Sales Operations

Technical Skills:

• Customer Relationship Management (CRM) Systems (e.g., Salesforce)
• Deep experience with Salesforce or other CRM platforms to manage, track, and report on sales pipeline and performance.
• Proficiency in customizing Salesforce (e.g., creating reports, dashboards, and workflows) to optimize sales processes and improve forecasting accuracy
• Data Analytics & Business Intelligence (e.g., Looker, Tableau, Power BI)
• Expertise in analyzing sales data to identify trends, forecast revenue, and track key sales metrics (e.g., conversion rates, pipeline velocity).
• Proficient in building and interpreting reports and dashboards to provide actionable insights for sales leadership.
• Automation & Workflow Tools (e.g., Zapier, LeanData)
• Ability to use automation tools to streamline repetitive processes, such as lead routing, follow-ups, and data entry, helping sales teams focus on high-impact tasks.
• Familiarity with workflow automation in CRM platforms to ensure smooth lead flow and pipeline progression.
• SQL (Basic to Intermediate)
• Ability to query databases and extract relevant sales data for deeper analysis, reporting, and trend identification.
• Useful for building custom reports or pulling data outside of standard CRM reporting.
• Project Management & Collaboration Tools (e.g., Asana, Jira, Slack)
• Familiarity with tools that help manage cross-functional projects, sales initiatives, and ongoing sales process improvements.
• Ability to coordinate with various teams (Sales, Marketing, Finance) to ensure timely execution of sales operations projects.
• Reporting & Data Visualization Tools
• Expertise in creating compelling, data-driven visual reports (charts, graphs, dashboards) that clearly communicate key sales insights to stakeholders.
• Ensuring reports are accessible and actionable for sales leadership and other key decision-makers.

Complexity and Impact of Work:

• Multi-Stage Funnel Analysis across Client Types and Product lines
• Requires deep understanding of how the sales funnel behaves across multiple geographies, customer segments, and product lines.
• Must analyze conversion metrics and pipeline velocity while accounting for constantly shifting variables—like changes in strategy, headcount, or GTM motion.
• Balancing Incentive Design with Strategic Goals
• Designing comp plans that motivate behavior while aligning with financial and operational goals is a nuanced, high-stakes task.
• Involves managing trade-offs between sales productivity, cost of sale, fairness, and long-term scalability.
• Real-Time Forecasting under Uncentainly
• Must build and maintain accurate forecasts in a fast-moving environment, often with incomplete data or rapidly changing market conditions.
• Requires close collaboration with Sales, Finance, and Business Lines to validate assumptions and align projections.
• Direct Influence on Revenue Accuracy & Predictability
• Your forecasting, funnel analysis, and pipeline management directly inform strategic decisions around hiring, investment, and revenue planning.
• High-impact insights help the company hit growth targets more reliably
• Driving Sales Team Efficiency and Focus
• By optimizing sales processes and designing clear, effective comp plans, you empower reps to focus on the right deals at the right time.
• Directly contributes to faster sales cycles, improved win rates, and better resource allocation.
• Enabling Scalable Growth Through Operational Rigor
• Builds the foundation for scaling the sales organization by implementing repeatable processes, clean data practices, and performance visibility.
• Ensures that as the business grows, the sales team grows efficiently and sustainably.

Organizational Knowledge:

• Deep Understanding of GTM & Revenue Motion
• Strong grasp of how Sales, Marketing, Customer Success, and Product interact to drive revenue across different stages of the customer journey.
• Awareness of how each function’s goals, metrics, and incentives align (or conflict) with overall company strategy—critical for identifying gaps and driving alignment.
• Knowledge of Internal Planning & Decision-Making Processes
• Familiarity with how strategic decisions are made (e.g., annual planning, QBRs, forecasting cycles), and how to navigate them effectively.
• Understanding of key stakeholders, approval workflows, and communication channels ensures efficient execution of cross-functional projects.
• Awareness of Business Line Priorities & Dependencies
• Insight into the goals, challenges, and interdependencies of multiple product lines or business units.
• Ability to anticipate how a change in one area may impact others, enabling more proactive and aligned strategic planning.

Communication and Influence:

• Executive-Level Communication
• Able to distill complex, cross-functional data into clear, concise insights tailored for time-constrained executives.
• Skilled in creating high-impact deliverables (dashboards, briefs, presentations) that support strategic decisions and drive alignment at the leadership level.
• Influencing Without Authority
• Proven ability to influence cross-functional stakeholders—Sales, Finance, Product, and GTM—through data, structured thinking, and strong business rationale.
• Builds trust through credibility, consistency, and a collaborative mindset, even when driving change across teams with competing priorities.
• Driving Alignment Across Teams
• Facilitates productive discussions that clarify goals, surface trade-offs, and ensure teams are working toward shared outcomes.
• Acts as a neutral, strategic partner who can bridge gaps between functions and navigate organizational complexity.

You may be a fit for this role if you have:

• Strong Financial Modeling & Forecasting Skills
• Ability to build and maintain bottoms-up financial models that support GTM planning and align with long-term strategic goals.
• Comfort working with ambiguity and rapidly evolving inputs.
• GTM & Cross-Functional Business Acumen
• Deep understanding of how Sales, Marketing, Product, and Finance functions contribute to revenue and operational outcomes.
• Track record of partnering across departments to drive results.
• Analytical & Data Fluency (SQL + BI Tools)
• Experience extracting insights from large datasets using SQL and visualizing key metrics in BI tools (e.g., Looker, Tableau).
• Ability to translate data into clear business recommendations.
• Tech Stack Familiarity (Salesforce, Looker, etc.)
• Hands-on experience using and evaluating tools that power CRM, reporting, and operational workflows.
• Ability to optimize and streamline systems to improve data accuracy and efficiency.
• Executive Communication & Stakeholder Management
• Skilled at communicating clearly and concisely with senior leaders.
• Comfortable presenting findings, managing expectations, and influencing decisions across all levels of the org.
• Bias for Action & Operational Rigor
• Self-starter who can manage projects end-to-end and implement process improvements without constant oversight.
• Balances strategic thinking with attention to detail and operational follow-through.
• Crypto/Web3 & Institutional Investor Industry Knowledge
• Strong understanding of the institutional investor landscape, with expertise in crypto and digital assets or related markets.
• Ability to bridge traditional finance with emerging technologies and trends.

Although not a requirement, bonus points if:

• Experience in High-Growth or Start-Up Environments
• Familiarity with scaling operations in fast-paced, ambiguous settings—where structure needs to be built from the ground up and priorities shift quickly.
• Programming or Automation Skills (e.g., Python, R, dbt)
• Ability to automate repetitive data tasks or build lightweight tools to improve internal workflows.
• Helpful in teams with lean resources or high technical complexity.
• Experience with Strategic Planning Processes (e.g., OKRs, annual planning)
• Background in supporting or driving company-wide planning frameworks—aligning metrics, initiatives, and forecasting across functions.
• Consulting or Finance Background
• Bonus if they bring structured problem-solving, storytelling, and stakeholder management experience from consulting, investment banking, or corporate strategy.
• You were emotionally moved by the soundtrack to Hamilton, which chronicles the founding of a new financial system. :)