Sales Operations Lead

Who We Are

Excelacom is a global consulting and technology solutions firm solving client’s complex business and technology challenges through a mix of consulting expertise, telecom-focused software, and managed services within the communications and media industries.

Who You Are

You are a highly organized, execution-focused Sales Operations professional who thrives in a fast-paced consulting and technology environment. Acting as a Chief of Staff to Sales, you bring structure, accountability, and visibility to sales operations while enabling Client Partners to focus on growth and client engagement. You are equally comfortable managing pipeline hygiene, driving account planning, and contributing directly to proposal development and deal closure.

You have a strong sense of ownership, proactively drive initiatives forward, and ensure alignment across stakeholders. You are detail-oriented, data-driven, and passionate about improving processes—particularly moving teams from manual tools like Excel into scalable systems. You bring experience in sales operations, consulting, or a related function, and have a track record of driving measurable improvements in sales execution and governance.

As a Consultant, you’ll contribute to client engagements by delivering insights, building deliverables, and leading workstreams. You’ll be expected to bring strong analytical thinking, and a proactive mindset to solve client problems and drive transformation.

Role and Responsibilities

• Work closely with clients to identify process improvements
• Analyze business challenges and recommend technology-driven solutions
• Support system development, integration, and testing activities
• Develop presentations, deliverables, and implementation plans
• Assist with proposals and business development efforts
• Drive execution across sales operations while maintaining alignment with Client Partners and leadership (reporting structure remains under Head of Sales)
• Own and enforce pipeline governance, ensuring all opportunities are updated weekly with accurate status, next steps, and forecast data
• Drive accountability across Client Partners to maintain high-quality, up-to-date pipeline entries
• Develop and manage account plans for key clients, ensuring alignment with growth strategies and revenue targets
• Partner with Client Partners to support proposal development, including shaping content, coordinating inputs, and helping drive deals to closure
• Lead the rollout and adoption of Excelacom’s Century Sales application, transitioning the organization from Excel-based tracking to a scalable, system-driven approach
• Establish best practices, processes, and reporting frameworks within the Century Sales platform
• Monitor sales performance metrics and provide actionable insights to leadership
• Identify gaps in sales processes and implement improvements to enhance efficiency and effectiveness
• Facilitate regular sales cadence activities (pipeline reviews, account reviews, forecasting sessions)
• Coordinate cross-functional collaboration between sales, delivery, and leadership teams to ensure alignment on opportunities and client strategy

Required Qualifications

• 3–10 years of experience in Sales Operations, Business Operations, Consulting, or a related role
• Proven experience managing and maintaining sales pipelines and forecasting processes
• Experience supporting proposal development and sales deal cycles
• Strong organizational and project management skills with the ability to drive initiatives independently
• Experience implementing or managing CRM or sales systems (e.g., Salesforce or similar platforms)
• Ability to influence without direct authority and drive accountability across senior stakeholders
• Strong analytical mindset with the ability to interpret data and translate it into actionable insights
• Bachelor’s degree, preferably in Computer Science or related field
• Prior consulting experience – in an agile environment – with a leading strategy firm, consulting practice, or consulting technology firm
• Proficiency in Microsoft Office (Word, Excel, PowerPoint, Visio)
• Strong verbal and written communication skills

Preferred Qualifications

• Prior experience in Telecommunications, Media, or Cable is highly preferred
• Past success in generating new business with existing clients
• Good time management and collaboration skills
• Experience working in a Sales Enablement capacity
• Familiarity with CPQ, CRM, or sales workflow tools, particularly within consulting or technology organizations
• Experience driving system adoption and organizational change management initiatives
• Exposure to Excelacom’s Century platform or similar sales enablement tools

Location: Reston, VA