Kovai.co is a catalyst, sparking a revolution in the world of enterprise software and B2B SaaS, we are a technology powerhouse delivering best-in-class enterprise software and game-changing SaaS solutions across industries.

At Kovai.co, we're rewriting the B2B landscape by empowering over 2,500 businesses worldwide with our award-winning SaaS solutions.

Our Products:

Biztalk360
Turbo360
Document360

“UK headquarters. Indian innovation. Global impact.”

Kovai.co is fueled by a tribe of thoughtful helpers, obsessed with empowering customers, uplifting colleagues, and igniting our own journeys.

Redefining tech is our game. Are you in? Join Kovai.co – where passion meets purpose.

Opportunity: Sales Operations Executive

We are looking for a sharp, detail-oriented Outbound Operations Analyst who loves data, tools, and building systems that make salespeople more effective. You will sit at the intersection of data, technology, and outbound execution. Strategy and ICP direction will come from the VP of Growth. Your job is to turn that strategy into a steady pipeline of qualified, well-researched leads delivered to the right SDRs at the right time.

This is not a passive ops role. We want someone who owns the data engine, identifies patterns, and proactively surfaces insights that sharpen our outbound targeting.

What you will do:
Lead Research and Sourcing

Build and maintain targeted lead lists using Clay, Lusha, Apollo, and LinkedIn Sales Navigator based on ICP criteria defined by the VP of Growth
Enrich leads with firmographic, technographic, and intent data to ensure quality before they reach SDRs
Research and validate contacts, company profiles, and buying signals to prioritize the highest-fit accounts
Continuously improve sourcing logic based on conversion feedback from the SDR team

Lead Routing and Queue Management

Assign enriched leads to SDRs based on territory, segment, or rotation rules set by leadership
Manage lead queues in Pipedrive/HubSpot to ensure SDRs always have a healthy pipeline to work from
Flag stale, duplicate, or low-quality leads and maintain overall list hygiene

Workflow and Tool Management

Own and maintain Clay workflows including waterfalls, enrichment sequences, and integrations with Pipedrive/HubSpot and Outplay
Set up and optimize outbound sequences in Outplay in coordination with the SDR team
Identify automation opportunities to reduce manual work and increase lead throughput

Reporting and Analytics

Build and maintain weekly outbound dashboards covering lead volume, SDR activity, reply rates, meeting rates, and sequence performance
Track data quality metrics and maintain clean records in the CRM
Provide the VP of Growth with regular reporting on outbound health and flag issues early
Run ad hoc analysis when the team needs to test a new segment or campaign hypothesis

What are we looking for

1 to 3 years of experience in a sales ops, revenue ops, growth ops, or outbound support role
Hands-on experience with Clay is strongly preferred. If you have not used Clay, you must have strong experience with Apollo or a similar data enrichment platform and be willing to learn Clay quickly
Working knowledge of any CRM including list management, workflows, and reporting
Comfortable with data, spreadsheets, and building dashboards. SQL is a plus but not mandatory
High attention to detail. You spot a bad email format or a duplicate record without being told
Self-driven with the ability to manage multiple tasks and prioritize independently
Strong written communication in English
Curiosity about B2B SaaS, outbound sales, and how pipeline is built

What makes you stand out

You have run lead research and enrichment workflows end to end, not just filled in spreadsheets
You understand what makes a good ICP fit and can apply judgment, not just filters
You have built or improved something in a past role, not just maintained it
You follow SaaS and outbound trends and are excited about AI in sales workflows

Why Document 360

You will be close to strategy. You report directly to the VP of Growth and your work directly shapes pipeline
We are at a high-growth stage where your systems will be visible and impactful from day one
You will work with modern outbound tools at the cutting edge of B2B sales automation
Room to grow into a senior RevOps or Growth Ops role as the team scales

Equal Opportunities:

Kovai.co is committed to building a workforce that reflects the richness of our society. We believe in fostering a culture of belonging and respect for all. Kovai.co stands firmly against discrimination, ensuring equal opportunity for everyone to build a successful career.

Kovai.co

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Sales Operations Executive