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 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, help prepare 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 such as Salesforce, HubSpot or Microsoft Dynamics, and data quality in a live system
• Clear written and verbal communication, attention to detail, and ability to handle several workstreams with minimal supervision in a remote setting

Preferred

• Technology, cybersecurity or managed services background, and familiarity with complex B2B sales and professional services pricing
• Dashboards in Power BI, Tableau, Salesforce Reports or similar, and exposure to pipeline metrics and sales forecasting
• Project coordination tools such as Asana, Monday.com or Smartsheet