Founded in 2016, Katalon is the leading provider of a modern, comprehensive quality management platform. Katalon Platform enables quality assurance, DevOps, and software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently.
Since its first launch, Katalon has experienced tremendous growth, serving more than 100,000 users across 30,000 teams, many of which are in the Fortune Global 500, such as PwC, KPMG, Abbott, etc. Katalon is recognized as a top automation tool by prestigious review sites, such as Gartner, Capterra, and IT Central Station.
About this role:
We are seeking a DemandOps Specialist who will play a critical role in driving pipeline health, managing sales engagement tools, and ensuring operational efficiency across our GTM funnel.
This role combines pipeline analytics and reporting with hands-on operational responsibilities, such as lead routing management, data integrity, and cross-functional process optimization.
You will partner with Marketing, Sales, and Revenue Operations teams to deliver actionable insights while maintaining the systems and processes that keep our pipeline flowing efficiently.
Key Responsibilities:
1. Pipeline Analytics & Insights (Primary Focus)
- Track, analyze, and report on pipeline sufficiency across CQ, CQ+1, and CQ+2 to support forecasting and GTM strategy.
- Deliver actionable insights to GTM leadership on pipeline coverage, lead conversion rates, and sales velocity.
- Develop and maintain dashboards and reports (Salesforce, BI tools) to monitor key pipeline KPIs.
- Ensure accurate lead routing based on business rules, including MQL routing logic, partner attribution, and regional/account assignment.
- Partner with Marketing (e.g., Chatbot owner) and SFDC Admin to enhance and maintain routing rules, ensuring alignment with evolving business logic.
- Monitor and resolve issues related to lead/account duplication, data hygiene, and parent/child account hierarchy management.
- Support lead-to-account matching processes and optimize lead workflows across the GTM funnel.
2. Sales Engagement Tool Administration & Support (Secondary Focus)
- Own the administration and day-to-day management of the Sales Engagement platform (e.g., Outreach), including user onboarding, permissions, and data sync.
- Track adoption and usage of cadences, partnering with GTM Enablement (who owns best practices) to support cadence deployment and reporting.
- Monitor data integrity between Salesforce, Sales Engagement tools, and Marketing platforms to ensure seamless lead flow and reporting accuracy.
- Identify and implement automation opportunities to improve seller efficiency and optimize pipeline generation processes.
