Role Summary
We are looking for a highly analytical and process-driven Sales Operations professional to support the sales and marketing engine through data management, reporting, CRM administration, campaign tracking, and operational excellence. The ideal candidate will ensure visibility into pipeline performance, sales productivity, lead management, and marketing effectiveness while enabling leadership with actionable insights.
Key Responsibilities
1. Sales MIS & Reporting
● Design, maintain, and automate daily/weekly/monthly sales MIS dashboards.
● Track key sales KPIs including:
○ Leads generated
○ Lead source performance
○ Conversion rates (stage-wise)
○ Pipeline movement
○ Revenue achievement vs target
○ Sales rep productivity
○ Ageing analysis
○ Follow-up adherence
○ Lost opportunity analysis
● Prepare management reports for leadership reviews.
● Create funnel analysis reports with actionable recommendations.
● Ensure data accuracy and consistency across reports.
2. CRM Management & Administration
● Own CRM hygiene, governance, and process compliance.
● Manage lead allocation and assignment logic.
● Monitor lead lifecycle from enquiry to closure.
● Track dormant, stale, duplicate, and unattended leads.
● Create CRM workflows, automations, triggers, and alerts.
● Support CRM integrations with marketing tools and reporting platforms.
● Train sales teams on CRM best practices.
● Improve CRM adoption across teams.
CRM Platforms (preferred):
● Salesforce
● HubSpot
● Zoho CRM
● LeadSquared
● ExtraaEdge
● Freshsales
3. Sales Performance Analytics
● Analyze sales team productivity metrics:
○ Calls made
○ Talk time
○ Meetings booked
○ Follow-up effectiveness
○ Conversion by counselor/BDE/AE
○ Response time
○ Lead touchpoints
○ Win/loss ratio
● Identify performance bottlenecks and leakage points.
● Provide insights to improve conversions and productivity.
4. Marketing Campaign Tracking & Attribution
● Track digital marketing campaign performance across channels:
○ Google Ads
○ Meta Ads
○ LinkedIn campaigns
○ Email campaigns
○ Webinar campaigns
○ Referral campaigns
● Monitor:
○ CPL
○ CAC
○ ROAS
○ Lead quality
○ Source-wise conversion
○ Campaign ROI
● Work closely with marketing teams to identify high-performing campaigns.
● Create attribution and campaign performance dashboards.
5. Email Marketing Operations
● Execute and monitor email marketing campaigns.
● Build segmentation lists from CRM/database.
● Manage drip campaigns, nurturing workflows, and automation sequences.
● Track:
○ Open rates
○ CTR
○ Bounce rates
○ Unsubscribe rates
○ Conversion rates
● Optimize campaigns through A/B testing.
● Ensure email database hygiene and compliance.
Tools preferred:
● Mailchimp
● HubSpot
● ActiveCampaign
● Zoho Campaigns
● SendGrid
6. Process Improvement & Automation
● Identify inefficiencies in sales processes and recommend automation.
● Build workflows using:
○ Google Sheets automation
○ Zapier
○ Make
○ CRM automation rules
○ APIs
● Standardize reporting templates and SOPs.
● Reduce manual reporting dependency.
7. Forecasting & Pipeline Management
● Support sales forecasting exercises.
● Monitor pipeline health and stage movement.
● Flag risk opportunities and forecast gaps.
● Support target setting and territory planning.
8. Cross-functional Coordination
● Work closely with:
○ Sales
○ Marketing
○ Admissions / Operations
○ Finance
○ Leadership
● Ensure alignment between lead generation, follow-up, and closure processes.
Required Skills
Technical Skills
● Advanced Excel / Google Sheets
○ Pivot tables
○ XLOOKUP
○ INDEX MATCH
○ Dashboarding
○ Data cleaning
○ Power Query (preferred)
● CRM management
● Sales analytics
● Email automation
● Campaign attribution
● SQL (good to have)
● Power BI / Tableau / Looker Studio
● Automation tools (Zapier / Make)
Core Competencies
● Analytical thinking
● Attention to detail
● Process orientation
● Data storytelling
● Problem solving
● Stakeholder management
● Commercial understanding
● Execution discipline
Experience
For Executive level:
● 2–5 years in Sales Operations / Revenue Operations / CRM Analytics
For Manager level:
● 5–10 years in Sales Operations / Business Analytics / Revenue Operations
Ideal Background
Candidates from:
● EdTech
● SaaS
● Inside Sales organizations
● B2B / B2C high-volume sales setups
● Lead generation-driven businesses
Key KPIs for this role
● CRM data hygiene score
● Report accuracy %
● Lead response SLA adherence
● Conversion improvement %
● Sales productivity uplift
● Campaign ROI improvement
● Forecast accuracy
● Lead ageing reduction
● Follow-up compliance %
● Reduction in lead leakage

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Sales Operations Executive