[Hiring] Enterprise Engagement Operations Lead @Privacy Policy

Role Description

Coastal is looking for a sharp, execution-obsessed operator to own the journey from qualified opportunity to delivered, revenue-recognized engagement across our TCS partnership. This role doesn't source deals; it makes sure that once a deal is real, nothing internal slows it down, loses it in a handoff, or lands without the commercial structure to validate the revenue. You are the operational backbone of Coastal’s TLC's delivery motion.

• Opportunity-to-Delivery Conversion
  • Own the operational handoff from qualified opportunity to active project setup by ensuring nothing falls between the sales and delivery organizations.
  • Ensure every qualified opportunity is properly structured in Salesforce: staged accurately, commercially documented, and assigned to the right delivery lead before the engagement starts.
  • Track conversion milestones from opportunity confirmation through SOW/IWO execution, project initiation, and delivery kickoff with no gaps in accountability between stages.
• Revenue Validation & Recognition
  • Own the operational accuracy layer that connects delivery activity to revenue: milestone completion, billing triggers, true-up schedules, and burn rate against contracted baselines.
  • Partner with finance to ensure revenue is recognized correctly, on time, and reconciled against agreed-upon commercial terms.
  • Flag revenue risk early including delayed projects, scope creep, milestone disputes all before they become finance-quarter problems.
• Salesforce & Reporting Integrity
  • Own Coastal's Salesforce org as it relates to active and converting TCS engagements including accuracy, hygiene, and synergy discipline.
  • Build and maintain reporting that gives leadership real-time visibility into qualified pipeline, conversion rate, active delivery status, and revenue-to-target gaps.
  • Ensure synergy is properly attributed across TCS, ListEngage, and Coastal at every stage of the engagement lifecycle.
• IWO & Commercial Operations
  • Own the IWO process from internal review through execution i.e. no IWO goes to TCS before internal sign-off, and no engagement starts without the right commercial protection in place.
  • Maintain working knowledge of protective mechanisms to initiate work ahead of a fully executed IWO when timing requires it.
  • Serve as the internal escalation point when commercial paperwork is blocking delivery from starting.
• Governance & Delivery Cadence
  • Run the TLC weekly coordination cadence across sales, delivery, and operations including agenda, action items, and follow-through between sessions.
  • Ensure all active projects are properly set up, resourced, and visible across all three organizations.
  • Serve as the early warning system when a converting opportunity or active delivery is at risk by escalating to leadership before it becomes a delay, a client issue, or a revenue miss.

Qualifications

• 7–10 years in engagement management, delivery operations, or revenue operations inside a technology services, consulting, or Salesforce ecosystem company.
• Deep Salesforce CRM proficiency. You've owned pipeline and delivery tracking inside an org, not just worked in one.
• Commercial fluency: IWOs, SOWs, burn rates, true-ups, milestone billing, and margin conversations are second nature.
• A track record of owning the messy middle: the space between a signed deal and a delivered, invoiced engagement and making it clean and repeatable.
• Strong executive presence: this role has direct visibility to Coastal and TCS leadership and requires clear, confident communication in both directions.
• Calm under ambiguity, fast to create structure, and allergic to the kind of internal friction that lets real revenue opportunities go sideways.
• Must have full-time permanent US work authorization.
• Ability to travel as necessary.

Benefits

• Flexible working hours with an emphasis on a life-work balance (in that order!).
• Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage.
• Competitive quarterly bonus opportunities.
• Continuing education & certification reimbursements, specifically within the Salesforce & Snowflake ecosystems; plus occasional in-house competitions with spot bonuses.
• A flexible and fun team culture! We value transparency, support, flexibility, growth, teamwork, fun, and so much more.
• Quarterly All-Hands calls to bring the company together, and an open-door leadership policy with access to mentorship and guidance.
• Opportunities for accelerated growth, networking, and career guidance and support.
• Trust, transparency and respect across all levels of the company.