Sales Operations Architect

LM Wind Power / GE; Georgia; Hybrid; USD 60,000 - 80,000; Full time

Benefits offered by this job

PTO

Volunteer Time Off

Healthcare benefits

EAP - Employee Assistance Program

SOAR program

Job summary

First Advantage is seeking a Sales Operations Architect (Individual Contributor) to drive sales execution through operational leadership and Salesforce-based support. You will partner with GTM leaders, diagnose pipeline issues, and implement data-driven improvements across territories, forecasting, and governance.

With 10+ years in revenue ops, you will translate insights into scalable processes, adopting Gong and other revenue tools, while coordinating cross-functional stakeholders to optimize

Qualifications

• 10+ years in Sales Operations, Revenue Operations, or GTM Operations with a deep understanding of supporting high-growth sales orgs.

Responsibilities

• Partner with GTM Leadership as the primary Sales Operations partner to support execution, planning, and operational problem solving.
• Identify and diagnose issues related to pipeline health, territory coverage, and sales process adherence; suggest and implement process improvements.
• Communicate findings effectively to Sales leaders and cross-functional stakeholders.
• Own the execution of territory, segmentation, and coverage models and operationalize planning decisions across Salesforce.
• Define, maintain, and enforce sales process standards, pipeline stage definitions, and criteria to move deals forward.
• Lead annual and in-year planning cycles, implementing approved changes to territories, coverage rules, and capacity assumptions.
• Define forecast process, forecast categories, data requirements, and forecast governance standards.
• Perform territory analysis to evaluate balance, coverage gaps, whitespace, and capacity alignment.
• Conduct segment-level analysis (industry, vertical, region, size, selling motion) to identify execution risks and opportunities.
• Validate planning assumptions against actual execution and partner with Sales leadership to adjust plans as needed.
• Diagnose performance drivers using data, identify root causes, and drive corrective actions such as deal inspection and pipeline cleanup.
• Translate insights into measurable improvements by partnering with RevOps and Revenue Tech to implement changes in process, governance, and Salesforce.
• Partner closely with Revenue Technology, Sales leadership, and implementation partners to design, rollout, and adopt Gong and other revenue intelligence platforms.
• Translate Sales Operations requirements into business rules, workflows, forecasting inputs, pipeline inspection processes, and reporting needs within Gong and Salesforce.
• Ensure sales execution and planning requirements are translated into scalable system solutions and aligned with reporting dashboards.

Skills

Sales Operations

Revenue Operations

GTM Operations

Data analysis

Business acumen

Excel

Salesforce

Gong

Power BI

Tools

Salesforce

Gong

Power BI

Excel

Job description

About First Advantage

First Advantage is a leading provider of background screening and workforce solutions, serving Fortune 100 and Global 500 brands worldwide.

About the Team

The Revenue Operations team improves how global Go-to-Market (GTM) teams sell, execute, and engage customers by connecting strategy, process, systems, data, and performance visibility.

Summary

We are seeking a Sales Operations Architect (Individual Contributor) who will support sales execution through operational leadership, analytical insight, disciplined process standards, and planning. This role orchestrates and automates operational efficiency, providing Salesforce-based operational support for the Sales organization.

Responsibilities

• Partner with GTM Leadership as the primary Sales Operations partner to support execution, planning, and operational problem solving.
• Identify and diagnose issues related to pipeline health, territory coverage, and sales process adherence; suggest and implement process improvements.
• Communicate findings effectively to Sales leaders and cross‑functional stakeholders.
• Own the execution of territory, segmentation, and coverage models and operationalize planning decisions across Salesforce.
• Define, maintain, and enforce sales process standards, pipeline stage definitions, and criteria to move deals forward.
• Lead annual and in‑year planning cycles, implementing approved changes to territories, coverage rules, and capacity assumptions.
• Define forecast process, forecast categories, data requirements, and forecast governance standards.
• Perform territory analysis to evaluate balance, coverage gaps, whitespace, and capacity alignment.
• Conduct segment‑level analysis (industry, vertical, region, size, selling motion) to identify execution risks and opportunities.
• Validate planning assumptions against actual execution and partner with Sales leadership to adjust plans as needed.
• Diagnose performance drivers using data, identify root causes, and drive corrective actions such as deal inspection and pipeline cleanup.
• Translate insights into measurable improvements by partnering with RevOps and Revenue Tech to implement changes in process, governance, and Salesforce.
• Partner closely with Revenue Technology, Sales leadership, and implementation partners to design, rollout, and adopt Gong and other revenue intelligence platforms.
• Translate Sales Operations requirements into business rules, workflows, forecasting inputs, pipeline inspection processes, and reporting needs within Gong and Salesforce.
• Ensure sales execution and planning requirements are translated into scalable system solutions and aligned with reporting dashboards.

Qualifications

• 10+ years in Sales Operations, Revenue Operations, or GTM Operations with a deep understanding of supporting high‑growth sales orgs.
• Proven experience transforming manual processes into automated, integrated solutions that scale.
• Track record of communicating and influencing senior stakeholders to drive operational change without direct authority.
• Direct experience managing revenue operations for consumption models, including dual‑tracking of estimated ACV and realized consumption revenue.
• Strong business judgment and problem‑solving skills connecting data‑driven insights to business needs.
• Data‑curious with exceptional analytical skills for deep insight.
• Highly self‑directed and comfortable operating in ambiguity, owning initiatives end‑to‑end.
• Experience translating business goals into clear requirements for Business Analysts in Salesforce.
• Advanced proficiency in Excel for data analysis and modeling.
• Deep functional knowledge of Salesforce (pipeline management, forecasting, opportunity data models, territories); SFDC Administrator certification preferred.
• Experience implementing Gong or similar revenue intelligence platforms, including requirements definition, process design, rollout support, adoption, and governance.
• BI Tools (Power BI) experience a plus.

Success Metrics

• Improved pipeline hygiene: fewer stale opportunities and consistent use of stage criteria and required fields.
• Reduced forecast swings driven by higher‑quality opportunity inputs and fewer late‑cycle surprises.
• Faster turnaround on territory/coverage updates with fewer exceptions and break‑fix after implementation.
• More consistent sales‑process adherence across teams, reflected in fewer one‑off workarounds and escalations.
• Clear, measurable adoption of new standards and process changes documented, implemented in Salesforce, and sustained over time.

Benefits

• Competitive base salary ($60,000–$80,000 annually, based on experience).
• Generous Paid Time Off (PTO) and Volunteer Time Off (VTO).
• Health, dental, and other medical benefits.
• Global Employee Assistance Program (EAP).
• Professional development opportunities, including an award‑winning SOAR program.
• Opportunities to participate in Employee Impact Groups and Employee Experience events.

Equal Employment Opportunity Statement

First Advantage is an equal‑opportunity employer. Employment decisions are based on qualifications, merit, and business needs. The company prohibits discrimination based on race, color, national origin, ancestry, citizenship, religion, creed, sex, gender identity, gender expression, sexual orientation, marital or family status, pregnancy, age, disability, medical condition, genetic information, veteran or military status, or any other characteristic protected by applicable law.