Sales Operations Analyst (Salesforce)

About This Role

Location: Richardson, TX (HQ)

Reports to: Partners/Owners (with day\-to\-day partnership from Senior VPs, Real Estate)

About Xite Healthcare Real Estate \& Practice Sales

Xite supports doctors and outpatient providers at pivotal points in their careers \- from launching and expanding locations to navigating acquisitions and practice transitions. With dedicated teams across Real Estate and Practice Sales, we bring advisory\-level expertise and a high\-touch approach to help providers make confident, high\-impact decisions.

Why this role exists

Xite’s sales motion includes heavy outbound plus website\-driven inbound. We have \~15 reps across two divisions (Real Estate \+ Practice Sales): \~10 reps active on phones and \~5 VPs who frequently receive handoffs of qualified opportunities for later\-stage progression. Clean routing, ownership, follow\-up standards, and reporting are critical.

This role builds and runs the execution operating system that keeps leads and opportunities moving, ensures accountability, and gives leadership a clear view of performance.

Not a Salesforce Admin role. You will partner with our in\-house Salesforce Admin/Developer for build work. You own requirements, prioritization, UAT, rollout, and adoption.

This is a high\-visibility role with a clear path to potentially grow into Sales Ops Lead or RevOps Manager as Xite scales. Strong performance will expand ownership across process design, enablement, forecasting, and cross\-team operating cadence.

Key outcomes (6\-12 months)

• Outbound lanes/worklists are defined and adopted: reps know what to work next and how to disposition outcomes consistently.
• Lead/opportunity ownership is unambiguous: no qualified opportunities stall due to unclear handoffs or missing next steps.
• Follow\-up reliability improves: timely, consistent follow\-up on qualified leads/opps becomes the standard operating rhythm (measured and managed).
• Pipeline hygiene improves: stage definitions, close dates, and required fields are consistently maintained.
• Leadership visibility improves: bi\-weekly partner reporting provides clear KPIs, bottlenecks, risks, and next actions.
• System enhancements ship predictably: workflow/automation improvements are delivered through an effective partnership with the Salesforce Admin/Developer.

What you’ll own day\-to\-day

1\) Outbound execution system (core)

• Build and maintain outbound “targeting lanes”/worklists and rules for how reps work their book.
• Define required dispositions and activity logging standards so performance can be measured reliably.
• Create weekly exception reporting (unworked leads, aged leads, stale follow\-ups, stalled opps, missing next steps) and drive remediation.

2\) Inbound response \+ follow\-up system

• Define inbound SLAs (speed\-to\-lead, contact attempts, follow\-up cadence) and ensure adherence.
• Build practical follow\-up standards and rep\-ready templates/playbooks in partnership with leadership.
• Improve routing/assignment so inbound leads land with the right owner and stay owned through handoffs.

3\) Handoffs and ownership governance (rep VP motion)

• Define handoff rules and triggers (when to pass, who owns, what must be true before handoff).
• Ensure Salesforce reflects true ownership, next steps, and accountability after handoff.
• Build inspection views and coaching prompts to reduce slippage during handoffs.

4\) Pipeline inspection \+ forecasting support

• Maintain clear stage definitions and exit criteria; monitor stage integrity.
• Support deal inspection routines with VPs (stalled\-stage flags, missing next steps, outdated close dates, risk markers).
• Ensure pipeline is consistently “forecastable” (clean data \+ consistent process).

5\) Reporting cadence \+ leadership communication

• Own dashboards and scorecards across both divisions: activity, contact rate, meetings, conversion, pipeline coverage, velocity, win/loss.
• Run a bi\-weekly partner reporting rhythm: insights, risks, and the next set of changes to implement.

6\) Salesforce enhancement partnership (Admin/Dev builds)

• Turn sales needs into clear requirements/user stories and a prioritized backlog.
• Coordinate UAT with reps/VPs; manage rollout and adoption.
• Provide ongoing enablement and training to reps and VPs on Salesforce daily workflows (logging, follow\-up, handoffs, and pipeline management) to reinforce adoption.
• Measure impact of changes (before/after metrics) and iterate.

Tools you’ll work with

• Salesforce Sales Cloud (required)
• Salesforce Marketing Cloud (Next) and Salesforce Data Cloud / Data 360 (preferred exposure)
• Microsoft 365 (Outlook/Teams/Excel)

Requirements

Requirements

• 3\+ years in Sales Ops / RevOps / Sales Analyst / similar
• Strong experience using Salesforce Lightning for day\-to\-day sales operations (reporting, dashboards, pipeline management, activity logging)
• Strong Excel skills (pivots, lookups, clean data handling)
• Proven ability to drive adoption and accountability across teams that don’t share direct reporting lines
• Comfortable presenting insights and action plans to senior leadership/owners

Preferred

• Experience supporting outbound teams and measuring funnel performance
• Familiarity with lead SLAs, routing logic, and marketing\-to\-sales handoffs
• Experience improving CRM hygiene through clear required fields, stage exit criteria, and rep\-friendly logging/disposition standards
• Familiarity with SOQL queries within Salesforce
• Experience building inspection rhythms (scorecards, exception reporting, business reviews)

Benefits

Benefits

• Health \& Wellness
• Employer\-subsidized medical insurance available after 30 days
• Financial Security
• Competitive salary ($70,000 \- $90,000 commensurate with experience) with potential performance\-based bonuses
• 401(k) Retirement plan with company matching
• Work\-Life Balance
• Paid time off (PTO) including vacation, sick leave, and holidays (accrual increases with tenure)
• Flexible scheduling for personal commitments
• Professional Development
• Opportunities for career growth \& leadership development
• Support for relevant certifications \& industry training
• Company Culture
• Innovative, technology\-driven work environment
• Regular team\-building activities \& events