Sales Operations Architect

About the role

The Revenue Operations team at First Advantage is responsible for improving how our global Go-to-Market (GTM) teams sell, execute, and engage customers. We connect strategy, process, systems, data, and performance visibility so GTM leaders across sales and Customer Success can run the business with clear standards, reliable execution, and trusted insights.

What You’ll Do

• Sales Operations Partner to GTM Leadership
  • Serve as a primary Sales Operations partner to Sales leadership, supporting execution, planning, and operational problem solving
  • Identify and diagnose issues related to pipeline health, territory coverage, and sales process adherence; suggest and implement improvements to those processes
  • Communicate findings effectively to Sales leaders and cross-functional stakeholders
• Revenue Planning Execution
  • Own the execution of territory, segmentation, and coverage models defined by Sales and GTM leadership
  • Operationalize planning decisions by ensuring accurate implementation across Salesforce, utilizing your deep expertise in opportunity management, pipeline mechanics, and forecasting inputs
  • Define, maintain, and enforce sales process standards, pipeline stage definitions, and verifiable criteria to move a deal forward
  • Lead annual and in year planning cycles by implementing approved changes to territories, coverage rules, and capacity assumptions
  • Define forecast process, forecast categories, data requirements and forecast governance standards
• Operational Analysis
  • Perform territory analysis to evaluate balance, coverage gaps, whitespace, and capacity alignment
  • Conduct segment level analysis (industry, vertical, region, size, selling motion) to identify execution risks and opportunities
  • Partner with Sales leadership to validate whether planning assumptions are reflected in actual execution
  • Diagnose what’s driving performance (what changed and why), using data to get to the real root cause
  • Drive action with Sales leaders (deal inspection, pipeline cleanup, process adherence) to course-correct fast
  • Turn insights into measurable improvements by partnering with Sales, RevOps, and Revenue Tech to implement changes in process, governance, and Salesforce
• Revenue Technology Implementation and Adoption
  • Partner closely with Revenue Technology, Sales leadership, and implementation partners to support the design, rollout, and adoption of Gong across the Sales organization
  • Translate Sales Operations requirements into clear business rules, workflows, forecasting inputs, pipeline inspection processes, and reporting needs within Gong
  • Help define how Gong supports deal inspection, pipeline management, forecasting discipline, sales process adherence, and leadership visibility
• Cross-Functional Collaboration
  • Work with Revenue Performance and Analytics teams to align execution insights with reporting and dashboards
  • Contribute to documentation, standards, and continuous improvement of Sales Operations processes

Required Qualifications

• 10+ years of experience in Sales Operations, Revenue Operations, or GTM Operations with a deep understanding of how to support a high growth sales org
• Proven experience transforming manual processes into automated and integrated solutions that can scale with the business
• A track record of communicating and influencing senior stakeholders to drive operational change without having direct authority
• Direct experience managing revenue operations for consumption models, including the dual-tracking of estimated ACV and realized consumption revenue
• Must have strong business judgment and problem-solving skills with the ability to connect data-driven insights to the actual needs of the business
• Data Curious with exceptional analytical skills to drive deep insight
• Highly self-directed and comfortable operating in ambiguity, owning initiatives end-to-end from a vague idea to a to a finished process
• Advanced proficiency in Excel for data analysis and modeling
• Deep functional knowledge of Salesforce, including pipeline management, forecasting, opportunity data models, and territories; SFDC Administrator certification preferred
• Experience implementing Gong or similar revenue intelligence platforms, including requirements definition, process design, rollout support, adoption, and operational governance
• Bi Tools (Power BI) experience a plus

Pay

The salary range for this position is approximately $60,000-80,000 base annually.