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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in Salesforce administration, including flows, validation rules, and dashboards, while effectively managing sales operations and team development. Proven ability to analyze sales data, build capacity models, and optimize processes to drive revenue growth in a B2B SaaS environment.
Highest-signal resume keywords
Salesforce Administration ExpertiseForecasting and Capacity PlanningSales Operations ManagementAnalytical Skills with ExcelPeople Management Experience
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Salesforce FlowsValidation RulesSalesforce ReportsSalesforce DashboardsCapacity ModelsPipeline Coverage AnalysisQuota and Commission PlansSQLBI Tool ProficiencyData Analysis
Soft Skills
Clear CommunicationCoaching SkillsDetail-OrientedTrust BuildingTeam Leadership
Tools & Technologies
GongZoomInfoDealHubHubSpotCPQ Tool
Certifications & Qualifications
Salesforce Administrator Certification
Industry Keywords
B2B SaaSSales OperationsRevenue OperationsQuota CoverageSales Cycle
Tech Stack
Tools & technologiesSQL
About the role
Key responsibilities & impact- Directly manage a Salesforce Administrator and a Sales Operations Specialist
- Set goals, assign and prioritize work, and conduct regular one-on-ones with coaching and feedback
- Run intake and prioritization for sales systems and operations requests
- Develop team members' skills and career paths, conduct performance reviews, and participate in hiring
- Document processes, system changes, and reports
- Oversee configuration, maintenance, and improvement of Salesforce, Gong, DealHub, and ZoomInfo
- Direct Salesforce flows, validation rules, page layouts, and integrations, while handling complex builds hands-on
- Partner with Marketing Operations on HubSpot–Salesforce synchronization, inbound lead routing, Chili Piper, and marketing-to-sales handoff
- Manage user access, licensing, system documentation, and evaluation of new sales tools
- Define opportunity stages, exit criteria, and required fields
- Map opportunity-to-close and quote-to-cash processes and remove bottlenecks
- Build automated data-quality guardrails with Finance
- Run weekly forecasting in Gong and Salesforce
- Reconcile bookings and ARR with FP&A
- Build and maintain sales capacity models covering ramp time, productivity, attrition, and quota coverage
- Track pipeline generation and coverage by segment, region, and representative
- Design and balance territories and account assignments and maintain rules of engagement
- Support annual quota and commission-plan development through analysis and modeling
- Own DealHub quoting and approval workflows, including discount approvals and non-standard terms
- Build dashboards for pipeline health, stage conversion, sales cycle length, and deal slippage
- Lead win/loss and competitive analysis
- Analyze pricing and discounting trends and identify whitespace and expansion opportunities
- Prepare and present materials for pipeline reviews, QBRs, and executive updates
- Partner with Sales Enablement to onboard representatives and drive adoption of tools and workflows
- Perform other duties as assigned
Requirements
What you’ll need- 5+ years in Sales Operations or Revenue Operations in B2B SaaS
- Hands-on experience in forecasting, capacity planning, and territory and quota processes
- Salesforce administrator-level expertise, including flows, validation rules, reports, and dashboards
- Salesforce Administrator certification preferred
- Hands-on experience with Gong, ZoomInfo, and a CPQ tool; DealHub preferred
- Proven experience building sales capacity models, pipeline coverage analysis, and quota and commission plans
- Strong analytical skills with advanced Excel or Google Sheets
- Experience with a BI tool and SQL preferred
- Clear communication skills and ability to turn data into recommendations for sales leaders
- Ability to build trust with sales representatives and managers
- 1+ years of people-management or formal team-lead experience
- Experience coaching others and prioritizing a shared workload
- Bachelor's degree or equivalent work experience preferred
- Excel skills
- Detail-oriented
- Salesforce administrator-level expertise listed as 2–3 years required
- Salesforce certification preferred
- Bachelor's degree or better preferred
Benefits
Comp & perks- Equal employment opportunity commitments covering recruitment, hiring, training, compensation, promotion, benefits, and discipline
- At-will employment