Specialist - Sales Operations - IT

Description:

As a Sales Operations Specialist, youll be reporting to the Director of Sales Operations while building a close partnership with the Head of Security. This role owns day-to-day sales operations while safeguarding Cloudsmiths security and compliance workflows. Youll keep our pipeline and renewals running smoothly, maintain clean CRM/process rigour, and support security reviews, questionnaires, and audits that unblock revenue.

Youll be responsible for executing questionnaires and RFP security sections from intake to submission, building and maintaining a vetted answer library, coordinating approvals with Security for any exceptions, setting and meeting SLAs, and tracking metrics to cut cycle time and raise quality.

Key Responsibilities:

Program Ownership:

- Own the end-to-end security questionnaire motion, intake scoping clarifications completion submission with clear SLAs and a simple RACI.

- Prioritise work against deal timelines with Sales Ops; surface risks/blocks early and propose trade-offs that protect our posture.

- Continuously improve: identify bottlenecks, run quick retros, and publish a quarterly plan to cut cycle time and raise quality.

- Meet with prospective customers to understand their security posture and gaps, and advise how Cloudsmith can address those areas.

- Create and send renewal quotes. Track stages, dates, and signatures; coordinate internal approvals.

- Weekly data hygiene updates, including adding self-serve customers to Salesforce.

Security Engineering & Architecture:

- Draft accurate, defensible responses mapped to our controls (SOC 2, ISO 27001, GDPR/DPAs, SSO/SAML/OIDC, encryption, SDLC/CI/CD, SBOM/SLSA) and tailor them to industry context when needed.

- Coordinate approvals with Security for any non-standard positions; document exceptions/compensating controls, and keep a clean audit trail.

- Support the security sections of RFPs/RFIs and handle technical clarifications with prospects. Be clear and concise.

Tooling, Enablement & Metrics:

- Build and maintain a vetted, searchable security answer library with versioning, tagging, and evidence links (pen-test summary, sub-processor list, data-flow diagrams).

- Keep trust materials current (security overview, certs/attestations, uptime/SLA) and ensure answers stay consistent with public statements.

- Develop and report on the work undertaken's outcomes, including security questionnaire cycle time, security question reuse percentage, exception rate, expansion renewal from Ops-owned renewals, and retention rates.

- Provide Pricing & quoting support for standard order forms, ensure line-item accuracy

Requirements:

Qualification & Skills:

Technical Expertise:

- Experience in security engineering, GRC/trust, or security RFP response at a B2B SaaS or cloud provider (or equivalent hands-on experience).

- Comfortable with the core stack: SOC 2, ISO 27001, GDPR/DPAs, SSO/SAML/OIDC, encryption in transit/at rest, vuln mgmt, SDLC/CI/CD.

- Proven questionnaire/RFP ability, owning intake submission, redlining risky asks, and crafting defensible, evidence-backed answers.

Domain Knowledge:

- Knows how to map responses to evidence (pen-test/attestations,sub-processors, data-flow diagrams, BC/DR) and align with public trust materials.

- Experience working in a Deal desk environment is a plus.

Collaboration & Communication:

- Can design, document and enforce simple, scalable workflows.

- Clear, concise technical writing translates controls for non-security audiences without losing accuracy.

- Organised under deadline, sets/keeps SLAs, tracks cycle time & reuse%, and keeps stakeholders in the loop.

- Confident partner, can push back when requests weaken our posture while staying customer-friendly.

Signs You May Be a Great Fit:

- Impact: Play a pivotal role in shaping a rapidly growing venture studio with Cloud-driven digital transformation.

- Culture: Thrive in a collaborative, innovative environment that values creativity, ownership, and agility.

- Growth: Access professional development opportunities and mentorship from experienced peers.

- Benefits: Competitive salary, wellness packages, and flexible work arrangements that support your lifestyle and goals.

Desired Skills and Experience:

Technical Expertise Experience in security engineering, GRC/trust, or security RFP response at a B2B SaaS or cloud provider (or equivalent hands-on experience). Comfortable with the core stack: SOC 2, ISO 27001, GDPR/DPAs, SSO/SAML/OIDC, encryption in transit/at rest, vuln mgmt, SDLC/CI/CD. Proven questionnaire/RFP ability, owning intake submission, redlining risky asks, and crafting defensible, evidence-backed answers.

Domain Knowledge Knows how to map responses to evidence (pen-test/attestations,sub-processors, data-flow diagrams, BC/DR) and align with public trust materials. Experience working in a Deal desk environment is a plus. Collaboration & Communication Can design, document and enforce simple, scalable workflows. Clear, concise technical writing translates controls for non-security audiences without losing accuracy.

Organised under deadline, sets/keeps SLAs, tracks cycle time & reuse%, and keeps stakeholders in the loop. Confident partner, can push back when requests weaken our posture while staying customer-friendly.