Sales Operations Specialist

About the role

TechnoMile is seeking a hands-on SaaS Sales Operations Consultant to partner with executive leadership and drive operational rigors across our go-to-market organization. This role will play a critical part in scaling the business, ensuring that pipeline generation, forecasting accuracy, and sales execution align with PE-backed growth expectations. We are looking for an operator who can diagnose issues, implement solutions, and drive measurable impact across pipeline, conversion, and sales productivity.

Responsibilities

• Pipeline & GTM Performance - Analyze current pipeline health (coverage, aging, conversion rates), define required pipeline by segment based on win rates and bookings targets, identify gaps in demand generation vs. sales execution, partner with leadership to align ICP and territory strategy, rebuild forecasting methodology (Commit / Best Case / Pipeline hygiene), implement structured deal inspection frameworks (MEDDIC or equivalent), drive consistency in stage definitions and exit criteria, improve forecast visibility across new logo vs. expansion vs. services
• Forecasting & Deal Inspection - Partner with leadership to align ICP and territory strategy, rebuild forecasting methodology(Commit / Best Case / Pipeline hygiene), implement structured deal inspection frameworks (MEDDIC or equivalent), drive consistency in stage definitions and exit criteria, improve forecast visibility across new logo vs. expansion vs. services
• Sales Process & Methodology - Standardize sales stages, qualification criteria, and close plans, embed value selling and ROI-driven selling motions, reduce deal slippage and improve sales cycle predictability
• Systems & Data (Salesforce + Gong + RevOps Stack) - Audit and optimize Salesforce structure, dashboards, and reporting, ensure data integrity and pipeline hygiene standards, build executive dashboards (pipeline coverage, conversion, velocity), leverage tools like Gong / ZoomInfo for inspection and insights
• AE Productivity & Capacity Planning - Define quota capacity model and pipeline requirements per AE, analyze performance across segments (SMB / Mid-Market / Enterprise), identify gaps in rep productivity, ramp time, and deal efficiency, recommend coverage models (AE, CSM, overlays)
• Executive Reporting & Board Readiness - Create board-ready GTM metrics and narratives, establish clear visibility into: Pipeline coverage, win rates by segment, sales cycle trends, forecast accuracy, support leadership with data-driven recommendations

Qualifications

• 5+ years in SaaS Sales Operations / RevOps
• Proven experience in PE-backed SaaS companies
• Strong track record improving: Forecast accuracy, Pipeline coverage, Sales productivity
• Deep expertise with: Salesforce (required), Gong, ZoomInfo, and modern RevOps tools
• Experience in GovCon / Public Sector SaaS (highly preferred)
• Ability to operate at both: Executive strategy level, Hands-on execution level