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About the Role

Drives scale and efficiency across high-volume Commercial and Small Business sales motions, focusing on velocity, conversion optimization, and forecasting discipline in shorter-cycle environments. This is a revenue execution role, not reporting support or an embedded business partner.

Responsibilities

• Define and enforce opportunity stage entry and exit criteria.
• Establish deal inspection frameworks by segment and deal size.
• Identify and eliminate poorly qualified pipeline, stalled or aging deals, and inflated close dates and optimistic forecasts.
• Create clear standards for when deals advance, reset, or exit the pipeline.
• Own forecast methodology and call discipline across segments.
• Standardize forecast categories (Commit, Best Case, Pipeline, etc.).
• Lead or co-lead weekly forecast calls with Sales leadership.
• Track and surface forecast bias, slippage patterns, and risk signals.
• Improve forecast accuracy, confidence, and consistency over time.
• Design and run pipeline councils by segment.
• Ensure pipeline reviews are forward-looking, decision-oriented, and action-driven.
• Equip Sales leaders with consistent inspection views that drive accountability.
• Make pipeline hygiene a management habit, not a Rev Ops cleanup task.
• Partner closely with Revenue Intelligence & Analytics, Systems and Data teams.
• Translate execution issues into process improvements, system enforcement, and clear operating guidance.
• Provide structured feedback into GTM strategy and planning.
• Define and own the core pipeline and forecast KPIs.
• Hold the organization accountable to stage-to-stage conversion, deal aging, and forecast accuracy.
• Ensure leaders understand why deals slip, not just that they did.

Requirements

• 7–10 years of total professional experience.
• 4–6+ years in Sales Operations, Revenue Operations, or GTM Strategy.
• Experience supporting Direct Sales Teams and/or Channel organizations.
• SaaS experience strongly preferred.
• Strong analytical mindset with the ability to turn data into decisions.
• Comfortable working with ambiguity and building structure where none exists.
• Excellent executive communication — written, verbal, and storytelling.
• Ability to influence senior stakeholders without formal authority.
• High ownership mentality: you see problems and fix them.
• Detail-oriented but able to zoom out to the bigger picture.
• Strong experience with Salesforce, Tableau, Outreach, Clay, Scratchpad, and ZoomInfo.
• Familiarity working alongside tools like Anaplan, routing platforms (Leandata), or forecasting tools (Clari).
• Ability to partner effectively with Business systems and analytics teams.

Skills

• Salesforce
• Tableau
• Outreach
• Clay
• Scratchpad
• ZoomInfo
• Anaplan
• Leandata
• Clari

Location

• Austin
• Tempe

Work Type

• Onsite

Experience Level

• 7-10 years professional experience
• 4-6+ years in Sales Operations, Revenue Operations, or GTM Strategy

Benefits

• Competitive salary
• Comprehensive benefits
• Real opportunities for growth
• Cutting-edge AI tools
• Robust training program

About the Company

• Dialpad is the AI-native business communications platform, unifying calling, messaging, meetings, and contact center on a single platform powered by AI.
• More than 70,000 companies globally rely on Dialpad.
• Dialpad is leading the shift to Agentic AI: intelligent agents that analyze conversations and take action by automating workflows, resolving customer issues, and accelerating revenue in real time.
• At Dialpad, AI isn’t just a feature; it’s how our teams do their best work every day, putting powerful AI tools in every employee’s hands.
• We believe every conversation matters and have built the platform that turns those conversations into insight and action.
• We look for people who are intensely curious and hold themselves to a high bar, embodying core traits: Scrappy, Curious, Optimistic, Persistent, and Empathetic.

Equal Opportunity

• Dialpad is an equal-opportunity employer.
• We are dedicated to creating a community of inclusion and an environment free from discrimination or harassment.