Revenue Operations Specialist

Revenue Operations Specialist

Location Note: This is a hybrid role for our Wakefield, MA office (1-2 days per week in office as determined between candidate and manager).

The Purpose of Your Role: As a Revenue Operations Specialist at Sentinel Group, you are the connective tissue between Sales, Marketing and RevOps tools/processes. You will own projects from idea through execution, drive conversations across stakeholders, and proactively identify and execute improvements rather than waiting for direction. Your work will ensure clean data, efficient workflows, and actionable insights that directly support revenue growth.

What you'll be responsible for:

• Own end-to-end revenue operations projects (from scoping, requirements, and timelines through rollout).
• Streamline and optimize lead, opportunity, and forecasting workflows across Salesforce and related tools.
• Ensure tight alignment between Sales and Marketing on lead management, cadences, and follow-up expectations.
• Proactively identify process gaps, propose solutions, and drive the conversations needed to get to decisions and execution.

Lead Management & Sales Support

• Manage the Sales Leads inbox: triage, create/convert leads, and route to the right owners with clear next steps.
• Assign MQLs to Sales via Salesforce list views and ensure consistent, timely follow-up.
• Support sales new hire setup in Salesforce and related tools.

Data Management & Analysis

• Maintain and enhance CRM data quality, especially Leads, Accounts, and Contacts.
• Run regular data hygiene analyses
• Conduct extensive research and leverage tools (ZoomInfo and others) to enrich and validate data.
• Analyze sales and marketing data to surface trends, risks, and opportunities and translate them into clear, actionable recommendations.
• Develop and maintain dashboards, reports, and list views that help Sales, Sales Enablement, and Marketing manage pipeline, activities, and performance.

Reporting, Forecasting & Performance Insights

• Build and maintain recurring and ad hoc reports in Salesforce
• Support revenue forecasting by maintaining quotas, pipeline views, and forecast tools in Salesforce.
• Create and maintain metrics reports and dashboards on sales activities, webinar follow-up, cadence performance, and revenue impact.
• Turn complex data into easy-to-understand visuals (tables, charts, summaries) for stakeholders and leadership.

Technology & Tools Management

• Administer and optimize Salesforce for sales and marketing use cases (list views, reports, dashboards, fields, page layouts).
• Manage relationships, licenses, and usage reporting for tools such as ZoomInfo, LinkedIn Sales Navigator, etc.)
• Set up and maintain workflows and field mappings between enrichment tools and Salesforce for leads, contacts, and accounts.
• Research, evaluate, and help implement new revenue technologies and integrations that improve efficiency and data quality.
• Troubleshoot issues across Salesforce, cadences/Einstein activity capture, Act-On connectivity and segmentation, and other RevOps tools.

Cadences, Campaigns & Webinar Support

• Build and optimize sales cadences for general outreach, webinars, and targeted campaigns.
• Enrich and import conference and webinar registration/attendance lists, ensuring proper tagging, ownership, and follow-up.
• Track and report on webinar follow-up activity and outcomes, partnering closely with Sales and Marketing.

Cross-Functional Communication & Leadership

• Drive conversations with Sales, Marketing and leadership to clarify priorities, trade-offs, and requirements.
• Clearly communicate status, risks, and next steps for RevOps projects and enhancements.
• Facilitate feedback loops on Salesforce enhancements and new processes, and ensure learnings are captured and acted on.

About You: At Sentinel, we look for natural leaders who are energized by solving problems and making things work better. You:

• Are a proactive self-starter who doesn't wait to be told what to do—you see issues and opportunities and move them forward.
• Are comfortable driving conversations with senior stakeholders to get alignment and decisions.
• Have an entrepreneurial mindset, strong customer focus, and the confidence to challenge the status quo when it's right for the business.
• Thrive in a fast-changing environment, quickly adapting as tools, priorities, and the market evolve.
• Have strong intellectual curiosity and a genuine desire to understand how data, process, and technology work together.

What You Need To Have:

• Bachelor's degree in Business, Finance, Marketing, Data/Analytics, or related field, or equivalent experience.
• 1–3 years in revenue operations, sales operations, marketing operations, or a closely related role.
• Strong Salesforce user skills (reports, dashboards, list views, pipeline/forecast views, supporting sales workflows).
• Familiarity with B2B and B2C sales motions (such as prospecting, qualification, pipeline management, and closing) and how Sales teams work together to create and convert demand.
• Demonstrated ability to make sound, data-informed decisions independently, prioritize work with limited direction, and adjust quickly based on what you are seeing in the numbers and in the field.
• Advanced Excel skills and comfort working with data sets and pivot tables.
• Demonstrated experience owning projects and driving them to completion across multiple stakeholders.
• Excellent written and verbal communication skills; able to explain complex topics simply.
• Ability to work independently and as part of a team in a fast-paced environment.
• High attention to detail and a habit of understanding root causes, not just symptoms.

Preferred Qualifications:

• Experience in the financial services or retirement/benefits industry.
• Experience supporting or working closely with sales teams in a complex industry. (Financial services experience is a strong plus but not required.)
• Advanced proficiency in Salesforce CRM customization and reporting (e.g., building custom reports and dashboards, optimizing page layouts, and configuring workflows or automations).
• Hands-on experience with ZoomInfo or similar enrichment/intent tools.
• Experience with Act-On or other marketing automation tools.
• Experience with Salesforce configuration and administration (fields, page layouts, validation rules, flows, permission sets) and advanced reporting.

Salary Range: $80,000-$85,000 At Sentinel, compensation is calibrated to your geographic location to reflect local market conditions; the posted salary range may vary based on where you live.

What You'll Be Part Of: Joining our company means becoming part of something special. We're driven by a mission to excel in our industry and within our team, supported by people who truly care about our organization. Sentinel was recently recognized by The Boston Globe as a Top Place to Work in 2020 and 2023. In 2021, 2022, 2023 and 2024, Sentinel earned a Top Workplace USA Award from Energage. At Sentinel, we welcome people from diverse experiences, backgrounds, and perspectives – and we wouldn't have it any other way. So even if you don't meet every single requirement, please consider applying if you like what you see. Our priority is to find talented individuals who enrich our team culture, contribute with enthusiasm, and are passionate about what they do. Sentinel is an equal opportunity employer and welcomes everyone to our team. If you need reasonable adjustments at any point in the application or interview process, please let us know.

Some of Our Benefits:

• PTO (vacation, sick, personal time bank)
• FTO (Flexible time off for vacation, sick, and personal time) after 2 years of service
• 12 Paid Holidays (10 stated and 2 floating holidays)
• 2 Community Volunteer Days
• 5 Summer Half Days
• Medical, Dental, Vision
• Life Insurance
• LTD & STD
• Retirement Plan with 4% Employer Match
• Parental Leave