Senior Associate, Sales Operations & Pipeline Analyst

Get roles like this by email

New Operations roles in Waterloo Region, mailed the morning after they appear, and The Weekly each Monday.

Change or stop it from any email.

We are the leading provider of professional services to the middle market globally, our purpose is to instill confidence in a world of change, empowering our clients and people to realize their full potential. Our exceptional people are the key to our unrivaled, inclusive culture and talent experience and our ability to be compelling to our clients. You’ll find an environment that inspires and empowers you to thrive both personally and professionally. There’s no one like you and that’s why there’s nowhere like RSM.

Position Overview:

RSM Defense manages a $25M+ active pipeline of complex MSSP opportunities across its full service portfolio. Scoping, pricing, and advancing these opportunities through multiple pursuit stages requires sustained operational discipline — coordinating across service lines, tracking deal health, and surfacing the data leadership needs to make informed decisions.

The Sr Associate, Sales Operations & Pipeline Analyst supports this mission by owning the day-to-day mechanics of pipeline hygiene, deal tracking, and data operations. This role sits within the Pipeline Management function, which is responsible for deal strategy, pricing model development, go-to-market materials, internal sales roadshows, and cross-functional partner relationships with sister services (MITs, Cyber Testing, and others). The Analyst will work directly under the Pipeline Manager and serve as a critical operational partner to that function.

This is a high-visibility, high-impact role for an analytically strong, detail-oriented individual who thrives in a fast-paced environment and takes pride in the quality and accuracy of the data others rely on.

Key Responsibilities

Pipeline Operations & Deal Tracking

• Own ongoing maintenance and hygiene of the RSM Defense sales pipeline in CRM (opportunity records, stages, close dates, revenue values, and key attributes)

• Track deal progression for complex, multi-service MSSP pursuits from initial qualification through contracting, ensuring records reflect current deal status at all times

• Coordinate with field sellers, solution architects, and the Pipeline Manager to collect deal updates and validate data accuracy on a recurring cadence

• Maintain and organize deal documentation including scoping notes, pricing workbooks, proposal drafts, and pursuit correspondence

• Flag pipeline risks, stalled opportunities, and aging deals to the Pipeline Manager with supporting data

Metrics, Reporting & Leadership Decision Support

• Build and maintain recurring pipeline reporting packages for leadership, including pipeline health dashboards, win/loss trend analysis, velocity metrics, and stage conversion rates

• Design and automate data collection workflows to reduce manual effort and improve reporting frequency and consistency

• Conduct ad hoc analyses to support leadership decisions on resource allocation, pursuit prioritization, and pricing strategy

• Maintain historical pipeline data to enable period-over-period comparisons and trend identification

• Contribute to the development of RSM Defense's pipeline KPI framework, including metric definitions, data sourcing logic, and visualization standards

Scoping & Pricing Coordination

• Support the Pipeline Manager and solution architects in coordinating the scoping and pricing process for active pursuits, including scheduling, document assembly, and input tracking

• Maintain pricing model templates, input logs, and version history; alert the Pipeline Manager to inconsistencies or outdated assumptions

• Assist in producing pricing summaries and executive-facing deal economics for internal approval workflows

• Track and document changes to pricing assumptions over a deal's lifecycle to support post-close analysis and model refinement

Cross-Functional & Internal Coordination

• Serve as a coordination point with sister service teams (MITs, Cyber Testing, etc.) for deals requiring multi-service scoping, ensuring deal data is synchronized across relevant systems

• Support the Pipeline Manager in preparing materials for internal sales roadshows, QBRs, and deal reviews

• Assist in tracking action items and follow-through on pipeline management initiatives and sales programs

• Maintain internal reference materials including deal playbooks, standard pricing assumptions, and pursuit templates

Qualifications

Required:

• 1–4 years of experience in sales operations, revenue operations, business analysis, or a related function (2–5 years for Senior Analyst level)

• Strong proficiency in spreadsheet modeling and data analysis (Excel or Google Sheets at a power-user level); experience with pivot tables, VLOOKUP/INDEX-MATCH, and data validation

• Experience working in a CRM platform (Salesforce, HubSpot, Microsoft Dynamics, or equivalent); demonstrated ability to manage data quality in a live system

• Clear, professional written and verbal communication skills; comfortable interacting with senior stakeholders

• High attention to detail and a track record of accuracy in data-intensive work

• Ability to manage multiple concurrent workstreams and prioritize effectively in a dynamic environment

• Self-directed and able to operate with minimal supervision in a remote work environment

Preferred:

• Experience in a technology, cybersecurity, or managed services business

• Familiarity with complex B2B sales processes involving solution scoping, deal structuring, or professional services pricing

• Experience building or maintaining dashboards in Power BI, Tableau, Salesforce Reports, or a comparable BI/visualization tool

• Exposure to pipeline metrics frameworks and sales forecasting methodologies

• Prior experience working in or alongside a managed security services (MSSP) or IT services organization

• Familiarity with project coordination tools (Asana, Monday.com, Smartsheet, or similar)

Senior Analyst Level – Additional Expectations:

• Demonstrated ability to independently desig…