Roles & Responsibilities
Sales Operations
- Maintaining pipeline hygiene, deal progression tracking, and CRM data quality standards across the GTM teams (SDRs, Pre-Sales, Sales and Customer Success Managers)
- Own day-to-day SLA monitoring for SDR → Sales Manager → CS handoffs — flagging breaches and driving resolution with relevant stakeholders
- Maintain territory and quota tracking frameworks ensuring data is current and accurate at all times
- Support weekly and monthly Sales performance reporting packs for leadership
Sales Process & Funnel
- Track and monitor MQL-to-SQL-to-opportunity conversion rates — identifying anomalies and working with the Sales Ops Manager to diagnose and resolve
- Maintain lead lifecycle management rules — ensuring leads are correctly progressed, recycled, or disqualified in line with defined criteria
- Coordinate with Marketing on inbound routing logic and lead assignment rules to ensure a clean handoff from Marketing into Sales
Renewals & CS Ops
- Act as the primary RevOps owner for the Renewals pipeline — ensuring all contract renewal dates are tracked in the CRM and flagged to Sales Managers well in advance
- Build and maintain a renewal forecasting tracker — monitoring at-risk accounts based on contract timelines, usage signals, and CS health inputs
- Coordinate with Customer Success on renewal readiness — supporting renewal pipeline reviews for QBRs and MBRs
- Support expansion motion workflows — identifying cross-sell and upsell triggers within the existing customer base and ensuring they are tracked and actioned in the CRM
- Work with Deal Desk on renewal-specific commercial terms, discount approvals, and contract amendment workflows
Stakeholder & Cross-functional
- Serve as the RevOps point of contact for Marketing — ensuring campaign data, UTM tracking, and attribution inputs flow accurately into the CRM
- Partner with Finance on renewal revenue data integrity — ensuring accurate contract and billing information feeds into financial reporting
- Contribute to QBR and MBR reporting packs with Renewals and Sales Ops performance data
Qualifications
Experience
- 4–6 years in Sales Ops, Renewals Ops, or RevOps in a B2B SaaS company
- Hands-on CRM experience — Microsoft Dynamics 365 preferred, Salesforce acceptable
- Demonstrated experience owning or supporting a sales/renewals pipeline or CS Ops process
- Exposure to cross-functional collaboration across Sales, Marketing, and Customer Success
- Background in Tax Tech, FinTech, or compliance-driven SaaS is a plus
- Familiarity with expansion motion or upsell/cross-sell tracking workflows is a plus
Technical Skills
- CRM: D365 or Salesforce · Excel / Google Sheets (advanced) · Basic BI tool exposure (Power BI or equivalent) · Marketing automation (HubSpot or Marketo — working knowledge)
Soft Skills & Competencies
- Process-disciplined with strong follow-through · Effective collaborator across Sales, CS, and Marketing · Proactive in flagging risks · Comfortable building structure in ambiguous environments
Education
- Bachelor's degree in Engineering, Business, Marketing, Finance, or a related field
- CRM (D365, Salesforce, Hubspot) certifications are a plus
