3+ years in Sales Operations, Revenue Operations, or Business Operations
Bachelor's degree in Business, Finance, Analytics, Economics, or equivalent experience
Strong analytical skills; proficient in data interpretation and dashboard creation
Advanced Salesforce proficiency, including workflows and reporting
Ability to manage cross-functional team processes effectively
Excellent project management and problem-solving skills
Responsibilities
Lead weekly Gate Review meetings to ensure pipeline visibility and process adherence
Support forecasting calls with GTM leadership to identify risks and trends
Maintain and enhance the sales operating model for consistent execution
Oversee Salesforce functions, focusing on data quality and workflow design
Manage process optimization and configuration of Salesforce with external partners
Own pipeline reporting and dashboard development for revenue insights
Coordinate deal approval workflows among Sales, Finance, and Legal teams
Benefits
Competitive base salary plus annual performance bonus
Comprehensive benefits package
Opportunities for professional development and training
Exposure to cross-functional leadership collaboration
Dynamic environment in a scaling GTM organization
Full Job Description
The Sales Operations Lead is responsible for driving operational excellence across the GTM organization, owning the company's sales operating model, Salesforce administration, pipeline governance, analytics, and ongoing process optimization. This role serves as a strategic partner to Sales, Finance, Legal, and Customer Success leadership by improving forecasting accuracy, strengthening sales processes, ensuring predictable revenue execution. The ideal candidate brings strong analytical capabilities, operational discipline, and the ability to manage cross-functional workflows at scale.
Your main responsibilities will be:
Sales Cadence & Pipeline Governance
Lead weekly Gate Review meetings, ensuring deal hygiene, process adherence, and strong visibility into pipeline status.
Support weekly pipeline and forecast review calls with GTM leadership, helping identify risks, coverage gaps, and trends that drive decision-making.
Maintain and evolve the company's sales operating model, ensuring consistent execution and continuous improvement.
Salesforce Ownership & Process Optimization
Serve as the functional owner of Salesforce, overseeing data quality, workflow design, reporting structure, and alignment with the sales process.
Managing day-to-day configuration needs tied to process optimization; partner with external Salesforce administrators for complex system changes.
Implement updates to the sales process, ensuring adoption through documentation, communication, and collaboration across teams.
Reporting & Analytics
Own pipeline reporting, dashboard development, and executive revenue insights-providing leadership with clear visibility into funnel performance, conversion trends, and forecast drivers.
Analyze pipeline health, sales performance, and operational bottlenecks to generate actionable insights for Sales and GTM leadership.
Support quarterly/annual planning cycles through modeling and data-driven inputs.
Deal Support & Proposal Oversight
Manage deal approval workflows across USG and International teams, coordinating stakeholder reviews across Sales, Finance, and Legal.
Partner with Proposal Managers on complex submissions, ensuring alignment and timely execution.
Your skills and qualifications:Essential education and experience:
3+ years experience in Sales Operations, Revenue Operations, or Business Operations
Bachelor's degree in Business, Finance, Analytics, Economics, or related field (or equivalent experience)
Demonstrated analytical strength-ability to interpret data, build dashboards, and identify performance drivers (Excel/Sheets required; experience with BI tools a plus).
Advanced proficiency with Salesforce, including workflows, reporting, and data governance. Formal admin certification is welcome but not required.
Proven ability to manage complex cross-functional processes and collaborate effectively with senior leadership.
Excellent project management, organization, and problem-solving capabilities
Desirable:
Salesforce certifications (Admin, Advanced Admin)
Training or coursework in analytics, GTM operations, or BI tools
Experience with pipeline forecasting, revenue planning, or operating model design.
Familiarity with public sector (USG) and international deal workflows.
Experience in a scaling or operationally complex GTM environment.
We offer a compensation package that includes a competitive base salary plus annual performance bonus and benefits. We consider many factors when determining salary offers, such as candidate's work experience, education, training & skills, as well as market and business considerations. We are also open to considering candidates with experience and qualifications at a different level than required in a job posting, which may affect the compensation package offered.
