Senior Associate, Sales Operations & Pipeline Analyst

We are the leading provider of professional services to the middle market globally, our purpose is to instill confidence in a world of change, empowering our clients and people to realize their full potential. Our exceptional people are the key to our unrivaled, inclusive culture and talent experience and our ability to be compelling to our clients. You’ll find an environment that inspires and empowers you to thrive both personally and professionally. There’s no one like you and that’s why there’s nowhere like RSM.

Position Overview:

RSM Defense manages a $25M+ active pipeline of complex MSSP opportunities across its full service portfolio. Scoping, pricing, and advancing these opportunities through multiple pursuit stages requires sustained operational discipline — coordinating across service lines, tracking deal health, and surfacing the data leadership needs to make informed decisions.

The Sr Associate, Sales Operations & Pipeline Analyst supports this mission by owning the day-to-day mechanics of pipeline hygiene, deal tracking, and data operations. This role sits within the Pipeline Management function, which is responsible for deal strategy, pricing model development, go-to-market materials, internal sales roadshows, and cross-functional partner relationships with sister services (MITs, Cyber Testing, and others). The Analyst will work directly under the Pipeline Manager and serve as a critical operational partner to that function.

This is a high-visibility, high-impact role for an analytically strong, detail-oriented individual who thrives in a fast-paced environment and takes pride in the quality and accuracy of the data others rely on.

Key Responsibilities

Pipeline Operations & Deal Tracking

• Own ongoing maintenance and hygiene of the RSM Defense sales pipeline in CRM (opportunity records, stages, close dates, revenue values, and key attributes)
• Track deal progression for complex, multi-service MSSP pursuits from initial qualification through contracting, ensuring records reflect current deal status at all times
• Coordinate with field sellers, solution architects, and the Pipeline Manager to collect deal updates and validate data accuracy on a recurring cadence
• Maintain and organize deal documentation including scoping notes, pricing workbooks, proposal drafts, and pursuit correspondence
• Flag pipeline risks, stalled opportunities, and aging deals to the Pipeline Manager with supporting data

Metrics, Reporting & Leadership Decision Support

• Build and maintain recurring pipeline reporting packages for leadership, including pipeline health dashboards, win/loss trend analysis, velocity metrics, and stage conversion rates
• Design and automate data collection workflows to reduce manual effort and improve reporting frequency and consistency
• Conduct ad hoc analyses to support leadership decisions on resource allocation, pursuit prioritization, and pricing strategy
• Maintain historical pipeline data to enable period-over-period comparisons and trend identification
• Contribute to the development of RSM Defense's pipeline KPI framework, including metric definitions, data sourcing logic, and visualization standards

Scoping & Pricing Coordination

• Support the Pipeline Manager and solution architects in coordinating the scoping and pricing process for active pursuits, including scheduling, document assembly, and input tracking
• Maintain pricing model templates, input logs, and version history; alert the Pipeline Manager to inconsistencies or outdated assumptions
• Assist in producing pricing summaries and executive-facing deal economics for internal approval workflows
• Track and document changes to pricing assumptions over a deal's lifecycle to support post-close analysis and model refinement

Cross-Functional & Internal Coordination

• Serve as a coordination point with sister service teams (MITs, Cyber Testing, etc.) for deals requiring multi-service scoping, ensuring deal data is synchronized across relevant systems
• Support the Pipeline Manager in preparing materials for internal sales roadshows, QBRs, and deal reviews
• Assist in tracking action items and follow-through on pipeline management initiatives and sales programs
• Maintain internal reference materials including deal playbooks, standard pricing assumptions, and pursuit templates

Qualifications

Required:

• 1–4 years of experience in sales operations, revenue operations, business analysis, or a related function (2–5 years for Senior Analyst level)
• Strong proficiency in spreadsheet modeling and data analysis (Excel or Google Sheets at a power-user level); experience with pivot tables, VLOOKUP/INDEX-MATCH, and data validation
• Experience working in a CRM platform (Salesforce, HubSpot, Microsoft Dynamics, or equivalent); demonstrated ability to manage data quality in a live system
• Clear, professional written and verbal communication skills; comfortable interacting with senior stakeholders
• High attention to detail and a track record of accuracy in data-intensive work
• Ability to manage multiple concurrent workstreams and prioritize effectively in a dynamic environment
• Self-directed and able to operate with minimal supervision in a remote work environment

Preferred:

• Experience in a technology, cybersecurity, or managed services business
• Familiarity with complex B2B sales processes involving solution scoping, deal structuring, or professional services pricing
• Experience building or maintaining dashboards in Power BI, Tableau, Salesforce Reports, or a comparable BI/visualization tool
• Exposure to pipeline metrics frameworks and sales forecasting methodologies
• Prior experience working in or alongside a managed security services (MSSP) or IT services organization
• Familiarity with project coordination tools (Asana, Monday.com, Smartsheet, or similar)

Senior Analyst Level – Additional Expectations:

• Demonstrated ability to independently design and operationalize reporting workflows with minimal direction
• Experience translating business questions from senior leaders into structured analytical frameworks
• Track record of identifying process gaps and proposing and implementing improvements
• Ability to mentor or guide more junior contributors on data practices and pipeline workflows

At RSM, we offer a competitive benefits and compensation package for all our people.  We offer flexibility in your schedule, empowering you to balance life’s demands, while also maintaining your ability to serve clients.  Learn more about our total rewards at https://rsmus.com/careers/working-at-rsm/benefits   https://rsmus.com/careers/el-salvador.html. 

RSM does not tolerate discrimination and/or harassment based on race; colour; creed; sincerely held religious beliefs, practices or observances; sex (including pregnancy or disabilities related to nursing); gender (including gender identity and/or gender expression); sexual orientation; HIV Status; national origin; ancestry; familial or marital status; age; physical or mental disability; citizenship; political affiliation; medical condition (including family and medical leave); domestic violence victim status; past, current or prospective service in the Salvadoran Military/Veteran status; pre-disposing genetic characteristics or any other characteristic protected under applicable provincial employment legislation.  

Accommodation for applicants with disabilities is available upon request in connection with the recruitment process and/or employment/partnership. RSM is committed to providing equal opportunity and reasonable accommodation for people with disabilities. If you require a reasonable accommodation to complete an application, interview, or otherwise participate in the recruiting process, please send us an email at [email protected].