• Partner with Sales leaders to improve operating cadence across pipeline reviews, forecast management, territory planning, and performance tracking • Own and optimize core sales processes, including opportunity management, stage definitions, inspection workflows, pipeline hygiene, and key handoffs across teams • Build and maintain trusted reporting and dashboards that help leaders understand pipeline health, conversion, bookings performance, and risk areas • Translate business questions into clear analyses and actionable recommendations for Sales leadership • Identify gaps in process, data quality, and system design, then drive practical solutions that improve visibility and execution • Support quota, coverage, and territory planning processes in partnership with Growth, Finance, and leadership stakeholders • Improve Salesforce data quality and process consistency to ensure reporting is credible, scalable, and useful • Partner cross-functionally with Marketing, Client Success, Finance, Analytics, and Enablement to improve upstream and downstream go-to-market workflows • Drive adoption of new tools, workflows, and operating expectations through documentation, training, and change management • Help evaluate and operationalize AI and automation use cases that improve seller productivity and management visibility

• Support the weekly forecast process end-to-end, partnering with Sales leadership to deliver accurate, data-driven pipeline reviews • Build and maintain pipeline health dashboards that surface risk, velocity trends, and conversion benchmarks • Develop and enforce pipeline hygiene standards across the sales team in Salesforce • Define, document, and continuously improve the end-to-end sales process from prospecting through close • Partner with Sales Enablement to translate process improvements into rep-facing playbooks and training materials • Identify bottlenecks and drop-off points in the funnel and design experiments to address them • Lead annual and mid-year territory design and quota-setting processes in collaboration with Finance and Sales leadership • Build models to analyze rep capacity, market coverage, and attainment fairness • Maintain and iterate on compensation plan documentation and quota tracking • Build and own the Sales team's core reporting layer • Create executive-facing dashboards on ARR, win/loss, ramp, and rep performance • Answer ad hoc analytical questions • Serve as the Salesforce administrator support — managing objects, flows, validation rules, and user permissions • Define and enforce data quality standards across accounts, contacts, opportunities, and activities • Partner with Marketing Ops to ensure clean handoffs and accurate attribution in the CRM • Serve as the operational point of contact for complex or non-standard deals, working with Sales, Legal, and Finance • Own and improve the CPQ configuration, ensuring pricing accuracy and approval workflows are running smoothly • Track and analyze discounting trends and deal structure patterns to inform pricing strategy

Role Description We are hiring a Sales Operations Specialist who owns speed-to-lead, estimate support, and pipeline discipline so that no revenue opportunity slips through. This is a remote role through ScaleSource. It is not a "wait for someone to assign me a task" job. You own the entire lead-to-signature pipeline so that estimators and sales reps stay focused on closing instead of chasing paperwork. Your mission is to make sure the business wins the jobs it already paid to find. You are the engine between "lead came in" and "contract signed." You handle the speed, the accuracy, and the follow-through so the sales team can handle the closing. What You'll Own - Speed-to-Lead and Follow-Up - Contacting every inbound lead within the target response window — minutes, not hours - Making outbound calls, callbacks, and follow-ups without being chased to do it - Responding fast enough that the business wins the job before a competitor even calls back - Tracking every touchpoint so no lead falls through the cracks between first contact and close - Working the follow-up cadence every day, not when you get around to it - Estimate and Proposal Support - Building estimate packets, proposals, job notes, and pipeline updates - Keeping estimates accurate and consistent so the sales team and the customer both trust the number - Sending proposals promptly and tracking them through to signature - Catching errors before they go out — wrong scope, wrong price, wrong customer details - Keeping templates and pricing references current so accuracy scales - Scheduling and Coordination - Locking in appointments, site visits, estimate reminders, and proposal send-outs - Confirming appointments before they happen so crews and estimators don't drive to no-shows - Rescheduling cleanly when plans change — and making sure the customer knows - Keeping the calendar tight enough that estimators and sales reps show up prepared and on time - Pipeline Revival - Chasing unsigned proposals until they are signed or confirmed dead - Re-engaging dormant leads with structured outreach, not one half-hearted email - Treating a quiet lead as an opportunity to re-engage, not a lost cause to write off - Reporting honestly on what is alive, what is dying, and what is dead - CRM and Job-Management Discipline - Keeping CRM / job-management statuses, notes, and next steps accurate and current - Logging every meaningful contact so the next person is not starting from zero - Creating follow-up tasks with owners and due dates - Making sure pipeline reports are trustworthy because the data underneath them is - Making sure information lives in the system, not in your head, your notebook, or a text thread Qualifications - 2+ years in inside sales, service coordination, dispatch, estimating support, or contractor office support - Sustained volume experience: 50+ lead follow-ups per week or 20+ proposals/quotes per month — this must be demonstrable, not estimated - 2+ years hands-on with ServiceTitan, Jobber, Housecall Pro, Buildertrend, HubSpot, or a similar CRM / job-management platform - Supported $100k+/month in pipeline activity tied to quoting or bidding - Fluent written and spoken English at a professional, customer-facing level - Must pass a live call simulation and written accuracy exercise at 85%+ - Professional home office setup and reliable internet - Willing to undergo the required training assessment as part of the recruitment process - Must be available Monday–Friday, 9:00 AM–6:00 PM in PST, CST, or EST Preferred Qualifications - Experience in home services, construction, or contractor-based industries - Experience improving a follow-up cadence or CRM pipeline structure - Experience with U.S.-based customers or U.S.-based companies - Experience reviving dormant pipelines or win-back campaigns - Conversational Spanish Benefits - Better Role Matching — you are placed where you can actually perform and grow, not just fill a seat - Real Upside — strong performers unlock raises, long-term stability, and future opportunities - Work With U.S. Operators — direct exposure to franchise owners focused on growth and execution - Real Ownership — your work directly impacts operations. Less bureaucracy, more responsibility from day one - Multi-Location Exposure — work across multiple franchise locations and learn how scalable operations actually run

• Contacting every inbound lead within the target response window — minutes, not hours • Making outbound calls, callbacks, and follow-ups without being chased to do it • Responding fast enough that the business wins the job before a competitor even calls back • Tracking every touchpoint so no lead falls through the cracks between first contact and close • Working the follow-up cadence every day, not when you get around to it • Building estimate packets, proposals, job notes, and pipeline updates • Keeping estimates accurate and consistent so the sales team and the customer both trust the number • Sending proposals promptly and tracking them through to signature • Catching errors before they go out — wrong scope, wrong price, wrong customer details • Keeping templates and pricing references current so accuracy scales • Locking in appointments, site visits, estimate reminders, and proposal send-outs • Confirming appointments before they happen so crews and estimators don't drive to no-shows • Rescheduling cleanly when plans change — and making sure the customer knows • Chasing unsigned proposals until they are signed or confirmed dead • Re-engaging dormant leads with structured outreach, not one half-hearted email • Keeping CRM / job-management statuses, notes, and next steps accurate and current • Logging every meaningful contact so the next person is not starting from zero • Creating follow-up tasks with owners and due dates • Making sure pipeline reports are trustworthy because the data underneath them is