Sales Operations Architect

At First Advantage (Nasdaq: FA), people are at the heart of everything we do. From our customers and partners to our greatest advantage — our team members. Operating with empathy and compassion, First Advantage fosters a global inclusive workforce devoted to the diverse voices that make up our talent and products. Our team members empower each other to be their authentic selves and treat all with respect, integrity, and fairness.

Say hello to a rewarding career, and come join a leading provider of mission-critical background screening solutions to some of the most recognized Fortune 100 and Global 500 brands.

About the Team 

The Revenue Operations team at First Advantage is responsible for improving how our global Go-to-Market (GTM) teams sell, execute, and engage customers. We connect strategy, process, systems, data, and performance visibility so GTM leaders across sales and Customer Success can run the business with clear standards, reliable execution, and trusted insights. 

Summary 

We are seeking a Sales Operations Architect (Individual Contributor) to join our Global Revenue Operations (RevOps) organization. This role is responsible for supporting sales execution through strong operational leadership, analytical insight, disciplined process standards and planning. 

This is not a typical sales operations role. This role will have a meaningful impact on orchestrating and automating operational efficiency. You will be responsible for executing sales planning, process, analysis, and Salesforce based operational support for the Sales organization. The ideal candidate is a strong operator with deep Salesforce knowledge, advanced analytical skills, and the ability to partner credibly and influence Senior level Sales leadership to diagnose issues, solve business problems, and improve execution. 

This is a highly visible role that requires both strategic thinking and hands‑on execution in a complex, global sales environment. 

What You’ll Do 

Sales Operations Partner to GTM Leadership 

• Serve as a primary Sales Operations partner to Sales leadership, supporting execution, planning, and operational problem solving 

• Identify and diagnose issues related to pipeline health, territory coverage, and sales process adherence; suggest and implement improvements to those processes 

• Communicate findings effectively to Sales leaders and cross-functional stakeholders 

Revenue Planning Execution 

• Own the execution of territory, segmentation, and coverage models defined by Sales and GTM leadership 

• Operationalize planning decisions by ensuring accurate implementation across Salesforce, utilizing your deep expertise in opportunity management, pipeline mechanics, and forecasting inputs 

• Define, maintain, and enforce sales process standards, pipeline stage definitions, and verifiable criteria to move a deal forward 

• Lead annual and in year planning cycles by implementing approved changes to territories, coverage rules, and capacity assumptions 

• Define forecast process, forecast categories, data requirements and forecast governance standards 

Operational Analysis 

• Perform territory analysis to evaluate balance, coverage gaps, whitespace, and capacity alignment 

• Conduct segment level analysis (industry, vertical, region, size, selling motion) to identify execution risks and opportunities 

• Partner with Sales leadership to validate whether planning assumptions are reflected in actual execution 

Insights and Analytics 

• Diagnose what’s driving performance (what changed and why), using data to get to the real root cause. Why process isn’t being followed, why territory model isn’t performing 

• Drive action with Sales leaders (deal inspection, pipeline cleanup, process adherence) to course-correct fast 

• Turn insights into measurable improvements by partnering with Sales, RevOps, and Revenue Tech to implement changes in process, governance, and Salesforce 

Revenue Technology Implementation and Adoption 

• Partner closely with Revenue Technology, Sales leadership, and implementation partners to support the design, rollout, and adoption of Gong across the Sales organization 

• Translate Sales Operations requirements into clear business rules, workflows, forecasting inputs, pipeline inspection processes, and reporting needs within Gong 

• Help define how Gong supports deal inspection, pipeline management, forecasting discipline, sales process adherence, and leadership visibility 

Cross‑Functional Collaboration 

• Partner closely with Revenue Technology to ensure sales execution and planning requirements are translated into scalable system solutions 

• Work with Revenue Performance and Analytics teams to align execution insights with reporting and dashboards 

• Contribute to documentation, standards, and continuous improvement of Sales Operations processes 

Required Qualifications 

• 10+ years of experience in Sales Operations, Revenue Operations, or GTM Operations with a deep understanding of how to support a high growth sales org 

• Proven experience transforming manual processes into automated and integrated solutions that can scale with the business 

• A track record of communicating and influencing senior stakeholders to drive operational change without having direct authority 

• Direct experience managing revenue operations for consumption models, including the dual-tracking of estimated ACV and realized consumption revenue 

• Must have strong business judgment and problem-solving skills with the ability to connect data-driven insights to the actual needs of the business 

• Must be Data Curious with exceptional analytical skills to drive deep insight 

• Highly self‑directed and comfortable operating in ambiguity, owning initiatives end‑to‑end from a vague idea to a to a finished process 

• Experience translating business goals into clear requirements for Business Analysts to execute in SFDC 

• Advanced proficiency in Excel for data analysis and modeling 

• Deep functional knowledge of Salesforce, including pipeline management, forecasting, opportunity data models, and territories; SFDC Administrator certification preferred 

• Experience implementing Gong or similar revenue intelligence platforms, including requirements definition, process design, rollout support, adoption, and operational governance 

• BI Tools (Power BI) experience a plus 

Success Metrics 

• Improved pipeline hygiene, including fewer stale opportunities and more consistent use of stage criteria and required fields 

• Reduced forecast swings, driven by higher-quality opportunity inputs and fewer late-cycle surprises 

• Faster turnaround on territory/coverage updates, with fewer exceptions and less break-fix after implementation 

• More consistent sales process adherence across teams, reflected in fewer one-off workarounds and escalations 

• Clear, measurable adoption of new standards and process changes (documented, implemented in Salesforce, and sustained over time) 

Why Join Us 

• Be a key operator within a global Revenue Operations organization 

• Play a critical role in improving sales execution, data quality, and operational rigor 

• Partner closely with Sales leadership to solve real business problems 

• Have direct impact on how sales planning, pipeline execution, and forecasting operate at scale