Build and maintain the company’s core prospect and contact database, ensuring it supports scalable outbound and inbound sales efforts.
Identify and pull large-scale prospect lists based on Ideal Customer Profiles (ICPs) defined by Marketing and Sales leadership.
Utilize internal and external tools (ZoomInfo, LinkedIn Sales Navigator) to enrich thousands of records with firmographic, technographic, lead scoring, and contact data.
Cleanse large datasets to remove duplicates and inaccuracies, segmenting lists by industry, spend potential, and engagement levels.
Develop process to re-score, rest, and re-distribute prospects defining operational rules and workflows to ensure the best leads reach the correct sales teams.
Work closely with the Marketing team to ensure leads generated are properly routed and enriched for Sales.
Partner with Sales Leaders to "pre-load" territories with high-intent data, ensuring Account Executives spend 100% of their time selling rather than sourcing.
Partner with Product and Data teams to improve automation where relevant.
Monitor the "convertibility" of research lists and adjust sourcing parameters based on real-time feedback from the sales floor.
Serve as a power user of Salesforce (SFDC), maintaining the health of the lead and account objects.
Assist in building automated workflows that move data from research tools into the CRM seamlessly.
Track and report on list performance, penetration rates, and the overall health of the outbound database.

2–5 years in Sales Ops, Marketing Ops, or Lead Generation, ideally within a B2B SaaS or Digital Advertising environment.
Advanced Excel/Google Sheets skills (Pivot Tables, VLOOKUP/Index Match, Data Cleaning) are mandatory.
Expert-level knowledge of Salesforce (SFDC) and familiarity with major enrichment tools (e.g., ZoomInfo, Apollo, Demandbase).
Proven ability to act as a critical liaison between Sales Leadership and Marketing Operations, translating high-level growth strategies into executable data workstreams while effectively managing competing priorities.

Sales Operations Analyst – Lead Data, Enrichment

Key skills