Sales Operations Manager

Dili

Team: Revenue Operations

Reports to: CEO

Location: NYC

Type: Full-time

About the role

Dili helps build software and AI for energy developers, construction firms and project owners. Our customers are sophisticated and their procurement processes are rigorous; which means the path from “great demo” to “signed contract” runs through security questionnaires, vendor onboarding portals, redlines, and pricing approvals.

This role owns that path. You will sit between our sales team and our compliance team, translating in both directions: pulling the compliance detail our prospects’ diligence teams demand, and making sure what sales commits to is something we can actually deliver and bill for. It’s the connective tissue role, the person who makes deals close cleanly instead of stalling in someone’s legal inbox.

This is a strong fit for someone who likes owning process end to end, is comfortable being the person everyone routes things through, and gets satisfaction from turning a chaotic close into a repeatable one.

What you’ll own

Vendor questionnaires and diligence. Own the intake and response process for security, procurement, and vendor onboarding questionnaires. Build and maintain a reusable answer library, pull in compliance and engineering only where genuinely needed, and drive each one to completion rather than letting it sit.

Proposals. Prepare and assemble customer-facing proposals and RFP responses - scoping, pricing, compliance narrative, and supporting materials. Maintain a library of reusable content so each proposal starts from proven language rather than a blank page, and manage submission deadlines and formatting requirements.

Order forms and pricing. Generate order forms, quotes, and renewals. Enforce the pricing and discount approval structure, flag non-standard terms early, and keep pricing documentation current as packaging evolves.

Contracts. Manage the contract lifecycle from first draft through signature and countersignature - MSAs, order forms, NDAs, DPAs, and vendor agreements. Track redlines, run the internal review loop with legal and compliance, maintain the executed-contract repository, and own the renewal and expiration calendar.

Accounting coordination. Hand off closed-won deals cleanly to accounting: billing terms, invoicing triggers, payment schedules, revenue recognition inputs. Serve as the point of contact for billing questions and help resolve collections issues before they escalate.

HubSpot management. Own HubSpot as the system of record - pipeline hygiene, deal stages, properties, workflows, quote templates, and reporting. Build the dashboards leadership uses to run forecast and pipeline reviews, and keep the data clean enough to trust.

Sales support and scheduling. Coordinate meetings and demos, prepare materials, track follow-ups, and handle the operational load that otherwise pulls reps out of selling time.

What we’re looking for

• 3+ years in sales operations, contract administration, revenue operations, or a similar role at a B2B software or services company

• Hands-on HubSpot experience (or comparable CRM, with willingness to go deep on HubSpot)

• Direct experience managing contracts and order forms through a full lifecycle, including working alongside legal on redlines

• Proposal or RFP response experience, with the writing ability to produce client-ready documents without heavy editing

• Comfort with security and vendor questionnaires - you’ve completed them, not just forwarded them

• Strong written communication and the judgment to know when to decide and when to escalate

• Genuine organizational discipline: nothing gets dropped, and status is always knowable without being asked

Nice to have

• Exposure to renewable energy, construction, or regulatory compliance environments

• Familiarity with prevailing wage or Davis-Bacon concepts (we will teach this - no need to arrive with it)

• Experience selling into enterprise procurement or public sector buyers

• Experience standing up process where none existed, in an early-stage company

What success looks like

90 days: You own questionnaire and order form workflows end to end. HubSpot pipeline data is clean and current.

6 months: Contract turnaround time is measurably shorter, the proposal and answer libraries cover the majority of inbound requests, and the sales-to-accounting handoff runs without leadership involvement.

12 months: You are the operational backbone of the revenue org, and the process you have built scales with headcount instead of breaking under it.