Sales Operations Specialist

Pronto Networks builds cloud-managed networking solutions used by enterprises, service providers, and public venues worldwide. Our platform powers Wi-Fi, switching, and analytics at scale, and our sales team works with sophisticated buyers across telecom, retail, hospitality, and smart infrastructure.

We're looking for a Sales Operations Specialist to sit at the heart of our outbound engineowning ICP definition, pipeline generation workflows, and tooling that enables SDRs to focus on high-quality conversations.

The Sales Operations Specialist will be responsible for building and maintaining a scalable outbound pipeline using modern sales tools and data-driven processes. This role partners closely with sales leadership and SDRs to ensure consistent outbound motion, clean data, and strong coverage of our Ideal Customer Profile (ICP).

You will not be closing dealsbut you will be instrumental in making sure deals happen.

• Define, refine, and maintain Pronto Networks Ideal Customer Profiles (ICP) across industries and geographies
• Build and manage target account lists aligned with GTM strategy
• Segment accounts by vertical, size, use case, and buying intent

• Build outbound pipelines using HubSpot, Clay.com, and Apollo
• Design workflows that consistently feed SDRs with qualified outbound opportunities
• Support multi-channel outbound motions (email, LinkedIn, call, enrichment-driven outreach)
• Ensure SDRs always have sufficient, high-quality accounts and contacts to work

• Own day-to-day operations of HubSpot CRM (data hygiene, workflows, properties, lists)
• Use Clay.com for enrichment, account research, and signal-based prospecting
• Use Apollo for contact discovery, sequencing, and outbound execution
• Maintain accurate CRM data, deduplication, and lifecycle stage tracking

• Track outbound performance metrics (coverage, conversion, response rates)
• Identify gaps in ICP coverage or outbound effectiveness
• Continuously optimize targeting, messaging inputs, and tooling workflows

• 2+ years experience in Sales Operations, Revenue Operations, or Sales Enablement
• Hands-on experience with HubSpot CRM
• Strong working knowledge of Clay.com and Apollo (or similar modern prospecting tools)
• Experience building outbound pipelines and supporting SDR teams
• Strong analytical mindset with attention to detail and data quality
• Comfortable working cross-functionally with Sales and Leadership

• Experience supporting B2B SaaS or networking / infrastructure sales
• Familiarity with account-based selling (ABM)
• Understanding of outbound sequencing and SDR KPIs
• SQL, automation, or advanced CRM workflow experience

• SDRs consistently have a full, high-quality outbound pipeline
• ICP definitions are clear, actionable, and reflected in CRM data
• Outbound motions are repeatable, measurable, and improving over time
• Sales leadership has clear visibility into pipeline health and coverage