DemandOps Specialist

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.

• 5+ years of experience in Revenue Operations, Sales Operations, or Marketing Operations within a SaaS or B2B environment.
• Proven track record in pipeline analytics, forecasting, and lead management operations.
• Strong working knowledge of Salesforce (required) and Sales Engagement platforms (e.g., Outreach, Sales Navigator, ZoomInfo, etc.)
• Experience with lead routing logic, data hygiene best practices, and resolving issues such as duplicates and account hierarchies.
• Collaborative mindset with experience working cross-functionally with Marketing, Sales, and SFDC Admin teams.
• Detail-oriented with a strong process and systems mindset; experience driving automation and efficiency improvements.
• Excellent communication skills, with the ability to translate data insights into actionable strategies.

Key Success Metrics

• Pipeline Coverage & Sufficiency: CQ, CQ+1, CQ+2 coverage aligns with revenue targets and sales capacity.
• Lead Routing Accuracy: Consistent execution of routing rules with minimal errors; issues identified and resolved quickly.
• Sales Engagement Tool Adoption & Data Integrity: High adoption rates, accurate sync between Outreach and Salesforce, and cadence adherence support.

At Katalon, we bring together self-starting, open-minded, and talented people while actively promoting a transparent and growth-enabling working environment. But don’t just take our word for it. Take a better look below!

• Total Remuneration: Satisfying your financial goals through competitive compensation and periodic performance bonuses.
• Growth & Rewards: Thriving professionally through employee enablement, a culture of trust, and rewarding performance.
• Physical & Mental Health: Staying healthy through comprehensive health plans, and generous paid leaves.
• Diversity, Equity & Inclusion: Becoming part of a global team that celebrates differences and equal opportunity.

Katalon is proud to be an equal-opportunity employer. We care about our people and celebrate our differences. We want to work with talented, collaborative, and innovative people. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.