Sales Operations Specialist - Laboratory Services

Sales Operations Specialist

The Sales Operations Specialist is an inside sales and revenue operations role focused on growing LACO Technologies' Laboratory Services business. This role supports and accelerates sales activity targeting manufacturing companies that require leak testing, calibration, and validation services through LACO's laboratory capabilities.

This position blends HubSpot operations, outbound sales execution, data management, and sales enablement. The Sales Operations Specialist plays a critical role in identifying, engaging, and nurturing target accounts to grow our laboratory business units while also serving as a HubSpot power user and mentor for the broader sales organization.

Key Responsibilities

• Own outbound sales campaigns focused on laboratory testing and calibration services
• Identify and prioritize target manufacturing accounts based on industry, size, and testing needs
• Engage prospects through email, phone, and digital outreach to generate qualified opportunities
• Support Regional Sales Managers by developing lab-related opportunities and pipeline
• Serve as a HubSpot power user for the sales organization
• Ensure accurate data hygiene, pipeline structure, and reporting for laboratory opportunities
• Build and manage HubSpot workflows, sequences, dashboards, and reports
• Track campaign effectiveness and provide insights to sales leadership
• Design and run targeted outbound campaigns (email, call, LinkedIn) aligned with marketing
• Execute account-based sales campaigns against defined target lists
• Monitor response rates, conversion metrics, and opportunity progression
• Continuously optimize messaging and cadence based on performance data
• Train and mentor sales team members on HubSpot best practices
• Reinforce CRM discipline and consistent sales process usage
• Support onboarding of new sales hires with CRM and sales operations training
• Act as a go-to resource for sales process and system questions
• Maintain clean, accurate account, contact, and opportunity data
• Generate recurring sales and pipeline reports for leadership
• Analyze trends in laboratory sales activity and performance
• Support forecasting and capacity planning for laboratory services
• Work closely with Marketing on lead handoff, campaign execution, and messaging
• Coordinate with Laboratory Operations to align capacity, turnaround times, and pricing
• Partner with Field Sales to ensure smooth opportunity handoff and follow-up

Ideal Candidate Profile

Experience

• 26 years of experience in sales operations, inside sales, or revenue operations
• Hands-on experience administering or power-using HubSpot CRM
• Experience with outbound prospecting and sales campaign execution
• Background in B2B manufacturing, industrial services, testing, or technical services preferred

Skills & Attributes

• Strong working knowledge of HubSpot workflows, sequences, and reporting
• Comfortable with outbound sales outreach via phone and email
• Highly organized with strong attention to data accuracy
• Ability to teach, coach, and influence without direct authority
• Excellent written and verbal communication skills
• Analytical mindset with the ability to turn data into action
• Self-starter who thrives in a fast-paced, growth-oriented environment

Performance Metrics

• Laboratory pipeline growth and opportunity creation
• Outbound campaign performance and conversion rates
• CRM data accuracy and adoption
• Support effectiveness for field sales and leadership

Why This Role Matters at LACO Technologies

This role is critical to scaling LACO's Laboratory Services business by bringing structure, discipline, and proactive sales execution to a high-potential growth segment. The Sales Operations Specialist enables the sales team to operate more effectively while directly contributing to revenue growth.

Compensation & Performance Expectations

• Base Salary: $65,000 $75,000 (DOE)
• Variable Compensation: 1020% of base tied to lab growth initiatives and campaign success
• On-Target Earnings (OTE): $70,000 $95,000
• Shift: 5 days a week Monday-Friday Full-Time. Flexible work schedules with opportunity for a 9/80 work schedule with alternating Fridays off.
• Benefits package includes medical, dental, vision, short term disability, life insurance, and 401K with match, paid holidays, paid time off, continuing education opportunities including tuition reimbursement program, periodic company parties, and lunches.
• All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
• EOE, including disability/veterans