Sales Operations Specialist (Zoho CRM)

Scale Army

The Sales Operations Specialist (Zoho CRM) will manage and optimize Zoho CRM to support sales process automation, workflow enforcement, and performance reporting. This is a technical and operational role, not sales or marketing, and is responsible for maintaining CRM structure, building automations, monitoring sales adherence to activity targets, and implementing scalable solutions to operational gaps.

Key Responsibilities

• Track and report adherence to activity targets such as 50 calls per day.
• Ensure timely lead follow-up and compliance with CRM protocols.
• Identify, flag, and communicate non-compliance to relevant staff.

Zoho CRM Management & Automation

• Maintain and optimize Zoho CRM structure, modules, permissions, and automations including Blueprints and Workflows.
• Build nurturing automations for sales-owned leads (no marketing automations).
• Assign leads to the correct sales staff and ensure proper entry into sales cadences and automations.

Lead Management & Nurturing

• Oversee the full lead life cycle to support pipeline growth.
• Build, assign, and monitor nurturing campaigns for leads passed from sales reps.
• Audit unworked and aged leads and enforce structured routing and follow-up.

Sales Reporting & Dashboards

• Build Zoho dashboards for sales KPIs including speed-to-lead, activity-to-meeting conversion, stage aging, funnel hygiene, and SLA adherence.
• Deliver regular reports to sales leadership.
• Make data-driven recommendations to improve sales processes.

Training & Ramp-Up

• Coordinate onboarding and initial training with internal staff.
• Achieve full process ownership by the end of the first 90 days (3-month ramp-up).