Sales & Marketing Operations Specialist
Role description
The Sales & Marketing Operations role will play a critical part in supporting UST Australia s growth agenda by driving commercial rigour, pipeline discipline, forecasting accuracy, and go to market execution.
This role partners closely with Sales Leadership, Account Executives, Pre Sales, Marketing, Finance and Operations to ensure the Australia business operates with strong sales hygiene, predictable revenue outcomes, and professional market presence.
The role requires someone who is both analytical and hands on, comfortable working across numbers, systems, people and content.
Key Responsibilities
Sales Operations & Pipeline Management
- Own and manage the end to end sales pipeline for the Australia BU, ensuring accurate, timely and complete data in CRM tools (HubSpot & Dynamics CRM to start with, but moving to Salesforce soon).
- Enforce sales hygiene standards including opportunity stages, probabilities, close dates, deal values, and mandatory artefacts.
- Partner with Sales Leaders and Account Executives to conduct pipeline reviews, identify risks, gaps and slippages, and drive corrective actions.
- Prepare weekly, monthly and quarterly pipeline and revenue reports for regional and global stakeholders.
- Support the definition and continuous improvement of sales processes, stages and governance aligned to UST standards.
Forecasting & Commercial Reporting
- Drive forecast accuracy through structured data validation, ageing analysis, and confidence scoring of opportunities.
- Prepare consolidated revenue forecasts, bookings outlooks and variance analysis against targets.
- Support quarterly and annual planning cycles including AOP, budgeting, and growth initiatives.
- Provide insights on TCV, annuity vs non annuity mix, win/loss trends and cycle times.
Marketing & Events Support
- Support local marketing execution in collaboration with global and regional marketing teams.
- Coordinate events, sponsorships, executive dinners, industry forums and webinars, including logistics, tracking and follow up.
- Assist with campaign execution and lead tracking, ensuring leads are properly assessed and routed to sales.
- Track and report on marketing effectiveness, event ROI and contribution to pipeline.
Pre Sales & Deal Support
- Act as a coordination point between Sales, Pre Sales, Capability Leads and Delivery for active opportunities.
- Support sales teams with pre sales logistics, including RFP/RFI tracking, proposal timelines, deal artefacts and internal approvals.
- Maintain a central view of in flight proposals, bids and tenders, ensuring deadlines and dependencies are met.
- Assist with preparation of sales decks, proposals, case studies and account plans as needed.
Stakeholder Management & Enablement
- Serve as a trusted operational partner to Australia Sales Leadership.
- Work closely with Finance, Contracts and Operations teams to ensure smooth transition from deal commitment to delivery.
- Support onboarding of new sales team members on processes, tools and reporting expectations.
- Help drive a culture of discipline, transparency and execution excellence across the sales organisation.
Required Experience & Skills
- 5-10+ years of experience in Sales Operations, Revenue Operations, Commercial Operations or Marketing Operations, ideally within IT services, consulting or technology services.
- Proven experience managing sales pipelines, forecasts and CRM systems.
- Exposure to enterprise deal cycles, professional services sales, or systems integration environments preferred.
- Experience supporting marketing initiatives and events in a B2B context is highly desirable.
- Strong analytical and financial acumen, with the ability to translate data into insights and actions.
- Highly organised, detail oriented, and comfortable managing multiple priorities in parallel.
- Confident communicator who can engage senior stakeholders and challenge constructively when required.
- Ability to operate both strategically and tactically.
- Advanced skills in Excel / PowerPoint, and strong comfort with CRM and reporting tools.
- Self starter with a mindset geared towards ownership, accountability and continuous improvement.
Benefits & Perks
- Flexible/hybrid working arrangements.
- Health insurance.
- Novated Car Lease.
- Access to UST Perks (Reward Gateway), which offers discounts across major retailers.
Our commitment to Diversity, Equity and Inclusion
Diversity and Inclusion are among the founding blocks of how UST as an organisation translates its values of Humility, Humanity, and Integrity into practice.
About UST
For more than 25 years, UST has worked side by side with the world's best companies to make a real impact through digital transformation. Together, with over 30,000 employees in 30+ countries, we build for boundless impact—touching billions of lives in the process.
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Skills
sales operations,marketing operations,sales pipeline management,financial acumen,revenue operations,commercial operations,forecasting,analytical skills,crm systems,excel,powerpoint,hubspot,marketing initiatives,dynamics crm