Tech B2B Sales Operations

Data Drone is an implementation partner for Zoho, Twilio Segment, Service Now, Qualys, and Anthropic, with a full-stack build-and-engineering capability behind it. We ship first outcomes in 45 days, we run on playbooks instead of heroics, we are heavily AI-leveraged, and we are fully remote. The Operations pod runs Data Drone's own machine. This role owns the sales engine — the discipline behind the pipeline.

You own sales ops for our B2B tech motion: pipeline hygiene, CRM discipline, outreach systems, the deal desk, and forecasting. Reps sell; you make sure the pipeline reflects reality, the CRM tells the truth, outreach runs as a system, and the forecast is something the founder can actually trust. You turn a messy, gut-feel sales process into a clean, measurable machine where every deal has a stage, a next step, and a number.

You start by auditing the pipeline — stale deals, missing next steps, stages that don't match reality. You keep the CRM clean so the forecast isn't fiction. You run the outreach systems and watch what's landing. Deals that need a quote, a structure, or an approval move through the deal desk without bottlenecking. No status theater — the forecast is honest, even when honest is lower than anyone wants.

You document the playbook so the motion scales beyond any one rep.

• Enforce pipeline hygiene: every deal staged correctly with a real next step
• Hold CRM discipline so the data reflects reality, not optimism
• Run outreach systems: sequences, cadences, and the tooling behind them
• Operate the deal desk: quoting, structuring, and approvals without bottlenecks
• Build and maintain a forecast the founder can actually trust
• Report on pipeline health, conversion, and velocity — clean and on cadence
• Document the sales motion as a playbook so it scales beyond individuals

• Real depth in sales operations or revenue ops in B2B tech
• Deep CRM discipline — you've enforced hygiene and built reporting on it
• You've run outreach/sequencing tooling and pipeline reviews
• You understand forecasting and what makes a number trustworthy
• You name a soft pipeline honestly instead of dressing it up

• Experience in a services, agency, or implementation-partner sales motion
• Familiarity with Zoho CRM and outreach platforms
• Exposure to deal desk, quoting, and approval workflows
• Comfort automating CRM hygiene and reporting with n8n or AI tools

You believe a forecast is a promise, not a wish — so you keep the data honest even when honest is uncomfortable. CRM discipline is non-negotiable to you because a dirty pipeline is a lie the company tells itself. If it's not documented, it didn't happen, so the sales motion is a playbook, not tribal knowledge. Extreme ownership: pipeline health is your number, and you don't hide a bad one.

• 30 days — You've audited the pipeline and CRM, cleaned the worst of the drift, and produced an honest snapshot of pipeline health.
• 60 days — CRM discipline is enforced with a documented standard, outreach runs as a system, and the deal desk moves quotes and approvals without bottlenecks.
• 90 days — The sales motion is a measurable machine: the forecast is trusted, pipeline reporting is on cadence, and the playbook scales the motion beyond any single rep.

Zoho CRM (or equivalent), outreach/sequencing platforms, deal desk and quoting tools, forecasting and pipeline reporting dashboards, n8n for CRM hygiene automation, and AI tooling for outreach drafting and pipeline analysis.

You own the discipline that turns selling into a system. This is a high-leverage role where clean data and an honest forecast directly shape how the company grows. Remote, fast, playbook-driven, and allergic to gut-feel reporting. The work is the conversation.

• I enforce CRM hygiene so the pipeline reflects reality
• I build a forecast the founder can actually trust
• I run outreach as a system, not as ad-hoc emails
• I move deals through a deal desk without creating a bottleneck
• I name a soft pipeline honestly instead of dressing it up
• I document the sales motion so it scales beyond any one rep