Role Description The Sales Operations Specialist (SOS) is a valuable resource for Regional Partners and Account Executives. The SOS supports sales and marketing efforts by: - Requesting quotes from appropriate vendors and distributors. - Generating quotes for customers. - Managing Salesforce.com opportunities. - Corresponding with customers to maintain and grow the region. In this role, the SOS is required to interact with manufacturing partners, internal business partners, and customers in a fast-paced support atmosphere. Sales Operations Specialists are a key contact of the customer’s daily interaction with GuidePoint Security. It is the duty of the SOS to support new business as well as Renewal Business in a quota-bearing environment. The SOS must keep their finger on the pulse of all opportunities that they are responsible for in their region. SOS’s manage Salesforce.com to provide accurate forecasting reports. Additionally, the SOS will assist the Marketing team with planning and coordinating marketing events in their region, which includes: - Working with vendors to help sponsor different events. - Sending out event invites. - Arranging a venue to host the event. Qualifications - High School Diploma or GED required; Associate Degree or equivalent from a two-year college or technical school preferred. - 3+ years in a customer service/sales support type role; background in the IT industry preferred. - Prior experience in Customer Relationship Management (CRM) software required; experience with Salesforce.com preferred. - Intermediate level experience with Microsoft Office and Internet Navigation. - Technical sales/support and outbound calling experience preferred. - Self-motivated with excellent prioritization and multitasking abilities. - Outstanding attention to detail and commitment to follow-through. - Ability to work well with a team. - An unwavering positive attitude, strong drive for results, and the ability to deal with ambiguity. - Solid Math skills with the ability to calculate margins/discounts and percentages. - Must be open to receiving constructive feedback and applying it to improve results. - Demonstrates good judgment in analyzing information to make decisions that benefit GuidePoint Security. - Strong written and verbal communication skills. - Ability to work flexible work schedule required. - Demonstrates a willingness to learn and use AI-enabled tools. Requirements - Any travel/on-site requirements as needed. - Sedentary work. - Substantial movement of the wrists, hands, and/or fingers for a minimum of 8 hours a day. - Required to have close visual acuity to view computer terminal and/or extensive reading for a minimum of 8 hours a day. Benefits - Remote workforce primarily (U.S. based only, some travel may be required for certain positions, working on-site may be required for Federal positions). - Group Medical Insurance options: - Zero Deductible PPO Plan (GuidePoint pays 90% of the premium for employees and 70% for family plans). - High Deductible Health Plan with HSA (GuidePoint pays 100% of the employees premiums and 75% for family plans). - Group Dental Insurance: GuidePoint pays 100% of the premium for employees and 75% of family plans. - 12 corporate holidays and a Flexible Time Off (FTO) program. - Healthy mobile phone and home internet allowance. - Eligibility for retirement plan after 2 months at open enrollment. - Pet Benefit Option.

• Use dashboards and reports (Salesforce, Sigma, Gainsight) to pull together a regular view of pipeline health, rep performance, and forecast accuracy for the NA Sales leader • Spot patterns and anomalies in the data and flag them to the team with a clear summary of what you’re seeing • Work with the Revenue Operations tech team to flag data quality issues and support improvements to our core sales tools (Salesforce, Gainsight, Gong.io) • Run ad hoc analyses to support annual planning inputs such as territory design and quota distribution • Identify, evaluate, and implement new AI technologies that improve seller productivity and pipeline visibility (Notion, Claude, Gong.io , Gainsight) • Build working relationships with teams like Demand Gen, Customer Success, and Product by sharing pipeline updates and helping coordinate on shared go-to-market initiatives • Communicate cross-functional requests clearly and follow up to keep shared work on track • Identify process gaps that slow down sellers or create unnecessary friction, and raise them with the right teams • Proactively identify ways to make day-to-day work easier for frontline sellers and sales managers, using provided tech stack and AI • Assist with annual planning activities such as pulling territory data, organizing quota inputs, and maintaining headcount tracking lists • Track sales incentive plan performance and flag discrepancies or anomalies to Sales Comp, Finance, and leadership for follow-up • Help maintain the NA Sales team’s process documentation and operating playbook, keeping it current and easy to use • Support the North America Sales leader with day-to-day operational needs, helping turn priorities into action • Help coordinate recurring sales meetings and reviews by preparing agendas, taking notes, and following up on action items for QBRs, pipeline reviews, and weekly forecast calls • Draft internal communications and meeting materials (e.g. summaries, recaps, follow-up notes) on behalf of the NA Sales leader • Track open action items and key initiatives, helping keep the sales leadership team on schedule and accountable • May require occasional travel up to 15% for team meetings, training, or company events

• Coordinates and helps drive Americas sales forecasting and planning processes on behalf of the SVP, Americas Sales. • Proactively monitors and ensures a high level of quality, accuracy, and process consistency within the sales organizational forecasting and planning efforts. • Elevate the standard and as needed assist in the coordination and quality of sales planning activities, QBRs, Pipeline Reviews, and MEDDPPICC-driven deal reviews. • Lead the execution of data-driven sales strategies, ensuring that sales leaders have the right information to make timely and informed decisions. • Provide presentations with concise analysis, trending, and insights as to how to improve sales performance, productivity, and sales pipeline. Execute Americas-based sales initiatives that drive improved sales performance. • Assist sales leaders with sales performance reporting and metrics. Assure the accuracy and quality of sales reporting and dashboards are leveraged and assists in the development and adoption of new reporting tools and business intelligence systems. • Help sales leaders prepare to lead the weekly, monthly, and quarterly forecast and pipeline review calls in the Americas. • Work with the sales, channel, and marketing to implement global reporting needs and frequency to ensure that critical real-time data is made available to stakeholders. • Build out metrics and reporting for New ARR (new logos, upsell/cross-sell) and Churn at a Geo and Regional level. • Support territory and accounts assignment and the annual and quarterly planning process. • Partner with Americas leadership in territory planning. • Partner with Americas leadership on new market analyses and evaluating new market entries. • Proactively provide data-driven insights into the Americas business with recommendations to continually improve and grow. • Partner with Americas leadership and HR leadership to monitor, analyze, and provide metrics and insights into the Americas team to drive towards a high-performing sales organization. • Work with Americas Marketing and SDR teams to understand Pipeline generation and conversion metrics, and develop recommendations to improve. • Work with Americas and Global Partner teams, to develop Go-To-Market plans aligned to Partner goals. Track and report Partner impact and develop recommendations to improve. • Work with Americas Services teams to ensure adequate alignment of local resources to local opportunities. • Provide input to Americas Sales Coverage, Capacity, and Compensation planning activities. • Work closely with Sales Enablement to ensure all teams are enabled and assist in directing resources and training towards areas of under-performance. • Foster an organization of continuous improvement and establish high levels of quality, accuracy, and process consistency. Partner with sales leadership to identify process improvement areas. • Facilitate successful implementation of new programs and cross functional driven sales initiatives by ensuring a well-defined and efficient sales and reporting process is in place for launch and execution. • Facilitate collaboration between global account sales teams, ensuring alignment on strategy, execution, and deal management—particularly in scenarios involving commission splitting and cross-regional account ownership. Develop and implement clear processes

• Support ongoing administration, adoption, and optimization of Salesforce Nonprofit Cloud • Assist with testing, documentation, and rollout of system enhancements and process changes • Monitor data quality and conduct regular audits to ensure accuracy and consistency across records • Create and maintain user guides, process documentation, and training resources • Serve as a resource for staff questions related to Salesforce processes and reporting • Create and maintain Salesforce reports and dashboards to support forecasting, pipeline management, internship placement tracking, and organizational performance monitoring • Conduct recurring data audits and provide actionable insights to Revenue team leadership • Coordinate and facilitate Salesforce and business process trainings for Corporate Partnerships and Program staff • Support onboarding of new staff members on CRM processes and reporting tools