Note: The job is a remote job and is open to candidates in USA. Coastal is looking for an execution-obsessed operator to lead the journey from qualified opportunity to delivered engagement across their TCS partnership. This role focuses on ensuring smooth operational handoffs, revenue validation, and maintaining Salesforce integrity while collaborating with finance and leadership to mitigate risks and enhance visibility.
Responsibilities
- Own the operational handoff from qualified opportunity to active project setup by ensuring nothing falls between the sales and delivery organizations
- Ensure every qualified opportunity is properly structured in Salesforce: staged accurately, commercially documented, and assigned to the right delivery lead before the engagement starts
- Track conversion milestones from opportunity confirmation through SOW/IWO execution, project initiation, and delivery kickoff with no gaps in accountability between stages
- Own the operational accuracy layer that connects delivery activity to revenue: milestone completion, billing triggers, true-up schedules, and burn rate against contracted baselines
- Partner with finance to ensure revenue is recognized correctly, on time, and reconciled against agreed-upon commercial terms
- Flag revenue risk early including; delayed projects, scope creep, milestone disputes all before they become finance-quarter problems
- Own Coastal's Salesforce org as it relates to active and converting TCS engagements including; accuracy, hygiene, and synergy discipline
- Build and maintain reporting that gives leadership real-time visibility into qualified pipeline, conversion rate, active delivery status, and revenue-to-target gaps
- Ensure synergy is properly attributed across TCS, ListEngage, and Coastal at every stage of the engagement lifecycle
- Own the IWO process from internal review through execution i.e. no IWO goes to TCS before internal sign-off, and no engagement starts without the right commercial protection in place
- Maintain working knowledge of protective mechanisms to initiate work ahead of a fully executed IWO when timing requires it
- Serve as the internal escalation point when commercial paperwork is blocking delivery from starting
- Run the TLC weekly coordination cadence across sales, delivery, and operations including; agenda, action items, and follow-through between sessions
- Ensure all active projects are properly set up, resourced, and visible across all three organizations
- Serve as the early warning system when a converting opportunity or active delivery is at risk by escalating to leadership before it becomes a delay, a client issue, or a revenue miss
Skills
- 7–10 years in engagement management, delivery operations, or revenue operations inside a technology services, consulting, or Salesforce ecosystem company
- Deep Salesforce CRM proficiency. You've owned pipeline and delivery tracking inside an org, not just worked in one
- Commercial fluency: IWOs, SOWs, burn rates, trueups, milestone billing, and margin conversations are second nature
- A track record of owning the messy middle. The space between a signed deal and a delivered, invoiced engagement and making it clean and repeatable
- Strong executive presence: this role has direct visibility to Coastal and TCS leadership and requires clear, confident communication in both directions
- Calm under ambiguity, fast to create structure, and allergic to the kind of internal friction that lets real revenue opportunities go sideways
- Must have full-time permanent US work authorization
- Ability to travel as necessary
Benefits
- Flexible working hours with an emphasis on a life-work balance (in that order!)
- Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage
- Competitive quarterly bonus opportunities
- Continuing education & certification reimbursements, specifically within the Salesforce & Snowflake ecosystems; plus occasional in-house competitions with spot bonuses
- A flexible and fun team culture! We value transparency, support, flexibility, growth, teamwork, fun, and so much more
- Quarterly All-Hands calls to bring the company together, and an open-door leadership policy with access to mentorship and guidance
- Opportunities for accelerated growth, networking, and career guidance and support
- Trust, transparency and respect across all levels of the company
Company Overview