Sales Operations Administrator

Sales Operations Administrator

Department: Sales

Location: Remote

Employment: Full-Time

Reports To: VP of Sales

Position Summary

Karpel Solutions is seeking a driven and detail-oriented Sales Operations Administrator to build and optimize the internal infrastructure that powers our sales organization. This role is central to enabling our sales team's effectiveness — owning CRM strategy, forecasting processes, pipeline analytics, and sales enablement programs. The Sales Operations Administrator will partner closely with Sales, Marketing, Finance, and Product to ensure our go-to-market operations are efficient, data-driven, and scalable.

Key Responsibilities

CRM & Systems Management

• Own and administer the CRM platform (e.g., Salesforce or HubSpot), ensuring data integrity, system configuration, and user adoption across the sales team.
• Evaluate, implement, and manage the sales technology stack, including tools for prospecting, engagement, forecasting, and analytics.
• Develop and enforce CRM usage standards, workflows, and data governance policies.

Forecasting & Pipeline Analytics

• Design and maintain a reliable sales forecasting process, working with sales leadership to improve accuracy and visibility.
• Build and maintain dashboards and reports that provide actionable insights on pipeline health, rep performance, win/loss trends, and revenue projections.
• Identify bottlenecks and inefficiencies in the sales funnel and recommend data-driven improvements.

Sales Enablement

• Develop and manage onboarding and ongoing training programs for sales representatives, ensuring they are equipped with the tools, content, and skills to succeed.
• Collaborate with Marketing to align messaging, collateral, and campaign strategies with field execution.
• Create and maintain sales playbooks, process documentation, and best-practice guides.

RFP Process Management

• Own the end-to-end RFP process, serving as the primary coordinator for all incoming requests for proposal (RFPs), requests for information (RFIs), and requests for quotation (RFQs).
• Build and maintain a centralized RFP content library, including standard responses, case studies, and supporting documentation, ensuring content stays current and accurate.
• Collaborate with Sales, Product, Legal, and subject matter experts to develop compelling, compliant, and timely proposal responses.
• Track RFP timelines, deadlines, and outcomes; analyze win/loss data to continuously improve response quality and strategy.
• Develop and refine RFP workflows, templates, and scoring criteria to improve efficiency and consistency across submissions.

Process Design & Continuous Improvement

• Define, document, and optimize end-to-end sales processes from lead generation through close and renewal.
• Drive cross-functional initiatives to streamline handoffs between Sales, Customer Success, and other departments.
• Establish KPIs and operational cadences (weekly reviews, QBRs) that keep the team aligned and accountable.

Why Karpel Solutions

Karpel Solutions is a purpose-driven software company providing cutting-edge case management and workflow solutions to prosecutors, courts, and public safety agencies across the country. We are a collaborative, mission-oriented team committed to improving justice outcomes through technology. Joining Karpel means making a real impact — both within our organization and in the communities we serve.

• Fully remote work environment with a flexible, results-focused culture.
• Opportunity to shape the sales operations function from the ground up.
• Competitive compensation, benefits, and professional development support.
• Work with a passionate team dedicated to meaningful, mission-driven work.

Required

• 5+ years of experience in Sales Operations, Revenue Operations, or a closely related role.
• Proven expertise with CRM platforms (Salesforce preferred); ability to configure, customize, and extract meaningful reporting.
• Strong analytical skills with experience building forecasting models and sales dashboards.
• Demonstrated ability to design scalable processes and drive adoption across distributed teams.
• Excellent cross-functional communication and project management skills.
• Comfortable working in a remote environment with a distributed, fast-paced sales team.
• Bachelor’s Degree

Preferred

• Experience in a SaaS or technology company, particularly in the public safety or criminal justice software sector.
• Familiarity with sales engagement platforms (e.g., Outreach, SalesLoft) and BI tools (e.g., Tableau, Power BI).