Sales Operations Specialist

About Unifize

At Unifize, we’re building the AI-native product suite for regulated manufacturing companies. Our platform is designed to unify Quality, Operations, and R&D in a single collaborative system.

Today, life sciences and other regulated manufacturers rely on a patchwork of disconnected tools, eg, QMS, DMS, PLM, MES, spreadsheets, and email, to manage their processes. This fragmentation slows down innovation, increases compliance risks, and forces teams to waste time manually connecting the dots.

Unifize changes that by bringing process, documentation, and communication together in one place. Whether it's managing CAPAs, resolving deviations, launching new products, or preparing for audits, Unifize enables teams to work faster with full traceability and audit readiness built in.

What makes Unifize different:

• No-code configuration for rapid deployment and adaptation
• Collaboration embedded in every record, not siloed in email or chat
• Context-aware AI that suggests actions, detects risks, and enhances productivity
• Flexible architecture that supports expansion across QMS, DMS, MES, PLM, CMMS, and more

We’re already working with leading companies in the life sciences and manufacturing sectors. Our customers start with one use case and consistently expand, with 100% net expansion to date.

Check out our website, case studies, videos to learn more.

Role Summary

As a Sales Analyst & Revenue Operations Associate, you will work inside active deals to ensure they are properly qualified, visible, risk-assessed, and executed with discipline. You will be the cornerstone of the team, ensuring each deal maintains momentum. This role will be a mix of research & market analysis, strategic planning, and on-ground execution (following up with prospects, creating assets, and being highly responsive to external communication) to ensure we maximize conversion and ACV.

You will partner closely with Sales, Solutions Engineering, Implementation / Customer Success, Marketing & Content. This role is ideal for someone who wants to grow into Sales / RevOps leadership by working on actual deals, getting their hands dirty, and learning how real deals get won (and lost).

Core Objective

Make every active deal more qualified, more visible, and more predictable by enforcing rigorous opportunity analysis, execution hygiene, and early risk detection.

What You’ll Own

1. Opportunity Deep-Dive & Deal Qualification (MEDDICC-driven)

• Maintain a deal-by-deal understanding of every active opportunity.
• Enforce consistent qualification using the MEDDICC framework.
• Ensure every deal has:
• Clear problem statement and urgency
• Named stakeholders and ownership map
• Realistic timelines
• Defined success criteria and evaluation plan
• Build account intelligence for qualified opportunities and recommend:
• Multi-threading plans (who to reach out to, in what order, and why)
• Sales strategies tailored to the account context
• Own retrospectives on:
• Conversion rates
• Pipeline projections and expected net-new ARR
• Win/loss learnings
• Stage conversion trends
• Objection patterns
• Sales cycle performance by segment

Outcome: Sales become targeted, evidence-backed, and repeatable, not spray-and-pray.

2. Pipeline Visibility & CRM Integrity 

• Keep CRM data accurate, current, and decision-ready.
• Ensure every opportunity has:
• Correct stage with rationale
• Clear next step, owner, and due date
• Last touchpoint and planned follow-up
• Logged risks and blockers

Non-negotiable: No stale pipeline. No ambiguity about deal status.

3. Sales Execution Hygiene (Follow-ups, Deliverables, SLAs)

• Drive execution cadence across deals:
• Respond to prospect emails within <1 business hour
• Maintain follow-up hygiene
• Track and deliver proposals, SOWs, ROI models, timelines, and related documents
• Track and meet SLAs for prospect requests
• Ensure all customer-facing deliverables are:
• Accurate
• Complete
• Properly formatted
• Internally aligned

This role executes, not just tracks, sending emails, drafting proposals, creating timelines, and ensuring nothing slips.

4. Risk Tracking & Deal Predictability

• Maintain a structured risk tracker across active opportunities, including:
• Scope risk
• Compliance risk
• Implementation feasibility risk
• Stakeholder risk
• Timeline risk
• Surface risks early with clear mitigation plans.

5. Sales Enablement Intelligence

You will not create content for the sake of it.

Instead, you will:

• Identify recurring objections and questions across deals
• Translate them into enablement gaps
• Drive closure of those gaps with the right owners (Marketing, Sales, Solutions, CEO)

Examples:

• ROI narratives
• Competitive positioning patterns
• Clear standards for discovery and qualification (“what good looks like”)

6. Cross-functional Deal Handoffs (Sales → Implementation)

• Ensure closed-won deals are implementation-ready:
• Scope clarity
• Owners identified
• Success criteria captured
• Risks documented

Goal: Fewer implementation surprises and reduced churn risk.

What Success Looks Like

Within 4-8 weeks:

• Leadership can open the pipeline and instantly understand deal status.
• Every deal has clear next steps, owners, and timelines.
• Prospect requests are consistently met on time.
• Sales is no longer the single point of failure for deal visibility.
• The team trusts your outputs without rework.

Who You Are (Non-Negotiables)

You are:

• Extremely detail-oriented
• A structured, independent thinker who reasons deeply and can clearly explain the why and how behind their work, not just the output.
• Proactive - flagging risks before deadlines
• High-ownership and self-driven
• Low-ego, coachable, and fast-learning
• Comfortable operating in ambiguity in a fast-moving startup

Requirements

Must-have:

• Strong written communication and documentation skills
• Strong analytical ability (pipeline trends, conversion analysis, deal health)
• High reliability and low error rate
• Exceptionally strong reasoning with high execution maturity - can independently figure things out and execute, while knowing when and where to pause and re-align or ask for help.

Good to have:

• MEDDICC or equivalent qualification frameworks
• CRM discipline (Salesforce, HubSpot, etc.)
• Notion, Google Sheets, Docs
• Experience with B2B or US sales cycles
• Experience in regulated SaaS, manufacturing, or compliance-heavy workflows
• Built dashboards or reporting for sales teams
• Ran weekly deal review rhythms