Senior Associate, Sales Operations & Pipeline Analyst

About the role

RSM Defense manages a $25M+ active pipeline of complex MSSP opportunities, and the Pipeline Management function handles deal strategy, pricing models, go-to-market materials, internal sales roadshows and partner relationships with sister services. The Senior Associate, Sales Operations & Pipeline Analyst owns the day-to-day mechanics of pipeline hygiene, deal tracking and data operations, works directly under the Pipeline Manager and reports to the Pipeline Manager.

Key responsibilities

• Maintain the sales pipeline in the CRM (opportunities, stages, close dates, revenue values, key attributes) and track deal progression from qualification through contracting
• Collect deal updates with field sellers and solution architects, flag risks, stalled deals and aging opportunities
• Build recurring pipeline reports for leadership, including dashboards, win/loss trends, velocity and stage conversion rates, and automate data collection workflows
• Run ad hoc analyses on resource allocation, pursuit prioritization and pricing strategy, and contribute to the pipeline KPI framework
• Support scoping and pricing coordination, maintain pricing model templates and input logs, and prepare pricing summaries for internal approval
• Act as a coordination point with sister service teams, support roadshow and QBR materials, and maintain deal playbooks and pricing assumptions

Required profile

• 1-4 years of experience in sales operations, revenue operations, business analysis or a related function (2-5 years for Senior Analyst level)
• Power-user level Excel or Google Sheets, including pivot tables, VLOOKUP/INDEX-MATCH and data validation
• Experience with a CRM platform (Salesforce, HubSpot, Microsoft Dynamics or equivalent) and data quality in a live system
• Clear written and verbal communication, attention to detail, and ability to handle multiple workstreams with minimal supervision in a remote setting
• Preferred: technology, cybersecurity or managed services background, familiarity with B2B solution scoping and professional services pricing, Power BI/Tableau dashboard experience, pipeline metrics and sales forecasting exposure, and project coordination tools such as Asana, Monday.com or Smartsheet