Sales Operations Analyst; Salesforce

Location: Richardson, TX (HQ)
Reports to: Partners/Owners (with day‑to‑day partnership from Senior VPs, Real Estate)

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.

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.

You will partner with our in‑house Salesforce Admin/Developer for build work. You own requirements, prioritization, UAT, rollout, and adoption.

This is a high‑visibility role with a clear path to potentially grow into Sales Ops Lead or Rev Ops Manager as Xite scales. Strong performance will expand ownership across process design, enablement, forecasting, and cross‑team operating cadence.

• Outbound lanes/worklists are defined and adopted: reps know what to work next and how to disposition outcomes consistently.
• 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/automation improvements are delivered through an effective partnership with the Salesforce Admin/Developer.

• Build and maintain outbound “targeting lanes”/worklists and rules for how reps work their book.
• 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.

• Define inbound SLAs (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.

• 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.

• 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).

• 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.

• Turn sales needs into clear requirements/user stories and a prioritized backlog.
• Coordinate UAT with reps/VPs; manage rollout and adoption.
• Provide ongoing enablement and training to reps and VPs on…