Sales Operations Architect

Role Summary

At First Advantage (Nasdaq: FA), people are at the heart of everything we do. From our customers and partners to our greatest advantage — our team members. Operating with empathy and compassion, First Advantage fosters a global inclusive workforce devoted to the diverse voices that make up our talent and products. Our team members empower each other to be their authentic selves and treat all with respect, integrity, and fairness.

Say hello to a rewarding career, and come join a leading provider of mission-critical background screening solutions to some of the most recognized Fortune 100 and Global 500 brands.

We are seeking a SalesOperationsArchitect(Individual Contributor) to join our Global Revenue Operations (RevOps) organization. This roleis responsible forsupporting sales execution through strong operational leadership, analytical insight,disciplined processstandardsand planning.

This is not a typical sales operations role. This role will have ameaningfulimpact onorchestrating andautomating operationalefficiency.Youwillberesponsible forexecuting sales planning, process, analysis, andSalesforce basedoperational support for the Sales organization. The ideal candidate is a strong operator with deep Salesforce knowledge, advanced analytical skills, and the ability to partner crediblyand influence Senior levelSales leadership to diagnose issues, solve business problems, and improve execution.

This is a highly visible role that requires both strategic thinking andhands‑onexecution in a complex, global sales environment.

• WhatYou’llDo
• Sales OperationsPartner to GTM Leadership
• Serve as a primary Sales Operations partner to Sales leadership, supporting execution, planning, and operational problem solving
• Identifyand diagnose issues related to pipeline health, territory coverage, and sales process adherence; suggest and implement improvements to those processes
• Communicate findings effectively to Sales leadersandcross-functionalstakeholders
• RevenuePlanning Execution
• Ownthe execution of territory, segmentation, and coverage models defined by Sales and GTM leadership

Operationalize planning decisions by ensuringaccurateimplementation across Salesforce,utilizingyour deepexpertisein opportunity management, pipeline mechanics, and forecasting inputs

• Define,maintain, and enforce sales process standards, pipeline stage definitions, andverifiable criteria to move a deal forward
• Leadannualandin yearplanning cycles by implementing approved changes to territories, coverage rules, and capacity assumptions
• Define forecast process, forecast categories, datarequirementsand forecast governance standards
• OperationalAnalysis
• Perform territory analysis to evaluate balance, coverage gaps, whitespace, and capacity alignment
• Conductsegment levelanalysis (industry, vertical, region, size, selling motion) toidentifyexecution risks and opportunities
• Partner with Sales leadership tovalidatewhether planning assumptions are reflected in actual execution
• Insights and Analytics

Diagnosewhat’sdriving performance (what changed and why), using data to get to the real root cause. Why processisn’tbeing followed,why territory modelisn’tperforming

• Drive action with Sales leaders (deal inspection, pipeline cleanup, process adherence) to course-correct fast
• Turn insights intomeasurable improvements by partnering with Sales,RevOps, and Revenue Tech to implement changes in process, governance, and Salesforce
• Revenue Technology Implementation and Adoption

Partner closely with Revenue Technology, Sales leadership, and implementation partners to support the design, rollout, and adoption of Gong across the Sales organization

• Translate Sales Operations requirements into clear business rules, workflows, forecasting inputs, pipeline inspection processes, and reporting needs within Gong
• Help define how Gong supports deal inspection, pipeline management, forecasting discipline, sales process adherence, and leadership visibility
• Cross‑ FunctionalCollaboration
• Partner closely with Revenue Technology to ensure sales execution and planning requirements are translated into scalable system solutions
• Work with Revenue Performance and Analytics teams to align execution insights with reporting and dashboards
• Contribute to documentation, standards, and continuous improvement of Sales Operations processes

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• Equal Employment Opportunities at First Advantage

First Advantage is an equal opportunity employer. We are committed to providing a workplace and recruitment process that is free from unlawful discrimination, harassment, and retaliation. Employment decisions at First Advantage are based solely on qualifications, merit, and business needs. We do not discriminate in any aspect of employment on the basis of race, color, national origin, ancestry, citizenship, religion, creed, sex, gender identity, gender expression, sexual orientation, marital or family status, pregnancy, age, physical or mental disability, medical condition, genetic information, veteran or military status, or any other characteristic protected by applicable law.

Requirements

• 10+ years of experience in Sales Operations, Revenue Operations, or GTM Operations with a deep understanding of how to support a high growth sales org
• Provenexperience transforming manual processes into automated and integrated solutionsthat can scale with the business
• A track recordof communicating and influencingsenior stakeholders to drive operational change without having direct authority
• Direct experience managing revenue operations for consumption models, including thedual-trackingof estimated ACV and realized consumption revenue
• Must have strong business judgment and problem-solving skillswith the ability to connect data-driven insights to the actual needs of the business
• Must be Data Curious with exceptionalanalytical skillstodrive deep insight
• Highly self‑directed and comfortable operating in ambiguity, owning initiatives end‑to‑endfrom a vague idea to a to a finished process
• Experience translating business goals into clear requirements for Business Analysts to execute in SFDC
• Advancedproficiencyin Excel for data analysis and modeling
• Deep functional knowledge of Salesforce , including pipeline management, forecasting, opportunity data models, and territories; SFDC Administrator certification preferred
• Experience implementing Gong or similar revenue intelligence platforms, including requirements definition, process design, rollout support, adoption, and operational governance
• BI Tools (Power BI) experience a plus
• Success Metrics
• Improved pipeline hygiene, including fewer stale opportunities and more consistent use of stage criteria and required fields
• Reduced forecast swings, driven by higher-quality opportunity inputs and fewer late-cycle surprises
• Faster turnaround on territory/coverage updates, with fewer exceptions and less break-fix after implementation
• More consistent sales process adherence across teams, reflected in fewer one-off workarounds and escalations
• Clear, measurable adoption of new standards and process changes (documented, implemented in Salesforce, and sustained over time)

About the Company

The Revenue Operations team at First Advantage is responsible forimproving how our global Go-to-Market (GTM) teams sell, execute, and engage customers. We connect strategy, process, systems, data, and performance visibility soGTM leadersacross sales and Customer Successcan run the business with clear standards, reliable execution, and trusted insights.

• Be a key operator within a global Revenue Operations organization
• Play a critical role in improving sales execution, data quality, and operational rigor
• Partner closely with Sales leadership to solvereal businessproblems
• Have direct impact on how sales planning, pipeline execution, and forecastingoperateat scale
• Why First Advantage is Your Next Big Career Move

First Advantage is going through a technology transformation! We are looking for experts who are excited to work with advanced technologies and provide best-in-class user experiences, drive the development and deployment of scalable solutions, and smoothly guide our agile teams and clients through meaningful changes as we continue to expand our impact.

What Are You Waiting For? Apply Today!

You have learned a little about us today – we want to learn about you! If you think this position and our company are a great fit for your areas of interest and expertise, tell us about you by applying now!

The salary range for this position is approximately $60,000-80,000 base annually. This range reflects our good faith estimate to pay fairly as to what our ideal candidates are likely to expect, and we tailor our offers within the range based on the selected candidate’s experience, industry knowledge, technical and communication skills, and other factors that may prove relevant during the interview process.

We have great people here and are looking for more. Come join us!