Sales Operations Lead

Reston, VAWho We Are:Excelacom is a global consulting and technology solutions firm solving client’s complex business and technology challenges through a mix of consulting expertise, telecom-focused software, and managed services within the communications and media industries.Who You Are:You are a highly organized, execution-focused Sales Operations professional who thrives in a fast-paced consulting and technology environment. Acting as a Chief of Staff to Sales, you bring structure, accountability, and visibility to sales operations while enabling Client Partners to focus on growth and client engagement. You are equally comfortable managing pipeline hygiene, driving account planning, and contributing directly to proposal development and deal closure.You have a strong sense of ownership, proactively drive initiatives forward, and ensure alignment across stakeholders. You are detail-oriented, data-driven, and passionate about improving processes—particularly moving teams from manual tools like Excel into scalable systems. You bring experience in sales operations, consulting, or a related function, and have a track record of driving measurable improvements in sales execution and governance.As a Consultant, you’ll contribute to client engagements by delivering insights, building deliverables, and leading workstreams. You’ll be expected to bring strong analytical thinking, and a proactive mindset to solve client problems and drive transformation.Role and Responsibilities:You may work on various projects throughout your career with Excelacom. The roles and responsibilities noted below pertain to the specific role listed above.Work closely with clients to identify process improvementsAnalyze business challenges and recommend technology-driven solutionsSupport system development, integration, and testing activitiesDevelop presentations, deliverables, and implementation plansAssist with proposals and business development effortsAct as a Chief of Staff to Sales leadership, driving execution across sales operations while maintaining alignment with Client Partners and leadership (reporting structure remains under Head of Sales)Own and enforce pipeline governance, ensuring all opportunities are updated weekly with accurate status, next steps, and forecast dataDrive accountability across Client Partners to maintain high-quality, up-to-date pipeline entriesDevelop and manage account plans for key clients, ensuring alignment with growth strategies and revenue targetsPartner with Client Partners to support proposal development, including shaping content, coordinating inputs, and helping drive deals to closureLead the rollout and adoption of Excelacom’s Century Sales application, transitioning the organization from Excel-based tracking to a scalable, system-driven approachEstablish best practices, processes, and reporting frameworks within the Century Sales platformMonitor sales performance metrics and provide actionable insights to leadershipIdentify gaps in sales processes and implement improvements to enhance efficiency and effectivenessFacilitate regular sales cadence activities (pipeline reviews, account reviews, forecasting sessions)Coordinate cross-functional collaboration between sales, delivery, and leadership teams to ensure alignment on opportunities and client strategyRequired Qualifications:3–10 years of experience in Sales Operations, Business Operations, Consulting, or a related roleProven experience managing and maintaining sales pipelines and forecasting processesExperience supporting proposal development and sales deal cyclesStrong organizational and project management skills with the ability to drive initiatives independentlyExperience implementing or managing CRM or sales systems (e.g., Salesforce or similar platforms)Ability to influence without direct authority and drive accountability across senior stakeholdersStrong analytical mindset with the ability to interpret data and translate it into actionable insightsBachelor’s degree, preferably in Computer Science or related fieldPrior consulting experience – in an agile environment – with a leading strategy firm, consulting practice, or consulting technology firmProficiency in Microsoft Office (Word, Excel, PowerPoint, Visio)Strong verbal and written communication skillsPreferred Qualifications:Prior experience in Telecommunications, Media, or Cable is highly preferredPast success in generating new business with existing clientsGood time management and collaboration skillsExperience working in a Sales Enablement capacityFamiliarity with CPQ, CRM, or sales workflow tools, particularly within consulting or technology organizationsExperience driving system adoption and organizational change management initiativesExposure to Excelacom’s Century platform or similar sales enablement toolsEEO Statement:Excelacom, Inc. is an equal opportunity employer. Any decision affecting employment, compensation, promotion, or transfer will be based solely on personal qualifications and merit, regardless of sex, race, color, religion, gender identity, sexual orientation, marital status, national origin, disability, age, results of genetic testing, service in the military, pregnancy, childbirth or other related medical conditions or any other factor protected under applicable law.