Sales Operations Lead
Sales & Business Development, Operations · Full-time
Pune, Maharashtra, India
About Us:
AppZen is the leader in autonomous spend-to-pay software. Its patented artificial intelligence accurately and efficiently processes information from thousands of data sources so that organizations can better understand enterprise spend at scale to make smarter business decisions. It seamlessly integrates with existing accounts payable, expense, and card workflows to read, understand, and make real-time decisions based on your unique spend profile, leading to faster processing times and fewer instances of fraud or wasteful spend. Global enterprises, including one-third of the Fortune 500, use AppZen’s invoice, expense, and card transaction solutions to replace manual finance processes and accelerate the speed and agility of their businesses. To learn more, visit us at www.appzen.com.
Position Summary
The Sales Operations Lead will be responsible for driving the day-to-day operational health and efficiency of Salesforce across the Go-To-Market (GTM) organization. Primary focus areas include optimizing and executing the end-to-end deal closing process, maintaining high data hygiene standards, providing core Salesforce administration support, overseeing revenue reporting infrastructure, and leveraging AI technologies to automate recurring operational workflows.
Key Responsibilities
Deal Closing & Revenue Operations
Manage end-to-end deal closure operations for ARR-based accounts, including opportunity processing, closed-won stage transitions, order intake, and post-sale account handoffs.
Oversee commercial documentation lifecycle within Salesforce, including Statements of Work (SOWs), contracts, amendments, and order forms.
Streamline and formalize the deal closing framework to minimize manual effort and reduce latency between opportunity CloseDate and processing execution.
Lead recurring revenue operations and renewal management, overseeing quoting, contract modifications, pricing adjustments, and stakeholder alignment.
Track client offboarding, contract terminations, and ARR adjustments in coordination with the Recurring Revenue team to ensure accurate financial alignment.
Monitor and resolve pending or aged requests in the Deal Desk and Sales Ops queues, maintaining SLA targets and issue resolution efficiency.
Partner cross-functionally with Sales, Deal Desk, Finance, Legal, and executive approvers to resolve deal friction and accelerate approval timelines.
Data Management & Hygiene
Maintain high data integrity standard across Salesforce Accounts, Opportunities, Contacts, and Activities, executing data enrichment, deduplication, and record merging.
Execute ongoing maintenance and data corrections for Account and Opportunity records.
Support territory planning, account segmentation, ownership rules, and sales coverage strategies to ensure CRM structure mirrors strategic business goals.
Salesforce Administration & Reporting
Execute foundational Salesforce administrative tasks, including record maintenance, standard configuration, field updates, and user issue resolution.
Maintain and refine standard Salesforce reporting structures and executive dashboards across key metrics: pipeline health, ARR growth, renewals, and account coverage.
Facilitate revenue reconciliation between sales data and accounting records, producing regular operational analytics for GTM leadership.
Provide data-driven insights and reporting assets to support business reviews and executive planning.
Process Automation & Continuous Improvement
Deploy AI tools, agents, and automated workflows to reduce manual overhead in routine Sales Ops and deal processing tasks.
Proactively identify process bottlenecks across Revenue Operations and introduce scalable automation solutions.
Collaborate with GTM Ops to evaluate, pilot, and expand AI-driven operational workflows.
Cross-Functional Collaboration & Governance
Lead operational improvement projects from initiation to completion, including business requirements gathering, documentation, rollouts, and change management.
Establish standard documentation, data dictionaries, standard operating procedures (SOPs), and glossaries for GTM processes.
Serve as the primary point of contact for internal Sales Operations inquiries, ensuring proper triage, escalation, and stakeholder communication.
Qualifications & Requirements
Demonstrated experience managing Lead-to-Cash operations in Salesforce, with a strong background in pipeline maintenance or process optimization.
Proficiency in Salesforce administration; Salesforce Certified Administrator credentials preferred.
Strong working knowledge of GTM funnel dynamics (top, middle, and bottom funnel management).
High data quality standards and experience executing large-scale record maintenance across Accounts, Opportunities, and Contacts.
Practical experience or strong aptitude for AI-driven workflow automation tools, software agents, and operational scripting.
Proven ability to drive structure, clarity, and standardized controls in fast-paced or unstructured operational environments.
Familiarity with Jira, Salesforce CRM platform, and revenue technology stacks.