Sales Operations Specialist

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, and forecast accuracy
• Support leadership with data-driven recommendations

Qualifications

• 5+ years in SaaS Sales Operations / Revenue Operations
• Proven experience in PE-backed SaaS companies
• Strong track record improving forecast accuracy, pipeline coverage, and sales productivity
• Deep expertise with Salesforce (required)
• Experience with Gong, ZoomInfo, and modern Revenue Operations tools
• Experience in GovCon / Public Sector SaaS (highly preferred)
• Ability to operate at both executive strategy level and 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, and 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)

Tagged as: CRM Administration, Pipeline Management