Sales Operations Specialist

As a Sales Operations Specialist, you'll 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 Cloudsmith's security and compliance workflows. You'll keep our pipeline and renewals running smoothly, maintain clean CRM/process rigour, and support security reviews, questionnaires, and audits that unblock revenue. You'll 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.