<p>Sales Operations Consultant</p> <p>Location: Remote | Hybrid | In-Office Options</p> <p>About the Role</p> <p>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.</p> <p>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.</p> <p>We are looking for an operator who can diagnose issues, implement solutions, and drive measurable impact across pipeline, conversion, and sales productivity.</p> <p>What You'll Do</p> <p>Pipeline & GTM Performance</p> <ul> <li>Analyze current pipeline health (coverage, aging, conversion rates) </li><li>Define required pipeline by segment based on win rates and bookings targets </li><li>Identify gaps in demand generation vs. sales execution </li><li>Partner with leadership to align ICP and territory strategy </li></ul> <p>Forecasting & Deal Inspection</p> <ul> <li>Rebuild forecasting methodology(Commit / Best Case / Pipeline hygiene) </li><li>Implement structured deal inspection frameworks (MEDDIC or equivalent) </li><li>Drive consistency in stage definitions and exit criteria </li><li>Improve forecast visibility across new logo vs. expansion vs. services </li></ul> <p>Sales Process & Methodology</p> <ul> <li>Standardize sales stages, qualification criteria, and close plans </li><li>Embed value selling and ROI-driven selling motions </li><li>Reduce deal slippage and improve sales cycle predictability </li></ul> <p>Systems & Data (Salesforce + Gong + RevOps Stack)</p> <ul> <li>Audit and optimize Salesforce structure, dashboards, and reporting </li><li>Ensure data integrity and pipeline hygiene standards </li><li>Build executive dashboards (pipeline coverage, conversion, velocity) </li><li>Leverage tools like Gong / ZoomInfo for inspection and insights </li></ul> <p>AE Productivity & Capacity Planning</p> <ul> <li>Define quota capacity model and pipeline requirements per AE </li><li>Analyze performance across segments (SMB / Mid-Market / Enterprise) </li><li>Identify gaps in rep productivity, ramp time, and deal efficiency </li><li>Recommend coverage models (AE, CSM, overlays) </li></ul> <p>Executive Reporting & Board Readiness</p> <ul> <li>Create board-ready GTM metrics and narratives </li><li>Establish clear visibility into: </li><li>Pipeline coverage </li><li>Win rates by segment </li><li>Sales cycle trends </li><li>Forecast accuracy </li><li>Support leadership with data-driven recommendations </li></ul> <p>Qualifications</p> <ul> <li>5+ years in SaaS Sales Operations / RevOps </li><li>Proven experience in PE-backed SaaS companies </li><li>Strong track record improving: </li><li>Forecast accuracy </li><li>Pipeline coverage </li><li>Sales productivity </li><li>Deep expertise with: </li><li>Salesforce (required) </li><li>Gong, ZoomInfo, and modern RevOps tools </li><li>Experience in GovCon / Public Sector SaaS (highly preferred) </li><li>Ability to operate at both: </li><li>Executive strategy level </li><li>Hands-on execution level </li></ul> <p>Key Objectives (First 90-120 Days)</p> <ul> <li>Establish pipeline coverage standards by segment (SMB, Mid-Market, Enterprise) </li><li>Improve forecast accuracy to >90% at commit level </li><li>Redesign sales stages, exit criteria, and MEDDIC enforcement </li><li>Identify and address pipeline quality vs. quantity gaps </li><li>Build a repeatable pipeline generation model aligned to ICP </li><li>Implement weekly operating cadence (forecast calls, deal reviews, inspection) </li><li>Improve AE productivity metrics (pipeline per AE, win rate, cycle time) </li></ul> <p>Who We Are</p> <p>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:</p> <ul> <li>Optimize business development and sales processes. </li><li>Streamline and de-risk contract management. </li><li>Unlock the value of public and private data for a competitive advantage. </li></ul> <p>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.</p> <p>Our Culture</p> <ul> <li>Hungry, Humble, and Smart. We foster continuous learning and career growth, offering tuition reimbursement and ongoing development opportunities. </li><li>Innovative. We embrace challenges and create solutions others cannot. </li><li>Flexible. Remote, hybrid, and in-office options support your best work. </li><li>Global. With teams across the U.S. and India, we collaborate worldwide with one mission. </li></ul> <p>Benefits</p> <ul> <li>Multiple healthcare plan options </li><li>Flexible PTO </li><li>401(k) with 4% company match (after 90 days) </li></ul>