Sales Operations Architect

About First Advantage

First Advantage is a leading provider of background screening and workforce solutions, serving Fortune 100 and Global 500 brands worldwide.

The Revenue Operations team improves how global Go-to-Market (GTM) teams sell, execute, and engage customers by connecting strategy, process, systems, data, and performance visibility.

We are seeking a Sales Operations Architect (Individual Contributor) who will support sales execution through operational leadership, analytical insight, disciplined process standards, and planning. This role orchestrates and automates operational efficiency, providing Salesforce-based operational support for the Sales organization.

• Partner with GTM Leadership as the primary Sales Operations partner to support execution, planning, and operational problem solving.
• Identify and diagnose issues related to pipeline health, territory coverage, and sales process adherence; suggest and implement process improvements.
• Communicate findings effectively to Sales leaders and cross‑functional stakeholders.
• Own the execution of territory, segmentation, and coverage models and operationalize planning decisions across Salesforce.
• Define, maintain, and enforce sales process standards, pipeline stage definitions, and criteria to move deals forward.
• Lead annual and in‑year planning cycles, implementing approved changes to territories, coverage rules, and capacity assumptions.
• Define forecast process, forecast categories, data requirements, and forecast governance standards.
• Perform territory analysis to evaluate balance, coverage gaps, whitespace, and capacity alignment.
• Conduct segment‑level analysis (industry, vertical, region, size, selling motion) to identify execution risks and opportunities.
• Validate planning assumptions against actual execution and partner with Sales leadership to adjust plans as needed.
• Diagnose performance drivers using data, identify root causes, and drive corrective actions such as deal inspection and pipeline cleanup.
• Translate insights into measurable improvements by partnering with Rev Ops and Revenue Tech to implement changes in process, governance, and Salesforce.
• Partner closely with Revenue Technology, Sales leadership, and implementation partners to design, rollout, and adopt Gong and other revenue intelligence platforms.
• Translate Sales Operations requirements into business rules, workflows, forecasting inputs, pipeline inspection processes, and reporting needs within Gong and Salesforce.
• Ensure sales execution and planning requirements are translated into scalable system solutions and aligned with reporting dashboards.

• 10+ years in Sales Operations, Revenue Operations, or GTM Operations with a deep understanding of supporting high‑growth sales orgs.
• Proven experience transforming manual processes into automated, integrated solutions that scale.
• Track record of communicating and influencing senior stakeholders to drive operational change without direct authority.
• Direct experience managing revenue operations for consumption models, including dual‑tracking of estimated ACV and realized consumption revenue.
• Strong business judgment and problem‑solving skills connecting data‑driven insights to business needs.
• Data‑curious with exceptional analytical skills for deep insight.
• Highly self‑directed and comfortable operating in ambiguity, owning initiatives end‑to‑end.
• Experience translating business goals into clear requirements for Business Analysts in Salesforce.
• Advanced proficiency in Excel for data analysis and modeling.
• Deep functional knowledge of Salesforce (pipeline management, forecasting, opportunity data models, territories); SFDC Administrator certification preferred.
• Experience implementing Gong or similar revenue intelligence platforms, including requirements definition, process design, rollout support, adoption, and governance.
• BI Tools (Power BI) experience a plus.

• Improved pipeline hygiene: fewer stale opportunities and consistent use of stage criteria and required fields.
• Reduced forecast swings driven by higher‑quality opportunity inputs and fewer late‑cycle surprises.
• Faster…