The Sales Quality Assurance Analyst is responsible for monitoring, evaluating, and enforcing sales process quality across the team. This includes reviewing demo calls, auditing CRM usage in Pipedrive, evaluating won deals for compliance and readiness, and contributing insights to strengthen sales playbooks and training programs.
This role reports directly to Sales Managers and collaborates closely with the Sales Trainer (Enablement) to identify actionable trends and support continuous improvement across the sales team.
Key Responsibilities
- Discovery and Solution Walkthrough Call Audits
- Monitor and score sales calls involving both discovery and solution walkthroughs using a standardized rubric
- Evaluate reps on qualification depth, solution alignment, objection handling, and clarity of next steps
- Document findings and deliver written feedback in a timely manner to Sales Managers for coaching and performance tracking
- Monitor Pipedrive Hygiene and Cadence Compliance
- Audit CRM records to ensure accurate, timely, and complete data entry
- Verify correct use of deal stages, contact notes, tasks, and follow-up cadences
- Escalate recurring CRM hygiene issues or cadence gaps to Sales Squad Leads and Sales Managers for correction or retraining
- Won Deal Audits
- Review closed-won deals to confirm qualification standards and ICP fit
- Validate that all required documentation is logged for post-sale handoff
- Flag deals with potential risk indicators or missing transition details and report findings to Sales Managers
- Sales Knowledge Base and Playbook Support
- Document areas for improvement, effective messaging, and high-impact rep behaviors observed during QA reviews
- Work with Sales Managers and the Sales Trainer to update playbooks, talk tracks, and internal knowledge bases based on audit findings
- Reporting and Collaboration
- Maintain accurate QA scoring logs and generate summary reports for review
- Participate in weekly calibration meetings to review sample calls, CRM records, emails, and templates
- Present trends, rep behaviors, and process gaps that require managerial or enablement attention
- Share insights regularly with the Sales Trainer to support coaching priorities and training content updates
Qualifications
- 2+ years of experience in Sales QA, Sales Operations, Sales Enablement, or Revenue Support
- Prior experience (1–2 years) in a frontline sales role (SDR, Account Executive, or similar) preferred
- Strong understanding of the B2B sales cycle and pipeline stages
- Proficiency in using CRM systems, particularly Pipedrive
- Familiarity with outreach cadences, CRM hygiene standards, and pipeline management best practices
- Experience reviewing and evaluating sales calls for quality and performance
- Excellent written communication and documentation skills
- High attention to detail and ability to identify performance patterns or process gaps
- Comfortable handling performance-sensitive data and delivering objective, actionable feedback
- Experience with sales QA tools (e.g., Gong, Chorus) is a plus