Sales Support / Operations — P1
SALESS.SALESSUP0118.P1
Designs, operates, and optimizes the systems, data, processes, and analytics that enable a sales organization to execute and scale — distinct from Account Management (which owns customer revenue relationships) and Sales Engineering (which owns technical pre-sales). This focus owns CRM administration and data hygiene, sales reporting and forecasting, process design (Quote-to-Cash, Deal Desk), territory/quota planning, sales tool stack selection, and Go-To-Market operationalization.
Designs, operates, and optimizes the systems, data, processes, and analytics that enable a sales organization to execute and scale — distinct from Account Management (which owns customer revenue relationships) and Sales Engineering (which owns technical pre-sales). This focus owns CRM administration and data hygiene, sales reporting and forecasting, process design (Quote-to-Cash, Deal Desk), territory/quota planning, sales tool stack selection, and Go-To-Market operationalization.
Focus — Sales Support / Operations
Designs, operates, and optimizes the systems, data, processes, and analytics that enable a sales organization to execute and scale — distinct from Account Management (which owns customer revenue relationships) and Sales Engineering (which owns technical pre-sales). This focus owns CRM administration and data hygiene, sales reporting and forecasting, process design (Quote-to-Cash, Deal Desk), territory/quota planning, sales tool stack selection, and Go-To-Market operationalization.
Material PAY differential vs the function baseline.
Responsibilities by level
What this person actually does at each level on the professional track — escalating scope, not one generic blob. Your level is highlighted.
- Performs data entry and cleanup within the CRM, ensuring records are accurate and following data-hygiene standards set by senior team members.
- Generates basic reports and fulfills ad hoc data requests from the sales team under close supervision.
- Provides first-level support for sales tools and distributes sales collateral to reps.
- Serves as administrator and gatekeeper for the sales team — answering phones, scheduling, and handling individual administrative support for reps.
- Supports day-to-day operational needs of existing sales processes, escalating exceptions to more experienced staff.
- Builds advanced reports and dashboards in Excel/Google Sheets and BI tools to support pipeline and forecast reviews.
- Manages CRM enhancements and configuration changes, applying defined procedures for data governance and field/workflow updates.
- Handles quotes, contracts, and pipeline performance tracking, supporting all stages of the sales cycle with a focus on data and forecasting.
- Implements and optimizes defined sales processes, contributing to initiatives such as improving sales forecasting accuracy.
- Mentors junior coordinators on CRM usage and reporting standards under general instruction.
- Owns process-improvement projects end to end — mapping, redesigning, and optimizing sales processes with day-to-day independence and milestone review.
- Designs, implements, and optimizes sales processes and builds advanced analytics (SQL/BI) to evaluate identifiable factors driving sales performance.
- Develops sales enablement programs and manages stakeholder relationships independently across sales, finance, and marketing.
- Leads small projects and coordinates the activities of sales operations specialists or analysts.
- Improves forecasting accuracy by building and maintaining pipeline and forecast processes within the CRM and forecasting tools.
- Defines the sales operations roadmap and oversees major system implementations across the sales tool stack (CRM, CPQ, forecasting, engagement platforms).
- Develops sophisticated sales strategies and Go-To-Market operationalization aligned with company objectives, selecting methods and analytical approaches.
- Leads operational deployment of Fiscal Year Planning, including territory, quota, and policy iteration through automation.
- Contributes to evaluation, selection, implementation, and integration of the sales tool stack across functional groups.
- Leads, mentors, and develops a team of operations analysts/specialists and may manage project budgets.
- Drives the overall sales operations function at a strategic level, contributing directly to company revenue and growth objectives.
- Acts as a key advisor to executive and sales leadership on forecasting, quota allocation, and Go-To-Market design.
- Develops and optimizes the Quote-to-Cash, Deal Desk, and Forecasting architecture and establishes an operational cadence for the function.
- Partners with sales leadership to operationalize Go-To-Market initiatives and translate strategy into actionable quarterly and annual plans.
- Builds influential cross-functional networks and serves as the operations spokesperson, shaping the multi-year direction of the sales organization.
Level guidelines
The universal leveling rubric applied to this function — how scope, complexity, collaboration, and experience step up across levels.
| Level | Knowledge & Application | Complexity & Problem Solving | Collaboration & Interaction | Typical Degree & Years |
|---|---|---|---|---|
| P1 | Applies foundational CRM administration, Excel/Google Sheets, and basic reporting skills to routine, well-defined tasks following detailed instruction. | Handles routine problems with standard answers — data corrections, basic report pulls, tool access requests — escalating anything non-standard. | Maintains stable internal relationships, primarily supporting individual reps and the immediate operations team. | 0–1 years; new graduate or intern entering a Sales Operations Coordinator/Analyst role. |
| P2 | Applies advanced data analysis, BI dashboarding, CRM configuration, and quote/contract handling to conventional operational tasks. | Exercises judgment in familiar contexts — reconciling pipeline data, improving forecast inputs, optimizing defined processes — with some routine independence. | Builds productive project relationships across sales, finance, and marketing; may mentor junior coordinators. | 2+ years with a BA, or MS/PhD with no prior experience, as a Sales Operations Specialist. |
| P3 | Applies process mapping, SQL/Python analytics, forecasting methods, and CRM governance to diverse operational problems with moderate independence. | Evaluates identifiable factors to diagnose process and data gaps, owning improvement projects from analysis through deployment. | Networks with senior professionals and manages stakeholder relationships independently; may coordinate analyst activities. | 5+ years (BA), 3 years (MA), or PhD without experience, as a Senior Sales Operations Analyst/Manager. |
| P4 | Applies in-depth expertise in tool-stack architecture, Go-To-Market operationalization, FY planning, and Quote-to-Cash to complex functional issues. | Performs in-depth analysis of complex variables across systems, territories, and policies; selects methods and leads major implementations. | Coordinates across sales, finance, IT, and marketing; influences operational decisions and leads project teams. | 8+ years, often with graduate education, as a Senior Sales Operations Manager/Lead. |
| P5 | Applies strategic expertise to shape the sales operations roadmap, forecasting architecture, and multi-year organizational design. | Tackles strategic, ambiguous problems involving intangibles with high independence, contributing to company-level objectives. | Builds influential networks, advises executive leadership, and serves as the function's spokesperson in cross-functional forums. | 12+ years of extensive sales operations expertise; Director/Senior Director-level individual contributor. |
Skills
Focus-specific skills the role applies — the relevance layer beyond the occupational base.
- Data analysis
- Analyzes sales data, identifies patterns, and proposes solutions; becomes advanced and essential at mid-level and above.
- SQL
- Queries and analyzes sales data from warehouses and CRM extracts; a key technical skill for operations analysts.
- Advanced Excel/Google Sheets
- Uses spreadsheet proficiency for reporting and analysis; a baseline expectation for the role.
- Data visualization
- Builds dashboards and reports using BI tools such as Tableau, CRM Analytics, or Power BI.
- Process mapping
- Designs, implements, and optimizes sales processes; essential at mid-level and above.
- Cross-functional communication
- Manages stakeholder relationships and communicates across sales, finance, and marketing teams independently.
- Sales forecasting
- Improves forecasting accuracy and leads pipeline and forecast processes.
- Python or R programming
- Programs for advanced analytics, opening senior analyst and data-science transition paths.
- CRM administration
- Performs foundational administration of CRM systems including data hygiene and governance.
- CPQ / Quote-to-Cash
- Configures products, sets pricing rules, manages discounts, and optimizes quote generation as a specialized technical track.
- Strategy definition
- Shapes the sales operations roadmap and strategic initiatives rather than executing tasks.
- Salesforce
- Uses this tool/technology effectively during the delivery of day-to-day tasks.
- Tableau
- Uses this tool/technology effectively during the delivery of day-to-day tasks.
- Clari
- Uses this tool/technology effectively during the delivery of day-to-day tasks.
Provenance
The evidence base behind this profile — every layer is sourced; quality is scored by an adversarial review panel (1–5; passes at ≥4 on the minimum dimension).
Level — P1 — Entry-Level Professional
New to role or field; performs basic tasks under supervision
- Scope
- Own tasks within a defined component
- Autonomy
- Close supervision; work reviewed frequently
- Complexity
- Routine problems with known solutions
- Impact
- Own deliverables
- Decision rights
- Few independent decisions; escalates the rest
- Leadership
- None — building the craft
- Typical experience
- 0–2 yrs
Adjacent roles
Nearest roles by structural coordinates (level + taxonomy). Distance 0 → 1; each carries its 3-state match band. How coordinates work → · Compare side-by-side →
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O*NET / SOC
- code=43-4051source=jfm-factory.resolve