Sales Operations Leader (CRM and pipeline management)

Job Description

Job Description

Description:

The Sales Operations Leader is responsible for driving revenue performance through disciplined sales execution, CRM optimization, and data-driven decision making. This role reports to the Chief Commercial Officer and partners closely with Commercial leadership, Finance, and Operations to provide visibility into pipeline performance, improve forecast accuracy, and align sales activity with operational capacity across all segments.

This position will serve as the owner of the D365 CRM ecosystem and sales operating model, ensuring consistent pipeline management across the entire sales funnel. The role is critical in enabling scalable growth by standardizing processes, improving data integrity, and delivering actionable insights that drive win rates and margin performance.

Responsibilities/Essential Functions:

Sales Pipeline

• Establish and enforce standardized pipeline stages across all segments within D365
• Provide real-time visibility into pipeline health, including volume, value, conversion rates, and deal velocity
• Lead monthly and quarterly forecasting processes, ensuring alignment between Commercial, Finance, and Operations
• Identify pipeline gaps relative to revenue targets and partner with leadership on mitigation strategies
• Align pipeline reporting and forecasting across all business segments/services
• Support prioritization of opportunities based on strategic fit, profitability, and resource availability

D365 CRM Ownership & Optimization

• Own D365 CRM structure, governance, and data integrity standards across all sales activities
• Ensure consistent use of opportunity stages, probability weighting, and required data fields
• Optimize workflows, dashboards, and reporting to improve usability and adoption by Business Development teams
• Partner with IT and Finance to align CRM data with project execution and financial systems
• Train Business Development teams on D365 usage, pipeline discipline, and reporting expectations
• Drive accountability for CRM adoption and data accuracy across all segments

Performance Analytics

• Analyze segment-level performance including win rates, backlog conversion, and margin trends
• Partner with Commercial leadership on territory design, account coverage, and market prioritization
• Support forecasting based on historical performance and growth targets
• Conduct win/loss analysis to identify key drivers of success and areas for improvement
• Analyze funnel performance to improve conversion rates and cycle time
• Support leadership with board-level reporting and strategic planning insights
• Provide executive-level insights that connect sales activity to revenue, gross margin, and EBITDA performance
• Other duties as needed or assigned.

Education & Experience Requirements:

• Bachelor’s degree in business, finance, analytics, or related field required
• 5+ years of experience in sales operations, revenue operations, or sales analytics
• Experience supporting complex, field-based or project-based businesses (construction, energy, logistics, or similar preferred)
• Advanced experience with Microsoft Dynamics 365 (D365) or similar CRM platforms
• Strong understanding of pipeline management, forecasting methodologies, and sales performance metrics
• Advanced proficiency in Excel and data visualization tools (Power BI strongly preferred)
• Demonstrated ability to translate data into actionable insights that drive revenue and margin improvement
• Experience partnering with Finance on forecasting and planning processes
• Strong executive presence with the ability to influence senior leaders across functions
• Ability to travel as required

Work Environment/Physical Requirements:

The physical demands of this role are generally light and primarily aligned with office-based work unless visiting operational facilities/sites.

Specific requirements include:

• Extended periods of sitting at a desk and working on a computer or other digital devices
• Frequent use of hands for typing, writing, and handling office equipment
• Occasional walking during on-site visits to different areas within the organization
• Active listening and clear speech are essential for effectively supporting and coaching leaders and employees
• Ability to lift, carry, or move up to 25 pounds
• Ability to wear all required personal protective equipment as required
• Exposure to varying weather conditions, including extreme heat, cold, rain, and wind if on location
• Travel up to 25%

Pre-Employment Requirements: Candidates must successfully complete a background check and drug screening prior to hire.

TAKKION is an Equal Opportunity Employer