Role : Sales Operations Lead
Designation: Senior Manager
Experience: Minimum 12 years
Location: Princeton, NJ
Position Overview
The Sales Operations Lead plays a critical role in driving sales effectiveness, revenue growth, and operational efficiency for the IT services business. This role focuses on optimizing sales processes, CRM governance, pipeline management, forecasting accuracy, and enabling the sales team with data-driven insights.
The individual partners closely with Sales Leadership, Finance, Delivery, and Marketing teams to streamline operations, enhance productivity, and support strategic decision-making.
Key Responsibilities
Sales Process & Governance
- Design, implement, and continuously improve sales processes across the sales lifecycle
- Ensure adherence to defined sales methodologies and deal governance frameworks
- Standardize proposal, pricing, and contract approval workflows
2. Pipeline Management & Forecasting
- Drive pipeline hygiene and ensure accurate tracking in CRM systems (Salesforce, HubSpot, etc.)
- Build and manage sales dashboards, reports, and KPIs
- Partner with sales leadership to provide reliable forecasting and revenue visibility
3. CRM & Data Management
- Own CRM governance, data accuracy, and reporting structures
- Optimize CRM usage to improve deal tracking and conversion ratios
- Identify gaps in data quality and implement corrective actions
4. Sales Performance & Analytics
- Analyze sales performance metrics (win rate, deal size, conversion ratios, sales cycle)
- Identify trends, risks, and growth opportunities
- Provide actionable insights to leadership for strategic planning
5. Deal Support & Commercial Operations
- Assist in complex deal structuring, pricing strategies, and margin optimization
- Ensure alignment with financial goals and internal approval policies
- Coordinate with legal and finance teams for contracts and compliance
6. Stakeholder Management
- Act as a liaison between Sales, Finance, Delivery, HR, and Leadership teams
- Support executive reviews such as QBRs (Quarterly Business Reviews)
- Ensure alignment of sales goals with organizational strategy
Key Skills & Competencies
- Strong understanding of IT services sales models (AMS, Digital, Cloud, AI, Consulting)
- Expertise in CRM tools (Salesforce preferred) and reporting tools (Power BI, Tableau)
- Advanced analytical and data interpretation skills
- Strong financial acumen (pricing, margins, revenue forecasting)
- Process-oriented mindset with focus on scalability and automation
- Excellent stakeholder management and communication skills
