Sales Operations Lead

RevOps Report; Herndon (VA); On-site; USD 120,000 - 180,000; Full time

Job summary

HawkEye 360 seeks a Sales Operations Lead to drive operational excellence across the GTM organization, owning the sales operating model, Salesforce administration, pipeline governance, analytics, and ongoing process optimization.

The role partners with Sales, Finance, Legal, and Customer Success leadership to improve forecasting accuracy, strengthen sales processes, and enable predictable revenue execution. Cross-functional collaboration is essential.

Qualifications

• 3+ years experience in Sales Operations, Revenue Operations, or Business Operations.
• Demonstrated analytical strength—interpret data, build dashboards, identify performance drivers (Excel/Sheets; BI tools a plus).
• Advanced proficiency with Salesforce, including workflows, reporting, and data governance. Admin certification welcome but not required.
• Proven ability to manage complex cross-functional processes and collaborate with senior leadership.
• Excellent project management, organization, and problem-solving capabilities.

Responsibilities

• Sales Cadence & Pipeline Governance.
• Lead weekly Gate Review meetings with visibility into pipeline status.
• Support weekly pipeline and forecast reviews with GTM leadership; identify risks and trends.
• Maintain and evolve the sales operating model for consistent execution.
• Salesforce Ownership & Process Optimization; data quality, workflow design, reporting structure, alignment with sales process.
• Manage day-to-day Salesforce configuration; partner with external admins for complex changes.
• Implement updates to the sales process with documentation and cross-team communication.
• Reporting & Analytics; own pipeline reporting, dashboards, and revenue insights for leadership.
• Analyze pipeline health, sales performance, and bottlenecks to generate actionable insights.
• Support quarterly/annual planning cycles through modeling and data inputs.
• Deal Support & Proposal Oversight; coordinate approvals across Sales, Finance, Legal.
• Partner with Proposal Managers on complex submissions and timely execution.

Skills

Sales Ops

Analytics

Salesforce

Cross-functional

Education

Bachelor's degree in Business/Finance/Analytics/Economics

Tools

Salesforce

Job description

About This Role

The Sales Operations Lead is responsible for driving operational excellence across the GTM organization, owning the company's sales operating model, Salesforce administration, pipeline governance, analytics, and ongoing process optimization. This role serves as a strategic partner to Sales, Finance, Legal, and Customer Success leadership by improving forecasting accuracy, strengthening sales processes, ensuring predictable revenue execution. The ideal candidate brings strong analytical capabilities, operational discipline, and the ability to manage cross\-functional workflows at scale.

About This Role

The Sales Operations Lead is responsible for driving operational excellence across the GTM organization, owning the company's sales operating model, Salesforce administration, pipeline governance, analytics, and ongoing process optimization. This role serves as a strategic partner to Sales, Finance, Legal, and Customer Success leadership by improving forecasting accuracy, strengthening sales processes, ensuring predictable revenue execution. The ideal candidate brings strong analytical capabilities, operational discipline, and the ability to manage cross\-functional workflows at scale.

Your main responsibilities will be

• Sales Cadence \& Pipeline Governance
• Lead weekly Gate Review meetings, ensuring deal hygiene, process adherence, and strong visibility into pipeline status.
• Support weekly pipeline and forecast review calls with GTM leadership, helping identify risks, coverage gaps, and trends that drive decision\-making.
• Maintain and evolve the company's sales operating model, ensuring consistent execution and continuous improvement.
• Salesforce Ownership \& Process Optimization
• Serve as the functional owner of Salesforce, overseeing data quality, workflow design, reporting structure, and alignment with the sales process.
• Managing day\-to\-day configuration needs tied to process optimization; partner with external Salesforce administrators for complex system changes.
• Implement updates to the sales process, ensuring adoption through documentation, communication, and collaboration across teams.
• Reporting \& Analytics
• Own pipeline reporting, dashboard development, and executive revenue insights—providing leadership with clear visibility into funnel performance, conversion trends, and forecast drivers.
• Analyze pipeline health, sales performance, and operational bottlenecks to generate actionable insights for Sales and GTM leadership.
• Support quarterly/annual planning cycles through modeling and data\-driven inputs.
• Deal Support \& Proposal Oversight
• Manage deal approval workflows across USG and International teams, coordinating stakeholder reviews across Sales, Finance, and Legal.
• Partner with Proposal Managers on complex submissions, ensuring alignment and timely execution.

Your Skills And Qualifications

Essential education and experience

• 3\+ years experience in Sales Operations, Revenue Operations, or Business Operations
• Bachelor's degree in Business, Finance, Analytics, Economics, or related field (or equivalent experience)
• Demonstrated analytical strength—ability to interpret data, build dashboards, and identify performance drivers (Excel/Sheets required; experience with BI tools a plus).
• Advanced proficiency with Salesforce, including workflows, reporting, and data governance. Formal admin certification is welcome but not required.
• Proven ability to manage complex cross\-functional processes and collaborate effectively with senior leadership.
• Excellent project management, organization, and problem\-solving capabilities

Desirable

• Salesforce certifications (Admin, Advanced Admin)
• Training or coursework in analytics, GTM operations, or BI tools
• Experience with pipeline forecasting, revenue planning, or operating model design.
• Familiarity with public sector (USG) and international deal workflows.
• Experience in a scaling or operationally complex GTM environment.

Company Overview

HawkEye 360 is equipping defense, intelligence, and national security leaders with mission-critical signals intelligence to enable faster, better decision making. By detecting, geolocating, and characterizing radio frequency emissions worldwide, HawkEye 360 delivers trusted domain awareness and early warning indicators to the US Government and allied partners. Our space-based collection, proprietary signal processing, and AI-powered analytics transform knowledge of RF spectrum into a strategic advantage. Proven by operational mission success, HawkEye 360 is redefining how signals intelligence strengths national and global security.

• HawkEye 360 is committed to hiring and retaining a diverse workforce. We are proud to be an Equal Opportunity Employer, making decisions without regard to race, color, religion, sex, sexual orientation, gender identity, gender expression, marital status, national origin, age, veteran status, disability, or any other protected class.*