Sales Operations Specialist, CRM

About InstaSafe InstaSafe is a leading innovator in secure access solutions, delivering cutting-edge products like Zero Trust Network Access (ZTNA), Single Sign-On (SSO), Multi-Factor Authentication (MFA), and Identity and Access Management (IDAM). We are dedicated to ensuring our clients' digital environments are secure, reliable, and high-performing. As we scale our go-to-market engine across direct and channel-led motions, we are building a strong GTM operations backbone to power predictable revenue, seamless renewals, and a thriving partner ecosystem. Join our team to help shape the operational engine behind the future of cybersecurity. Role Overview We are seeking a disciplined, relentlessly resourceful Sales Operations Specialist to be the operational and CRM backbone of InstaSafe's sales engine. You will own day-to-day Zoho CRM administration and data quality, take full ownership of the deal desk, RFP responses, and sales compliance, and drive open action items to closure within deadlines and budgets. This is a hands-on role for someone with deep respect for sales process and discipline — who chases down follow-ups, keeps deals and potentials updated, and turns the CRM into a single source of truth that leadership can trust. Nature of the role: This is an operational role focused on enabling the sales team.It does not carry a personal sales quota — success is measured by data quality, forecast reliability, on-time closure of action items, and process discipline. Key Responsibilities CRM Administration & Data Quality • Own Zoho CRM hygiene and data quality across accounts, contacts, leads, opportunities, and pipeline stages. • Configure and maintain fields, layouts, stages, workflows, validation rules, and user access in Zoho CRM. • Run regular data cleanup, deduplication, imports/exports, and enrichment to keep the CRM a reliable source of truth. • Keep potentials and deals continuously and accurately updated — stages, values, next steps,and close dates. Deal Desk, RFPs & Sales Compliance • Take end-to-end ownership of the deal desk — quotes, pricing approvals, discount workflows, and order processing — ensuring accuracy and policy compliance. • Coordinate and own RFP / RFI responses: gather inputs from stakeholders, track timelines, and ensure complete, compliant, on-time submissions within budget. • Own sales-compliance activities — approval workflows, documentation, pricing governance, and audit readiness — and flag exceptions proactively. Follow-Ups & Action-Item Ownership • Drive and chase follow-ups across sales, marketing, finance, and external stakeholders, being relentlessly resourceful to resolve open action items within deadlines and budgets. • Manage lead coordination, routing, and assignment, ensuring no lead or deal stalls for lack of follow-through. • Maintain a live action-item / open-items tracker and escalate blockers early to keep everything moving to closure. Pipeline, Forecasting & Reporting • Support pipeline management and sales forecasting, ensuring opportunities are accurate and up to date. • Build and maintain weekly/monthly reports and dashboards (Zoho Analytics / Google Sheets) for sales leadership. • Assist with quota, territory, and account assignments and keep supporting documentation current. Sales Process, Discipline & Enablement • Deeply understand and continuously focus on the end-to-end sales process; enforce process discipline and adherence across the team. • Identify process inefficiencies and build, automate, and document standardized sales workflows, SOPs, and playbooks. • Coordinate sales tooling, access provisioning, and CRM onboarding/training for new hires, and act as first-line support on CRM and process questions. Requirements Required Qualifications • Bachelor's degree in Business, Commerce, Engineering, or a related field (or equivalent experience), based in Bangalore or Bhubaneswar. • 2–4 years of experience in sales operations, revenue operations, CRM administration, deal desk, or a comparable analytical/operations role — preferably in SaaS or technology. • Hands-on CRM experience (Zoho CRM strongly preferred), including configuration, reporting, and workflow setup. • Demonstrated ownership of deal desk, RFP/RFI responses, or sales-compliance processes is strongly preferred. • Relentlessly resourceful and disciplined, with a proven ability to drive follow-ups and close open action items within deadlines and budgets. • Strong spreadsheet skills (Google Sheets / Excel), strong analytical and problem-solving skills, and excellent attention to detail and data integrity. • Excellent communication and stakeholder-management skills, with the ability to work cross-functionally with sales, marketing, and finance.