Sales Process and Operations Lead
About The Position
This role is responsible for leading and operationalizing the system that governs pipeline management, forecasting, and sales process. The individual will also drive CRM strategy, evaluation, and implementation across sales and service. This is a single accountable owner position for Sales Process & Operations, acting as a player-coach to deliver outcomes while coordinating cross-functional resources. The role involves defining and operationalizing the end-to-end sales process, establishing pipeline management standards, driving account planning, owning forecasting methodology, improving forecast accuracy, and building pipeline coverage and conversion discipline. Additionally, the lead will spearhead CRM evaluation and selection, define future-state data models and workflows, own business requirements and prioritization, lead implementation with IT and external partners, and drive adoption across sales and service teams. The role also includes establishing a weekly/monthly business cadence, standardizing KPIs and reporting, partnering across RevOps pillars, leading through influence, directing offshore matrix resources, defining and prioritizing IT work, and building scalable processes for future team expansion. Key performance indicators include seller productivity, pipeline coverage and conversion, forecast accuracy, CRM adoption and data quality, and sales cycle time.
Requirements
- Bachelor’s degree in business, Finance, Accounting, HR, or a related discipline (or equivalent experience).
- 8+ years of experience in a sales operations-type role
- Experience leading CRM implementations, including the utilization of change management frameworks
- Strong pipeline and forecasting expertise
- Systems thinker (process, data, tools)
- Strong analytical and problem-solving abilities with excellent attention to detail
- Clear, confident communication skills and the ability to work effectively across teams
- Ability to influence senior sales leaders
Responsibilities
- Define and operationalize end-to-end sales process (lead → opportunity → close)
- Establish pipeline management standards and inspection cadence
- Drive account planning and coverage frameworks
- Own forecasting methodology and cadence
- Improve forecast accuracy and visibility
- Build pipeline coverage and conversion discipline
- Lead CRM evaluation and selection (sales + service); currently on SAP C4C V1
- Define future-state data model and workflows
- Own business requirements and prioritization
- Lead implementation with IT and external partners
- Drive adoption across sales and service teams
- Establish weekly/monthly business cadence
- Standardize KPIs and reporting for sales leadership
- Partner across RevOps pillars to drive execution
- Lead through influence across Sales, IT, and RevOps
- Direct dedicated offshore matrix resources (analytics, reporting, admin)
- Define and prioritize work delivered by IT
- Build scalable processes for future team expansion
Benefits
- tuition reimbursement
- medical, dental, and vision insurance
- prescription drug coverage
- 401(k) retirement plan
- short-term disability insurance
- 8 weeks paid birthing leave
- 2 weeks paid bonding leave
- life and long-term disability insurance
- 12 days paid time off
- 2 paid well-being days
- 1 paid volunteer day
- 12 paid holidays
- 3 floating holidays
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What This Job Offers
Job Type
Full-time
Career Level
Senior
