The Sales Operations Specialist supports the sales organization by improving lead flow, CRM (Salesforce.com, “SFDC”) quality, prospect research, outreach readiness, and overall sales follow-through. This role helps ensure Heartbeat’s Growth executives have accurate data, qualified prospects, timely support, and consistent movement for opportunities as well as visibility into pipeline activity.

The ideal candidate is organized, analytical, detail-oriented, and proactive. This person should be comfortable working across sales, marketing, and leadership to create a more consistent and scalable sales process.

Key Responsibilities

• Research target accounts, contacts, decision-makers, and relevant buying signals and putting together landscape and white space profile.

• Build, clean, enrich, and maintain prospect and lead lists for inbound and outbound sales efforts and support executives in maintaining sales flow and improving lead to close velocity.

• Qualify and prioritize leads based on agreed criteria, including fit, urgency, source, and sales readiness.

• Convert qualified leads into appropriate sales opportunities, communicate with the relevant Sales/Growth executive and support timely follow-up.

• Maintain data accuracy within SFDC, including account records, contact details, lead status, activity history, and next steps.

• Monitor open tasks, stale opportunities, overdue follow-ups, and re-engagement opportunities.

• Support sales representatives with account research, meeting preparation, prospect background, and relevant context.

• Work with Marketing Director and assist with outbound campaign preparation, list segmentation, activity tracking, and performance reporting.

• Prepare sales reports on lead sources, conversion trends, activity levels, pipeline health, and follow-up status.

• Partner with marketing to provide feedback on lead quality, campaign outcomes, and messaging effectiveness.

• Document and improve sales workflows, SFDC usage standards, lead handoff processes, and recurring operating rhythms.

• Support sales leadership with operational projects, data requests, pipeline reviews, and process improvements.

Qualifications

• At least 5 years experience in sales support, sales operations, lead generation, business development, marketing operations, or a related role.

• Strong organizational skills with high attention to detail and follow-through.

• Solid experience working in SFDC and ability to manage SFDC dashboards, objects and reports to maintain accurate, structured sales data.

• Ability to research companies, contacts, industries, and market segments efficiently.

• Strong written and verbal communication skills.

• Analytical mindset with the ability to summarize trends, identify gaps, and recommend improvements.

• Ability to manage multiple priorities while supporting a fast-moving sales team.

• Familiarity with LinkedIn, lead databases, email tools, reporting tools, or sales engagement platforms is a plus.

Success Measures

• Increase in qualified leads delivered to sales.

• Faster response time to inbound leads.

• Improved completeness, accuracy, and consistency.

• Reduction in missed, late, or stale follow-ups.

• Higher lead-to-opportunity conversion rate.

• Improved visibility into pipeline health, activity, and lead-source performance.

• More selling time available for quota-carrying representatives.

• Stronger alignment between sales and marketing on lead quality and campaign effectiveness.

Preferred Attributes

• Process-minded and comfortable creating structure where workflows are informal or inconsistent.

• Curious, resourceful, and able to find useful prospect or account context quickly.

• Service-oriented, with strong judgment about how to help sales move faster without creating unnecessary administrative burden.

• Comfortable turning sales activity and lead data into practical recommendations for leadership.