Sales Operations Specialist

Mission / Purpose of the Role

The Sales Operations Specialist is the operational engine of j. awan & partners business development function. The role is responsible for ensuring pipeline integrity, follow-up discipline, reporting accuracy, and operational excellence across the sales process. From the moment an inquiry is received through to the handoff of a won engagement to delivery, the role ensures that opportunities are routed correctly, data remains accurate, follow-ups are executed on time, and nothing falls through the cracks. Working closely with partners, subject matter experts, and leadership, the Sales Operations Specialist coordinates proposal workflows, maintains HubSpot processes and automation, governs pipeline quality, and delivers the reporting required for strategic decision-making. The role does not provide advisory services or own commercial negotiations but instead ensures that the operational framework supporting business development runs efficiently, consistently, and at scale. 12 18 Month Mission Outcomes ("What Success Looks Like") Inquiry Responsiveness Every inquiry acknowledged and routed within SLA. No inquiry sits unanswered. First contact is professional, relevant, and directed to the right service line and practitioner. Pipeline Integrity The Lead and Deal pipelines reflect reality. No deal advances without exit criteria met, no ghost deals inflate the forecast, and every active record carries an owner, a current stage, and a documented next step. Proposal Coordination at Pace Proposals are consistently ready within the turnaround SLA and leave error-free. Coordination holds at pace, and slippage is escalated before it impacts deadlines. Follow-Up Discipline No submitted proposal goes cold. Every opportunity is worked through the full follow-up cadence, and breaches are identified and addressed early. Reporting the SLT Trusts The five daily huddle inputs are prepared before each huddle. SLT and Business Development dashboards remain accurate, current, and trusted. Data Quality and Forecast Support Reporting stands up to scrutiny because underlying CRM data is accurate, complete, and reliable. Cross-Sell and Clean Handoff Expansion opportunities are surfaced to the relevant partners, and won engagements are handed over with the appropriate context and documentation. Process Building The operation becomes more efficient and reliable over time through continuous process improvement. Key Accountabilities Inquiry Response, Triage and Lead Routing Acknowledge every inbound inquiry within SLA. Qualify inquiries at a basic level by service line, jurisdiction, and fit. Log and route opportunities to the appropriate practitioner or partner. Manage lead transitions between functions where applicable. Enforce qualification gates and prevent lead stagnation. Pipeline Integrity and Stage Governance Maintain stage definitions across Lead and Deal pipelines. Enforce exit criteria before stage progression. Eliminate ghost deals and maintain CRM accuracy. Ensure all active records include documented next steps and ownership. Follow-Up Cadence and SLA Enforcement Execute and monitor lead-action and deal-touch SLAs. Coordinate proposal follow-up activities. Prompt SMEs and partners to engage within agreed timelines. Escalate breaches and track all activity within HubSpot. Proposal Coordination and SLA Governance Coordinate proposal inputs from SMEs. Manage turnaround timelines across proposal categories. Assemble proposal documentation and conduct basic quality checks. Escalate risks and delays before deadlines are impacted. Sequences, Workflows and Automation Maintain HubSpot sequences, workflows, and automation. Monitor performance and troubleshoot issues. Retire underperforming automation and optimise existing processes. Reporting, Dashboards and Forecast Support Produce daily SLT reporting inputs. Maintain dashboard accuracy and relevance. Aggregate pipeline information into weekly forecast views. Support reporting requirements for leadership teams. Data Quality Governance Manage CRM deduplication and data hygiene. Ensure field completeness and source attribution. Maintain reporting integrity and accuracy. Cross-Sell, Delivery Handoff and Outcome Capture Identify cross-sell opportunities across service lines. Coordinate smooth handovers to delivery teams. Capture and document win/loss outcomes and reason codes. Core Competencies HubSpot Operational Depth Configures and maintains pipelines, stage definitions, workflows, sequences, automation, and reporting dashboards. Pipeline Integrity and Stage Governance Maintains CRM accuracy, enforces process discipline, and eliminates forecast distortion caused by poor data quality. Follow-Up Cadence and SLA Enforcement Ensures opportunities progress through defined touchpoints and that SLA breaches are identified and addressed. Inquiry Response and Lead Routing Responds quickly, qualifies accurately, and ensures inquiries reach the correct stakeholders. Reporting and Data Governance Produces accurate and reliable reporting that leadership teams can trust. SME and Stakeholder Coordination Coordinates multiple stakeholders, manages deadlines, and drives accountability. Attention to Detail and Quality Control Maintains high standards of accuracy across documentation, reporting, and CRM records. Process Discipline and Systems Thinking Builds repeatable processes that improve efficiency and scalability. Assertiveness and Professional Spine Confidently drives accountability while maintaining professionalism. Ability to manage multiple stakeholders and competing priorities. Strong communication and follow-up discipline. Attention to Detail Strong document management and quality control capability. Excellent organisational skills and accuracy. Technology HubSpot SharePoint Microsoft Office Suite Advanced spreadsheet and reporting skills Education & Experience Education: Bachelor's degree in Business, Communications, Marketing, or a related field. Operational capability, reliability, and output carry greater weight than credentials. Experience: 3 5 years' experience in Sales Operations, Revenue Operations, Sales Coordination, or Business Development Operations within professional services, consulting, GRC, compliance, financial services, or similar environments. Preferred: HubSpot Certification. GRC, compliance, or regulatory advisory experience. Experience supporting SLT-level reporting and dashboards. Experience within multi-service-line organisations. GCC market exposure. Culture & Values Alignment Demonstrates a growth mindset, resilience, and adaptability. Operates with professionalism and integrity. Prioritises data accuracy over assumption. Maintains a strong client-first approach. Builds trust through accountability and reliability. Thrives in a fast-paced, scaling environment.