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:
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Biztalk360
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Turbo360
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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
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Build and maintain targeted lead lists using Clay, Lusha, Apollo, and LinkedIn Sales Navigator based on ICP criteria defined by the VP of Growth
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Enrich leads with firmographic, technographic, and intent data to ensure quality before they reach SDRs
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Research and validate contacts, company profiles, and buying signals to prioritize the highest-fit accounts
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Continuously improve sourcing logic based on conversion feedback from the SDR team
Lead Routing and Queue Management
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Assign enriched leads to SDRs based on territory, segment, or rotation rules set by leadership
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Manage lead queues in Pipedrive/HubSpot to ensure SDRs always have a healthy pipeline to work from
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Flag stale, duplicate, or low-quality leads and maintain overall list hygiene
Workflow and Tool Management
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Own and maintain Clay workflows including waterfalls, enrichment sequences, and integrations with Pipedrive/HubSpot and Outplay
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Set up and optimize outbound sequences in Outplay in coordination with the SDR team
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Identify automation opportunities to reduce manual work and increase lead throughput
Reporting and Analytics
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Build and maintain weekly outbound dashboards covering lead volume, SDR activity, reply rates, meeting rates, and sequence performance
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Track data quality metrics and maintain clean records in the CRM
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Provide the VP of Growth with regular reporting on outbound health and flag issues early
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Run ad hoc analysis when the team needs to test a new segment or campaign hypothesis
What are we looking for
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1 to 3 years of experience in a sales ops, revenue ops, growth ops, or outbound support role
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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
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Working knowledge of any CRM including list management, workflows, and reporting
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Comfortable with data, spreadsheets, and building dashboards. SQL is a plus but not mandatory
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High attention to detail. You spot a bad email format or a duplicate record without being told
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Self-driven with the ability to manage multiple tasks and prioritize independently
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Strong written communication in English
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Curiosity about B2B SaaS, outbound sales, and how pipeline is built
What makes you stand out
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You have run lead research and enrichment workflows end to end, not just filled in spreadsheets
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You understand what makes a good ICP fit and can apply judgment, not just filters
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You have built or improved something in a past role, not just maintained it
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You follow SaaS and outbound trends and are excited about AI in sales workflows
Why Document 360
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You will be close to strategy. You report directly to the VP of Growth and your work directly shapes pipeline
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We are at a high-growth stage where your systems will be visible and impactful from day one
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You will work with modern outbound tools at the cutting edge of B2B sales automation
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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.
