Sales Operations Specialist (Pharma)
About The Position
The Sales Operations Specialist is the hands-on CRM and HubSpot expert for the pharma sales team. Reporting to the Director of Sales Operations, this role keeps the CRM accurate, well structured, and continuously improving, and turns its data into pipeline, forecast, and performance insights. The specialist works closely with Business Development Executives and partners with Marketing, Project Management, Operations, Product, and Contracting to move pharma opportunities from lead intake through deal execution and handoff. The role administers and optimizes HubSpot, protects data quality, improves workflows and adoption, and supports pipeline reporting, forecasting, deal execution, commercial readiness, and marketing and event follow-up. It is a remote U.S. position with standard business hours and occasional evening or weekend work as business needs require, as well as occasional travel for client meetings, site visits, or industry events.
Requirements
- Bachelor's degree in Business Administration, Information Systems, Data Analytics, Marketing, or a related field.
- At least 4 years of professional experience in sales operations, revenue operations, CRM administration, or a similar business support function.
- Hands-on HubSpot experience, including administrator-level work with properties, pipelines, workflows, and custom reporting; equivalent depth in Salesforce or a similar CRM will be considered.
- Strong data hygiene discipline and the ability to identify process gaps, recommend improvements, and document workflows.
- Ability to manage multiple workstreams with high attention to detail and collaborate well across teams.
- Ability to sit or work at a computer workstation for extended periods while building decks, dashboards, and reports.
- Ability to work remotely with reliable connectivity for client meetings and cross-functional collaboration.
Nice To Haves
- HubSpot certifications, such as Sales Hub or Operations Hub.
- Experience with CRM integrations, automation, or migrations.
- Experience in healthcare, pharma, life sciences, or other B2B environments with complex, multi-stakeholder deal cycles.
- Experience supporting RFP or proposal processes.
- Experience in a fast-growing or scaling organization.
Responsibilities
- Administer HubSpot day to day, including properties, pipelines, deal stages, workflows, sequences, lists, views, and user permissions.
- Audit and clean CRM data, establish and enforce data standards, and resolve duplicates, gaps, and stage errors.
- Identify CRM usage friction and design, test, and roll out workflow, automation, and integration improvements with the Director of Sales Operations.
- Document field definitions, processes, and playbooks, and train and support users as the system evolves.
- Partner with the Data and Analytics team to build and refine dashboards and reports on pipeline health, conversion, velocity, and forecast accuracy, and communicate insights to sales and executive leadership.
- Track won and lost opportunities and document learnings to improve the sales process.
- Support Business Development Executives with lead qualification, deal tracking, and pharma proposal and RFP coordination.
- Coordinate handoffs and approvals across Contracting, Project Management, and Operations so deals close cleanly and transition smoothly to delivery.
- Keep sales materials current, accurate, and aligned with brand standards and product positioning.
- Capture event and conference leads in HubSpot, route them accurately, and complete timely post-event follow-up and reporting.
- Participate as needed in external client meetings and travel occasionally to industry events.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
