§ Hiring intercept · Sales-ops coordinator

Hiring a sales-ops coordinator.

Sales-ops coordinator is the load-bearing role one layer below RevOps. Deal routing, weekly forecast data prep, contact cleanup, and “where did this lead go?” tickets all flow through this seat. In smaller orgs it’s a senior-of-one; in larger orgs it’s a launch pad into RevOps.

What the role owns

• Deal routing — assignment rules by territory, segment, deal size
• Contact + account cleanup — weekly pass on duplicates, orphaned records, stale contacts
• Weekly forecast prep — pulling the data the RevOps analyst or sales leader needs for the call
• Territory maintenance — adjustments when reps move, join, or leave
• Tactical support tickets — “the deal isn’t in my view” / “why did this lead go to Susan” / “can you re-assign”
• Campaign list prep — pulling filtered lists for marketing, making sure the list matches the brief

Pay range

Indeed/Glassdoor aggregates: $48,000–$72,000, median around $58,000. Fresh-grad hire in larger orgs, senior-of-one in smaller orgs. Higher in markets with heavy SaaS density (SF, NYC, Boston, Austin).

What automates well

Lead routing by territory rules. Duplicate contact flagging. Stale-opportunity weekly reports. Weekly forecast data prep. Campaign list generation against filter criteria. All of it drops into a scheduled process that runs before the coordinator arrives Monday morning.

What stays manual: judgment calls on split deals, territory exceptions, rep-swap handling mid-quarter, and the “Susan is out on leave, reassign her pipeline thoughtfully” kind of request.

When is this role better handled by automation plus a different seat?

Under ~300 deals per month with clean territory rules, most of the coordinator workload compresses into 30% of a controller or RevOps analyst’s week, with a back-office process carrying the rest. Over that volume — or with messy territory rules or heavy mid-market deal complexity — the coordinator is a real hire.

Checklist before the role posts

• Territory rules documented, not tribal
• Required fields at deal-stage enforced in the CRM, not in a slide deck
• Weekly forecast report pulls from one source of truth (not four spreadsheets)
• Clear line between coordinator work and RevOps analyst work

See also: CRM admin role, pipeline audit inside Pipedrive.