XTN-6293207 | SALES OPERATIONS OFFICER

The Sales Operations Officer will serve as a foundational team member, responsible for setting up the sales infrastructure, systems, and processes needed to scale revenue operations. This role is critical to building and managing the company’s HubSpot CRM, enabling a data-driven sales process, and supporting all performance reporting, forecasting, and automation needs. As a startup, many of the sales systems and playbooks are still being developed—this role requires someone who can strategize, implement, and iterate with agility. The Officer will work closely with Sales, Business Development and Marketing teams to bridge execution with insights

• Health Insurance/HMO
• Enjoy unlimited MadMax Coffee
• Diverse learning & growth opportunities
• Accessible Cloud HR platform (Sprout)
• Above standard leaves

CRM Setup, Management & Optimization

• CRM Setup: Lead the implementation and configuration of HubSpot CRM, customizing deal pipelines, contact properties, automation workflows, and data architecture.
• Pipeline Management: Maintain an organized and up-to-date sales pipeline, tracking leads, opportunities, and progress through the sales cycle.
• CRM Reports: Develop and maintain sales dashboards and automated reports that track funnel progression, conversion rates, and revenue forecasting.
• Integration: Collaborate with IT and transformation teams to integrate HubSpot with other systems. Ensure CRM data quality, deduplication, and system integration with tools like email, analytics, or finance systems 
• Workflow Optimization: Continuously review and refine CRM workflows and processes to improve efficiency and effectiveness. 
• CRM Playbook and Hygiene: Establish and document CRM usage policies, processes, and field definitions. Train/setup future Sales, BD, and Client Services team members on CRM hygiene and usage best practices.

Sales Infrastructure & Process Development

• Sales SOPs: Work with the Sales Managers to create and document sales processes and standard operating procedures (SOPs) across the sales lifecycle, pricing tools, forecast models, etc.) 
• Sales Operations Playbook: Collaborate with the sales managers to build scalable playbooks and automation frameworks (lead routing, deal stage triggers, task reminders).

Revenue Analysis, Reporting & Forecasting

• Data Monitoring: Monitor pipeline health, sales velocity, win/loss trends, and revenue performance. 
• Data Analytics: Support with the VP for Business Development to provide insights for quota/target setting, sales compensation, and growth forecasting. 
• Data Reporting: Support strategic reviews by preparing monthly dashboards, cohort analyses, and deal performance metrics.

Pricing Management

• Pricing Strategy: Support in developing and implementing effective pricing strategies in collaboration with the sales and finance teams to meet revenue and profit targets.
• Pricing Analysis: Conduct thorough pricing analysis, including competitive benchmarking, cost analysis, and market research, to make data-driven pricing recommendations. • Pricing Approvals: Support in generating pricing proposals, ensuring they align with pricing guidelines and meet profitability targets. Present pricing recommendations to executive management for final approval.
• Contract Pricing: Work closely with the sales team to develop pricing structures for contracts and tenders, ensuring competitiveness and profitability.
• Data Management: Maintain and organize pricing data, ensuring accuracy and accessibility for analysis and reporting.

Cross-Functional Alignment

• Align with Marketing on MQL/SQL tracking, campaign ROI, and lead attribution. 
• Coordinate with Sales and BD to improve lead handoffs and qualification frameworks.
• Support pricing strategies, revenue models, and operational planning discussions. 

Key Performance Indicators (KPIs):

• CRM setup and automation completeness (milestone-based) 
• Reporting accuracy and leadership adoption 
• Sales cycle tracking and funnel performance 
• Forecast precision and revenue planning alignment
• Playbooks, documentation, and team enablement readines 

• 3–5 years of experience in Sales Operations, Revenue Operations, or CRM Strategy, preferably in a startup or high-growth environment. 
• Proven experience in setting up and managing HubSpot CRM (or similar platforms) from scratch. 
• Strong analytical and data visualization skills (Excel, Google Sheets, HubSpot, Tableau/Power BI). 
• Track record of owning reporting infrastructure, automation, and sales analytics. 
• Ability to think strategically but operate tactically—comfortable building while executing. 
• Strong documentation, training, and communication skills.