Sales Operations and CRM Manager

What You’ll Do

• Own Salesforce as the central system of record for all leads, accounts, contacts, opportunities, programs, geographies, and customer activity

• Manage lead flow across all programs and geographies, ensuring every lead is captured, assigned, tracked, followed up, and progressed appropriately

• Build and maintain clean pipeline architecture across business development, sales, programs, capture, proposals, and customer engagement

• Create CRM workflows that support lead intake, qualification, account ownership, opportunity progression, next steps, follow-up actions, and leadership reporting

• Partner with the President, executive leadership, sales, business development, and program teams to define how commercial data should be captured and managed

• Build dashboards and reporting packs that give leadership clear visibility into leads, pipeline, conversion, customer activity, revenue forecast, program-level opportunities, and geographic coverage

• Improve CRM discipline across the organization, ensuring data quality, consistent usage, clean handoffs, and accountability

• Track pipeline movement across stages, owners, programs, geographies, customers, probability, value, forecast category, and expected close date

• Identify gaps in lead management, CRM usage, pipeline hygiene, and commercial reporting, then build practical solutions

• Train and support internal users to ensure Salesforce is adopted properly and used consistently

CRM, Leads & Pipeline Responsibilities

• Own Salesforce configuration, data integrity, dashboards, reporting, user adoption, workflow design, and process discipline

• Manage all inbound, outbound, referral, partner, customer, and program-related leads through a clear CRM process

• Build lead routing and ownership rules across programs, geographies, customer segments, and opportunity types

• Create and maintain consistent definitions for lead status, qualification criteria, opportunity stages, pipeline movement, and forecast categories

• Ensure every opportunity has clear ownership, next steps, close dates, value, probability, notes, and supporting context

• Build reporting views by program, geography, customer, pursuit status, opportunity stage, lead source, revenue value, and owner

• Develop dashboards for leadership covering active leads, qualified pipeline, stalled opportunities, upcoming customer actions, proposals, contract status, bookings, and forecast

• Support weekly and monthly commercial reviews with clean reporting, accurate data, and clear insight

• Maintain data hygiene across accounts, contacts, leads, opportunities, customer interactions, activities, notes, and next steps

• Build scalable CRM architecture that can support continued growth across multiple programs, geographies, customers, and revenue streams

Operational & Business Support

• Partner with leadership to build a disciplined operating cadence around leads, pipeline, and commercial execution

• Support sales, business development, program, and capture teams with CRM hygiene, pipeline reviews, meeting preparation, and action tracking

• Create standard operating procedures for lead management, CRM usage, pipeline updates, reporting, and forecasting

• Build executive-level reporting that helps leadership understand where opportunities sit, what needs action, and where risk exists

• Improve forecasting accuracy by ensuring pipeline data reflects real commercial activity

• Help connect CRM data to broader business planning, including program growth, customer strategy, revenue forecasting, and resource planning

• Support proposal and capture workflows by ensuring opportunities are tracked clearly from early lead through customer engagement, proposal, negotiation, and close

• Bring structure without adding unnecessary bureaucracy, ensuring systems are practical, accurate, and easy for teams to use

What You’ll Bring

• Strong experience in sales operations, revenue operations, CRM operations, business operations, or commercial operations

• Expert-level CRM experience, ideally Salesforce

• Proven experience managing leads, accounts, opportunities, pipeline stages, dashboards, workflows, and CRM reporting

• Strong understanding of lead management, pipeline hygiene, sales process discipline, and revenue forecasting

• Experience building CRM systems, workflows, dashboards, and reporting infrastructure in a scaling business

• Ability to manage commercial data across multiple programs, geographies, customers, and internal stakeholders

• Strong analytical skills with the ability to identify trends, risks, gaps, stalled opportunities, and operational bottlenecks

• Excellent communication skills, with the ability to work across executive, sales, program, finance, and technical teams

• High attention to detail and strong standards around data quality

• Comfortable operating in a fast-paced startup or high-growth environment

• Strong ownership mindset and ability to operate with minimal direction

Preferred

• Experience in aerospace, defense, advanced manufacturing, robotics, government contracting, or another mission-critical technical environment

• Experience supporting business development, capture, proposal, customer engagement, or program-level sales workflows

• Experience building or cleaning up Salesforce in an early-stage or scaling company

• Experience managing CRM data across multiple sites, territories, business lines, or geographies

• Familiarity with bookings, backlog, pipeline conversion, forecast accuracy, account planning, and commercial performance metrics

• Experience working directly with Presidents, CEOs, CROs, or senior leadership teams

• Experience creating executive dashboards, management reporting packs, or board-level commercial reporting

• Familiarity with federal, defense, aerospace, or government customer environments

What We’re Looking For

• A true CRM owner who can bring control, structure, and visibility to commercial activity

• Strong sales operations discipline with a practical understanding of how leads become pipeline and pipeline becomes revenue

• High standards for data quality, process consistency, and accountability

• Ability to manage complexity across multiple programs, geographies, customers, and internal teams

• Commercial awareness and the ability to understand what leadership needs to see to make decisions

• Comfortable challenging poor CRM hygiene and driving adoption across the business

• Bias for action, clean execution, and continuous improvement

• Ability to build systems that are scalable, useful, and actually used by the team