Sales operations specialist

Sales Operations Specialist

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Location: India

JOB OVERVIEW

We are seeking a Sales Operations Specialist who combines hands-on Salesforce expertise with a practical understanding of how sales teams operate day to day. The right person thinks end-to-end from lead to cash and understands how CRM processes, territory design, account hierarchies, and pipeline hygiene connect at the big-picture level.

You will sit at the intersection of GTM strategy and systems execution: translating business requirements from Sales, Channel, and Marketing into Salesforce solutions, supporting data governance initiatives to keep our CRM ecosystem running cleanly as the business scales.

CORE RESPONSIBILITIES

Salesforce Administration & Data Operations

• Perform bulk data operations (import, export, update) using Data Loader and Workbench across Accounts, Opportunities, Splits, Leads, Contacts, and Territory objects.
• Administer Enterprise Territory Management (ETM): maintain territory hierarchies, assignment rules, role mappings, and support territory realignments.
• Develop and maintain Salesforce Flows and automation to streamline sales processes and enforce business rules.
• Own data quality across the Account object, including duplication, merge governance, and field standardization.
• Support D&B data enrichment workflows: field mapping, validation, and bulk enrichment using managed packages or data tools.
• Understand how third-party data (D&B, HG Insights, etc.) integrates with Salesforce to support account tiering and segmentation.
• Demonstrate working knowledge of the lead-to-cash lifecycle: Lead routing → Conversion → Opportunity creation → Splits → Forecasting → Closed-Won → Renewals.
• Support pipeline management processes including opportunity hygiene, stage progression, split accuracy, and forecast alignment.
• Assist with deal registration workflows and handoffs between direct and channel sales motions.

Cross-Functional Collaboration & Sales Support

• Collaborate with BizApps, Marketing, Engineering, Legal, Finance, and Sales teams to build cross-functional processes, acting as project owner for system-side deliverables.
• Provide day-to-day support to sales reps and managers: answer CRM questions, troubleshoot system issues, and translate rep feedback into process improvements.
• Communicate impacts of data and system changes across downstream tools (Clari, CPQ, Finance reporting) before changes go live.

Analysis & Reporting

• Perform data analysis to identify gaps, inconsistencies, and opportunities for operational improvement.
• Build and maintain SOQL queries, Salesforce reports, and dashboards that support territory reviews, pipeline inspection, and account coverage.
• Support territory planning analytics such as account-to-territory mapping audits and white-space analysis.

Required Qualifications

• Salesforce Admin 201 Certification.
• 4–5 years of hands-on Salesforce experience in a B2B environment.
• 3–4 years in Sales Operations, Revenue Operations, or Channel Operations.
• Strong proficiency in Excel/Google Sheets: VLOOKUPs, pivot tables, conditional logic, and large-dataset manipulation.
• Working knowledge of SOQL for ad-hoc analysis and troubleshooting.
• Understanding of enterprise sales models, including multi-channel distribution (direct + partner/reseller).
• Strong business acumen — you understand how CRM data connects to pipeline, forecasting, and revenue.