Sales Operations Lead
Role Overview
The Sales Operations Lead drives operational excellence across the GTM organization.
The role owns the sales operating model, Salesforce administration, pipeline governance, analytics, and process optimization.
The position partners with Sales, Finance, Legal, and Customer Success leadership to improve forecasting and revenue execution.
Key Skills for This Role
Full Job Posting
Role Overview
The Sales Operations Lead drives operational excellence across the GTM organization.
The role owns the sales operating model, Salesforce administration, pipeline governance, analytics, and process optimization.
The position partners with Sales, Finance, Legal, and Customer Success leadership to improve forecasting and revenue execution.
Sales Cadence and Pipeline Governance
- Lead weekly Gate Review meetings and ensure deal hygiene, process adherence, and pipeline visibility.
- Support weekly pipeline and forecast reviews with GTM leadership.
- Identify risks, coverage gaps, and trends that support decision-making.
- Maintain and evolve the sales operating model and drive continuous improvement.
Salesforce and Process Optimization
- Serve as the functional owner of Salesforce, including data quality, workflow design, reporting, and process alignment.
- Manage daily configuration needs and partner with external Salesforce administrators on complex system changes.
- Implement sales-process updates and drive adoption through documentation, communication, and collaboration.
Reporting and Analytics
- Own pipeline reporting, dashboard development, and executive revenue insights.
- Analyze pipeline health, sales performance, and operational bottlenecks.
- Support quarterly and annual planning through modeling and data-driven inputs.
Deal Support
- Manage deal approval workflows across USG and international teams.
- Coordinate stakeholder reviews across Sales, Finance, and Legal.
- Partner with Proposal Managers on complex submissions and support timely execution.
Essential Education and Experience
- At least 3 years of experience in Sales Operations, Revenue Operations, or Business Operations.
- Bachelor's degree in Business, Finance, Analytics, Economics, or a related field, or equivalent experience.
- Ability to interpret data, build dashboards, and identify performance drivers.
- Experience with Excel or Google Sheets.
- Advanced Salesforce proficiency covering workflows, reporting, and data governance.
- Ability to manage complex cross-functional processes and collaborate with senior leadership.
- Excellent project management, organization, and problem-solving capabilities.
Desirable Qualifications
- Salesforce Admin or Advanced Admin certification is welcome but not required.
- Training or coursework in analytics, GTM operations, or business intelligence tools is desirable.
- Experience with pipeline forecasting, revenue planning, or operating model design is desirable.
- Familiarity with public sector and international deal workflows is desirable.
- Experience in a scaling or operationally complex GTM environment is desirable.
Company Overview
HawkEye 360 provides space-based signals intelligence, radio-frequency detection, geolocation, signal processing, and AI-powered analytics for defense, intelligence, national security, and allied government customers.
Compensation
- The listed compensation range is USD 110,000 to USD 140,000 yearly.
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