Sales Operations Specialist

Sales Operations Consultant

Location:

Remote | Hybrid | In-Office Options

About the Role

Techno Mile is seeking a hands-on SaaS Sales Operations Consultant to partner with executive leadership and drive operational rigors across our go-to-market organization.

This role will play a critical part in scaling the business, ensuring that pipeline generation, forecasting accuracy, and sales execution align with PE-backed growth expectations.

We are looking for an operator who can diagnose issues, implement solutions, and drive measurable impact across pipeline, conversion, and sales productivity.

What You'll Do

Pipeline & GTM Performance

* Analyze current pipeline health (coverage, aging, conversion rates)

* Define required pipeline by segment based on win rates and bookings targets

* Identify gaps in demand generation vs. sales execution

* Partner with leadership to align ICP and territory strategy

Forecasting & Deal Inspection

* Rebuild forecasting methodology(Commit / Best Case / Pipeline hygiene)

* Implement structured deal inspection frameworks (MEDDIC or equivalent)

* Drive consistency in stage definitions and exit criteria

* Improve forecast visibility across new logo vs. expansion vs. services

Sales Process & Methodology

* Standardize sales stages, qualification criteria, and close plans

* Embed value selling and ROI-driven selling motions

* Reduce deal slippage and improve sales cycle predictability

Systems & Data (Salesforce + Gong + Rev Ops Stack)

* Audit and optimize Salesforce structure, dashboards, and reporting

* Ensure data integrity and pipeline hygiene standards

* Build executive dashboards (pipeline coverage, conversion, velocity)

* Leverage tools like Gong / Zoom Info for inspection and insights

AE Productivity & Capacity Planning

* Define quota capacity model and pipeline requirements per AE

* Analyze performance across segments (SMB / Mid-Market / Enterprise)

* Identify gaps in rep productivity, ramp time, and deal efficiency

* Recommend coverage models (AE, CSM, overlays)

Executive Reporting & Board Readiness

* Create board-ready GTM metrics and narratives

* Establish clear visibility into:

* Pipeline coverage

* Win rates by segment

* Sales cycle trends

* Forecast accuracy

* Support leadership with data-driven recommendations

Qualifications

* 5+ years in SaaS Sales Operations / Rev Ops

* Proven experience in PE-backed SaaS companies

* Strong track record improving:

* Forecast accuracy

* Pipeline coverage

* Sales productivity

* Deep expertise with:

* Salesforce (required)

* Gong, Zoom Info, and modern Rev Ops tools

* Experience in Gov Con / Public Sector SaaS (highly preferred)

* Ability to operate at both:

* Executive strategy level

* Hands-on execution level

Key Objectives (First 90-120 Days)

* Establish pipeline coverage standards by segment (SMB, Mid-Market, Enterprise)

* Improve forecast accuracy to >90% at commit level

* Redesign sales stages, exit criteria, and MEDDIC enforcement

* Identify and address pipeline quality vs. quantity gaps

* Build a repeatable pipeline generation model aligned to ICP

* Implement weekly operating cadence (forecast calls, deal reviews, inspection)

* Improve AE productivity metrics (pipeline per AE, win rate, cycle time)

Who We Are

Techno Mile provides AI-enabled cloud solutions that empower Gov Con, aerospace and defense, and other government-focused companies to modernize operations. Our SaaS products help clients:

* Optimize business development and sales processes.

* Streamline and de-risk contract management.

* Unlock the value of public and private data for a competitive advantage.

Today, more than 200 companies rely on Techno Mile, including over half of the top 10 federal defense contractors and the top 10 IT government contractors.

Our Culture

* Hungry, Humble, and Smart. We foster continuous learning and career growth, offering tuition reimbursement and ongoing development opportunities.

* Innovative. We embrace challenges and create solutions others cannot.

* Flexible. Remote, hybrid, and in-office options support your best work.

* Global. With teams across the U.S. and India, we collaborate worldwide with one mission.

Benefits

* Multiple healthcare plan options

* Flexible PTO

* 401(k) with 4% company match (after 90 days)