Sales Operations Lead

As Sales Operations Lead (m/f/x), you are the operational and commercial backbone of the Sales organization at Rail-Flow. You ensure that all sales activities, deal stages, and contractual processes run efficiently, consistently, and in line with defined standards.

Your role enables the Head of Sales and the Sales team to focus on customer-facing activities by owning processes, CRM quality, contract management, renewals, pricing for follow-up periods, and commercial governance. You do not conduct active sales outreach but play a central role in coordinating deals, customer meetings, and commercial execution.

Key Responsibilities

• Own and continuously optimize sales processes and standards across all deal stages, ensuring a smooth, transparent, and scalable sales flow.
• Act as thecentral operational partnerfor the Head of Sales and Sales Managers, ensuring clarity on pipeline status, priorities, risks, and target achievement.
• Own HubSpot CRM governance, including deal stages, documentation standards, activity tracking, forecasting, data quality monitoring, and initiation of corrective measures where needed.
• Monitor pipeline health and performance, identify bottlenecks or deviations, and proactively steer corrective actions to keep deals on track.
• Coordinate and organize customer meetings for the Sales team, including scheduling, preparation, documentation, and structured follow-ups.
• Prepare,maintain, and standardize sales and commercial materials, such as presentations, proposals, and offers, ensuring consistency and quality.
• Own the contract management database for all closed deals, ensuring complete, accurate, and up-to-date contract records.
• Proactively initiate contract renewals, including timeline tracking, stakeholder coordination, and preparation of renewal discussions.
• Define and maintain the pricing strategy for follow-up periods in close alignment with Head of Sales and Finance.
• Take ownership of Rail-Flow's Terms & Conditions (T&Cs), ensuring correct usage, versioning, and alignment with commercial and legal requirements.
• Drive sales controlling and reporting, providing regular insights on pipeline, conversion rates, deal velocity, renewals, and goal achievement.

• Act as a cross-functional interface between Sales, Customer Success, Finance, Legal, Marketing, and Product to ensure clean handovers and aligned commercial processes.

• Support sales enablement, including playbooks, templates, best practices, and onboarding ofnew salesteam members.

• Several years of experience in Sales Operations, Sales Support, Commercial Operations, or Inside Sales within a B2B SaaS or software environment.
• Strong understanding of B2B sales processes, contract management, and commercial governance.
• Highly structured, reliable, and detail-oriented witha strong senseof ownership and accountability.
• Analytical mindset with the ability to track KPIs, identify deviations, and steer corrective actions.
• Confident working with CRM systems; HubSpot experience is a strong plus.
• Strong coordination and communication skills, with the ability to work effectively across teams and hierarchy levels.
• Comfortable working independently while acting as a trusted enabler for Sales leadership.
• Fluency in German and English isrequired.

• Help shape the future by shifting traffic from road to rail
• Work on cutting-edge marketplace and software solutions that impact the entire logistics industry
• Become part of a dynamic, international team where senior management brings extensive experience from both corporate and startup environments
• International work environment with locations in Frankfurt, Hamburg, Izmir, and Rotterdam
• Enjoy a high level of creative freedom and decision-making power, supported by an attractive overall package that includes:
• Hybrid working options, including fully remote work for several weeks
• Subsidized Deutschlandticket or Givve Card
• Bike leasing programs via JobRad or BusinessBike
• Budget for your professional development
• High-quality IT equipment of your choice
• Various team events

The freight tech scale-up Rail-Flow, with over 170 employees, is revolutionising efficiency and access to rail freight and intermodal transport. The innovative Rail-Flow-platform offers customised solutions such as marketplace, collaboration, CRM and transport management tools that optimise all processes along the rail logistics value chain.

By speeding up processes and increasing the competitiveness of rail transport, Rail-Flow makes a decisive contribution to shifting transport from road to rail and thus to reducing CO2 emissions. Over 500 companies - which include rail freight companies, rail freight forwarders, intermodal operators and shippers - already rely on Rail-Flow's solutions.