Sales Operations Specialist/Manager

Job Description Summary:

We are seeking a highly analytical and technically skilled Sales Operations Specialist to support our sales team through CRM optimization, data-driven insights, and streamlined operational processes. This role is ideal for a systems-savvy problem solver who thrives at the intersection of systems integration, data mining, and CRM administration.

Critical Job Functions:

• CRM & Systems Management
  • Serve as the CRM expert (Zoho) – owning configuration, optimization, reporting, accountability, and user support.
  • Manage data integrity, user permissions, lead routing rules, and integrations with marketing, accounting, pricing, customer service and others.
  • Train and onboard sales staff on CRM best practices, expectations, and reporting tools.
• Sales Analytics & Reporting
  • Design, build, and maintain real-time dashboards and recurring reports for sales leadership (pipeline health, performance, forecasting) and individual account executives.
  • Conduct deep-dive analyses into sales trends, campaign performance, and customer behavior to guide day-to-day priorities for field sales teams and to support strategic decision making.
  • Ensure accuracy and consistency in reporting across all sales systems.
  • Build integrations between CRM and other organizational data systems to build a robust and complete visual dashboard reporting.
• Process Optimization
  • Identify process bottlenecks and implement automation or system enhancements to improve sales productivity.
  • Build and champion CRM optimization to create full visibility of goal attainment and expectations for entire staff of account executives.
  • Partner with Pricing, Marketing, and Finance to align processes across the customer lifecycle, especially as it pertains to reporting.
  • Create and maintain documentation for key processes, playbooks, and SOPs.
• Data Mining & Sales Intelligence
  • Extract and analyze large datasets from CRM and BI tools to uncover actionable insights.
  • Enrich prospect and customer records through external data sources (e.g., Swordfish.AI, LinkedIn, etc.).
  • Assist in territory planning, lead scoring, and account segmentation strategies.
  • Provide reporting to sales leaders with both high-level and in-depth team member reporting to help identify shortfalls and opportunities.

Job Requirements:

• 3–7 years in Sales Operations, RevOps, or Business Operations roles.
• Deep proficiency with CRMs (Zoho or similar), reporting tools (Excel, Power BI, Looker, Tableau), and automation platforms (HubSpot, Zapier, Outreach, etc.).
• Very Strong technical skills: data analysis, Excel (pivot tables, VLOOKUP, etc.), SQL a plus.
• Proven experience building reports and dashboards for executive audiences.
• Exceptional attention to detail, organizational skills, and process orientation.
• Experience in B2B sales or logistics environments preferred.
• Exposure with and integration of workflow automation and marketing automation platforms preferred.
• Bachelor’s degree in Business, Analytics, Information Systems, or a related field preferred.

What You’ll Bring:

• A commitment to continuous improvement and complete ownership of your skill set and responsibilities.
• A systems thinker mindset with a passion for clean data.
• The ability to translate business needs into scalable workflows and dashboards.
• A proactive, team-first attitude and strong internal consulting skills.
• A passion for detail and accountability.

Physical Demands and Work Environment: The physical demands and work environment described here are representative of those an employee encounters while performing the essential functions of this position.  Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

• Physical Demands:
  • Sedentary physical activity performing non- strenuous daily activities of an administrative nature.
  • While performing the duties of the job, the employee is regularly required to sit, walk, stand, reach/handle items, work with the fingers, and talk and hear others in conversations via the phone or in person.
• Work Environment:
  • The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
  • The noise level in the work environment is usually moderate.

Compensation:

• The estimated compensation for this role is $60,000 to $75,000 per year.

Job Location:

• Hybrid – Downers Grove, IL

Benefits:

• PTO
• Paid Holidays
• Medical Insurance
• Dental Insurance
• Vision Insurance
• Life Insurance
• 401k

Roadrunner Freight is building something special with great people, a winning culture and a differentiated service offering in the marketplace.  Join us today to grow your career!

*We will not accept unsolicited candidates from external recruiters or recruiting agencies. Thank you!

Additional Requirements:

Summary:

Roadrunner’s Smart Long Haul is revolutionizing the industry with significant investments in technology, a culture of continuous improvement, and intelligent and efficient direct routing. A Top 100 Trucking company by Inbound Logistics and a Top Tier Service Carrier by Mastio, Roadrunner is an LTL industry leader on the rise.

As a long-haul, metro-to-metro LTL carrier, Roadrunner offers more direct routes than any other nationwide Less-than-Truckload carrier in the United States. With a nationwide presence, terminals across 40+ markets, and more than $400 million in revenue, the company’s Smart Long-Haul Network is the preferred choice for shippers looking to move freight quickly and reliably.

Roadrunner is growing and looking for a highly motivated Sales Operations Specialist/Manager to join our winning team. If you are results driven and looking for a rapidly growing company with high growth and earnings potential, apply today!

We Run Safe. We Run Smart. We Run Together.