Sales Operations Specialist

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.

• 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

• 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

• Standardize sales stages, qualification criteria, and close plans
• Embed value selling and ROI‑driven selling motions
• Reduce deal slippage and improve sales cycle predictability
• Audit and optimize Salesforce structure, dashboards, and reporting
• Ensure data integrity and pipeline hygiene standards
• Leverage tools like Gong / Zoom Info for inspection and insights

• 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

• Create board‑ready GTM metrics and narratives
• Establish clear visibility into:
• Win rates by segment
• Forecast accuracy
• Support leadership with data‑driven recommendations

• 5+ years in SaaS Sales Operations / Rev Ops
• Proven experience in PE‑backed SaaS companies
• Strong track record improving:
• Forecast accuracy
• Deep expertise with:
• Gong, Zoom Info, and modern Rev Ops tools
• Experience in Gov Con / Public Sector SaaS (highly preferred)
• Ability to operate at both:

• 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)

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.

• 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.