Sales Operations Lead

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.

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.

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.

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