Sales Operations Specialist

Designation & Reporting:

Job Overview

25+ years of legacy

Key Responsibilities:

• CRM & Process Ownership

  Define stages, SLAs, and exit criteria; maintain CRM hygiene (mandatory fields, deduplication, activity logging); and enforce speed-to-lead and routing rules, specifically within HubSpot.

• Forecasting & Governance

  Run weekly forecast roll-ups; highlight risks, next steps, and coverage gaps by cohort (Mid-Market/Enterprise) and geo (India/Africa/MENA).

• Analytics & Dashboards

  Build Leadership-friendly views for new-logo ARR, win-rate, cycle time, ACV by cohort/geo, and demo-to-close; publish MBR (Monthly Business Review) packs with actionable insights.

• Territory/Quota Ops

  Support territory design and quota calculations; maintain capacity/coverage models versus targets; and monitor attainment and pipeline health.

• Deal Desk

  Operate pricing/discount guardrails, route approvals, track exceptions, and maintain proposal/CPQ templates.

• Enablement (Lightweight)

  Keep the sales playbook current (ICP, discovery, objections, ROI); manage one-pagers/case studies/proposal templates; and run short monthly enablement sessions.

• Win/Loss & Competitive Intel

  – Record close-lost reasons, run periodic win/loss analyses, and package competitive insights for active sales cycles.

Qualifications & Skills

• 3–5 years in

  Sales Ops / RevOps

  at a B2B SaaS or enterprise technology company.

  HubSpot experience is strongly preferred

  .
• Bonus for experience in SFA/DMS and familiarity with CPG, Pharma-OTC, or Consumer Durables; exposure to multi-geo GTM (India, Africa/MENA) is a plus.
• Hands-on expertise with HubSpot (properties, workflows, lead routing, lead scoring, reports); Strong Excel/Sheets proficiency; Experience with BI tools (Power BI/Looker Studio); basic SQL is a nice-to-have.
• Proven ability to manage forecasting cadence, pipeline reviews, and "deal-desk-lite" functions (pricing/discount guardrails).
• Experience creating content and enablement tools such as playbooks, templates, and onboarding checklists.
• Mindset: Process-driven, analytical, high ownership; communicates crisply and collaborates well with field/inside sales teams.