Sales Operations Lead

Role Overview

EdgeBeam Wireless is hiring a Sales Operations Lead in Boston to work directly with our CRO and build a world-class sales operation. This role oversees our Salesforce implementation, the sales team forecast, pipeline reporting, quota attainment tracking, and the metrics leadership uses to run the company.

• Sells both direct and indirect, uses an outside firm for the BDR/SDR function, and partners with marketing on lead generation.
• Bridges the gap between the sales team and marketing, ensuring a seamless lead flow and efficient order administration.

What You Will Do

• Design and build EdgeBeam's core sales process from the ground up — the stages, the rules, and the repeatable motion the team runs every day.
• Train a Salesforce-novice team and drive adoption — build the documentation, SOPs, and hands-on enablement that make the CRM and the sales process stick.
• Own Salesforce — configure it to where it needs to be, keep it clean, and make it a system reps actually use daily, working with our IT organization and outsourced consulting resources on overall platform support.
• Build and run the operating cadence with the CRO — SLT reporting, weekly pipeline reviews, monthly forecast and quota-attainment check-ins, and quarterly business reviews.
• Define how these meetings work and the data behind them.
• Establish forecasting discipline across the team — build the methodology, create the cadence, and enforce the discipline that leads to accurate, forward-looking forecasts.
• Co-lead annual sales planning — territory design, quota setting, comp-plan modeling, and the framework to track attainment through the year.
• Design and produce the recurring sales reporting the CRO, Senior Leadership Team, and board rely on — bookings, pipeline coverage, win rates, channel partner contribution, quota attainment, and conversion from marketing- and SDR-sourced leads.
• Work in an AI-first way — bring AI tooling into the function where it helps (forecast accuracy, deal scoring, pipeline summarization, partner attribution), make the case for what's worth trying, and roll it in cleanly.

What You Bring

• 4–7 years in sales or revenue operations at a B2B technology company, ideally one that sold both direct and through channels.
• Comfortable with ambiguity, no existing playbook, and standing up the cadences, reporting, and systems that don't yet exist.
• Track record of training non-technical users and driving adoption. You've built the documentation and enablement that turn a novice team into confident, consistent users of both the CRM and the sales process.
• Hands-on Salesforce expertise — configuring objects, cleaning data, building dashboards, and getting reps to actually use it. Salesforce Admin experience.
• Experience selecting and standing up the broader GTM systems stack — CPQ / quote-to-cash, lead routing, marketing automation, and the integrations between them.
• Strong forecasting and pipeline management background. You've owned the weekly forecast cycle and have your own opinions about how to run it.
• Strong data fluency — SQL or advanced spreadsheet modeling, and the ability to turn messy data into a story the exec team and board can act on.
• Direct experience with the demand-gen-to-sales handoff and with SDR/BDR teams, in-house or outsourced — lead scoring, qualification, and what good looks like in the handoff to AEs.
• Familiarity with telecom, wireless, or connectivity is a plus, as is a track record of ramping quickly on a novel, technical product with long, multi-stakeholder sales cycles.
• Diplomatic but not deferential. Clear opinions on what good pipeline and forecast data look like, and willing to share them.
• Bachelor's degree or equivalent practical experience.