What are the responsibilities and job description for the Sales Operations Specialist position at TECHNOMILE LLC?
Sales Operations Consultant
Location: Remote | Hybrid | In-Office Options
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.
What You’ll Do
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
Forecasting & Deal Inspection
- 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
Key Objectives (First 90–120 Days)
- Establish pipeline coverage standards by segment (SMB, Mid-Market, Enterprise)
- Improve forecast accuracy to >90% at commit level
- Redesign sales stages, exit criteria, and MEDDIC enforcement
- Identify and address pipeline quality vs. quantity gaps
- Build a repeatable pipeline generation model aligned to ICP
- Implement weekly operating cadence (forecast calls, deal reviews, inspection)
- Improve AE productivity metrics (pipeline per AE, win rate, cycle time)
Who We Are
TechnoMile provides AI-enabled cloud solutions that empower GovCon, aerospace and defense, and other government-focused companies to modernize operations. Our SaaS products help clients:
- Optimize business development and sales processes.
- Streamline and de-risk contract management.
- Unlock the value of public and private data for a competitive advantage.
Today, more than 200 companies rely on TechnoMile, including over half of the top 10 federal defense contractors and the top 10 IT government contractors.
Our Culture
- Hungry, Humble, and Smart. We foster continuous learning and career growth, offering tuition reimbursement and ongoing development opportunities.
- Innovative. We embrace challenges and create solutions others cannot.
- Flexible. Remote, hybrid, and in-office options support your best work.
- Global. With teams across the U.S. and India, we collaborate worldwide with one mission.
Benefits
- Multiple healthcare plan options
- Flexible PTO
- 401(k) with 4% company match (after 90 days)