Sales Operations Specialist at New England Center for Children Inc – Southborough, Massachusetts

We are seeking a detail-oriented Sales Operations Specialist to serve as the operational backbone of our senior sales team. This role sits at the intersection of data management, pipeline development, and alumni network activation. You will own the integrity of our Salesforce instance, build and maintain a comprehensive view of our alumni network, and ensure no prospective opportunity goes untracked unfollowed.

The right candidate thrives on organization, takes pride in clean data, and has the persistence to chase down every lead status until there's a clear answer.

Key Responsibilities

Salesforce & Data Operations

• Maintain Salesforce hygiene across all pipeline stages: ensure records are accurate, complete, and current
• Build and manage custom reports, dashboards, and list views that give senior sales leadership real-time visibility into pipeline health.
• Track and update lead, contact, and opportunity records with disciplined consistency.
• Identify and merge duplicates, fill data gaps, and enforce standardized data entry practices.
• Manage lead routing and assignment workflows to ensure timely follow-up

Alumni Network Tracking & Activation

• Build and maintain a comprehensive database of organizational alumni, tracking their current companies, roles, and seniority
• Monitor alumni career movements using LinkedIn, public sources, and internal records to identify when alumni land in potential customer organizations.
• Flag and prioritize alumni-connected accounts for outreach by the sales team
• Develop a systematic scoring or tiering model to categorize alumni accounts by potential value and engagement readiness.
• Ensure all alumni contact has a documented status: engaged, pending outreach, not yet contacted, disqualified, etc.

Lead Follow-Up & Pipeline Support

• Own the follow-up cadence for leads and prospects that have gone cold or stalled, ensuring nothing falls through the cracks
• Conduct direct outreach to prospective customers when appropriate, particularly for initial qualification, status checks, and re-engagement
• Coordinate with senior account executives to hand off qualified opportunities and provide context on alumni relationships
• Track and report on follow-up outcomes, response rates, and conversion through the funnel

Reporting & Insights

• Produce weekly pipeline and alumni tracking reports for sales leadership
• Surface data-driven insights on untouched segments, dormant leads, and high-potential alumni accounts
• Identify patterns in alumni engagement that inform outreach strategy and timing
• Maintain a clear accounting of the total addressable alumni network vs. accounts actively in the pipeline.

Qualifications Required

• 2–4 years of experience in sales operations, revenue operations, or a similar support role
• Strong Salesforce proficiency: record management, report building, dashboards, and workflow configuration
• Demonstrated ability to manage high volumes of leads and contacts with consistent follow-through
• Excellent written and verbal communication skills for direct prospect interaction
• Comfort working with organizing, cleaning, analyzing, and drawing actionable conclusions
• Self-directed work style with strong attention to detail and a bias toward completeness

Preferred Skills

• Experience with data enrichment tools (ZoomInfo, LinkedIn Sales Navigator, Clearbit, or similar)
• Familiarity with alumni or community-based sales motions
• Experience supporting enterprise sales teams or account executives
• Exposure to sales engagement platforms (Outreach, Salesloft, HubSpot, or similar)

What Success Looks Like

• At 30 days, Salesforce data is audited, and a cleanup plan is underway. The alumni tracking framework is documented, and initial data collection has begun.
• At 60 days, the Alumni database is populated with current statuses. Follow-up cadences are running. Senior sales have dashboard visibility into alumni-connected pipelines.
• At 90 days: All known alumni contacts have a documented status. Untouched high-potential accounts are identified and queued. Pipeline coverage from alumni-sourced leads is measurable and growing.

Reporting Structure

• Report to sales leadership. Works directly alongside senior account executives who remain the owners of enterprise account relationships. This role does not carry a quota but is measured on data completeness, follow-up coverage, and pipeline contribution.