admin requirements. New work meant landing inside that pipeline, not around it.
Our role
Embedded delivery on the CSP team. Senior Salesforce practitioner working tickets in Jacobs’ Copado pipeline alongside their in-house engineers. Jacobs owned the relationship and the roadmap; we shipped through their process.
What we delivered
- Enrollment Manager role automation. New Enrollment Manager role on Opportunity Teams, surfaceable from the Opportunity record so deal owners could assign it directly, and wired into the Closed-Won email alert so the role was looped in automatically when a deal landed.
- Opportunity-Team workflow updates to match the new role taxonomy: layout, fields, and email-alert routing.
- A run of additional user stories through the Copado pipeline. The full delivery loop, from feature branches and review through to sandbox migration, production deployment, and conflict resolution, alongside in-house engineers.
We didn’t import opinions about how the team should work. We delivered through Jacobs’ pipeline as it was.
Outcome
The Enrollment Manager workflow shipped to production and is now part of Jacobs’ standard close motion. The user stories landed in the Copado pipeline alongside in-house work, with no friction over process or architecture. That is what the Embedded Delivery model is for: senior delivery inside an enterprise pipeline, billed on outcomes rather than process change.
