Sales Operations Analyst

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 or Developer role. You will partner with our in-house Salesforce Admin/Developer for configuration/build work. You own process, requirements, prioritization, UAT, rollout, and adoption. If your primary background is Salesforce administration/development or data pipelines/ETL, this role is likely not a fit.

You should be comfortable driving rep adoption and operating cadences; you will not be responsible for building Flows, integrations, or data pipelines.

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 execution cadences are implemented and adopted: daily prioritization, consistent dispositions, and weekly inspection/exception handling so reps always know the next best action.
• 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 improvements are delivered through an effective partnership with the Salesforce Admin/Developer (you own requirements, UAT, rollout, adoption).

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 outreach cadences and partner with Marketing on journey alignment (handoffs, SLAs, and sales follow-up).
• 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 and response cadences (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.
• Deliver enablement and adoption training for 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 (Lightning) (required)
• Salesforce Marketing Cloud familiarity (journey alignment with sales cadences and handoffs) (plus)
• Microsoft 365 (Outlook/Teams/Excel)

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
• Comfort translating reporting and workflow needs into clear requirements for an Admin/Developer.
• Experience building inspection rhythms (scorecards, exception reporting, business reviews)
• Experience designing sales outreach cadences and partnering with marketing automation teams to align nurture/journeys with sales follow-up and SLAs.

Benefits

• Health & Wellness
• Employer-subsidized medical insurance available after 30 days
• Financial Security
• Competitive salary ($70,000 - $85,000 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