Sales operations and CRM workflows

Set up and run sales operations workflows in Airtable — pipeline, accounts, renewals, deal desk, RFP tracking, partner CRMs, vertical sales-shaped systems. Adapts to team size, existing CRM, and industry. Ask scope before scaffolding; the same trigger can mean a 3-table pipeline for a 5-person team, a Salesforce-augmenting deal desk for a 200-person enterprise sales org, or a vertical-specific CRM for a mortgage broker / real estate firm / public-works contractor.

Who this serves and what they're solving for

Sales operations spans more roles and verticals than the "VP Sales running Salesforce" stereotype.

• Revenue leaders (CRO / VP Sales / RevOps / sales-ops manager) — pipeline coverage, forecast accuracy, segment visibility, lead-to-revenue efficiency. "Broken" means "I can't trust the numbers."
• Daily operators (AE / SDR / BDR / account manager) — prospect context at the point of contact, fast inbound routing, deal-stage clarity, low-friction logging. "Broken" means "I'm pasting between five tabs to send one email."
• Cross-functional support (deal desk, sales engineering, sales-ops analysts) — approval routing with audit trail, capacity vs. demand, technical-fit scoring, exception triage. Distinct product surface from the CRM itself.
• Partner / channel managers — partner-led pipeline rollups, deal registration with anti-conflict rules, joint account planning, MDF tracking.
• Vertical operators — mortgage loan officers, real-estate brokers, capture managers (public works / AEC), donor relations leads, capital-markets desk operators — sales-shaped workflows with industry-specific vocabulary, regulators, and integrations.

Cross-cutting problems: the existing CRM is usually staying but bleeds into spreadsheets where work actually happens ("swivel-chair work," "single source of truth"); per-seat licensing pushes stakeholders out of the system, so visibility breaks; the modern sales-tech stack (Outreach / Salesloft / Apollo / Gong / CaptivateIQ) is often absent in non-tech and mid-market footprints; AI-forward teams want an open data substrate to build Clay-equivalent enrichment + AI-drafted outbound + conversation-intel ingestion on, not a CRM with AI bolted on.

Before scaffolding: ask scope

Sales operations spans more industries and shapes than most categories — most customers running sales workflows in Airtable are NOT tech-SaaS GTM teams. Real estate brokerages, mortgage operations, insurance carriers, capital markets desks, public-works contractors, nonprofits managing donors, education institutions managing partnerships, talent agencies tracking deals — all run "sales ops in Airtable" with different schemas and workflows. Lead with three scope questions; branch from there.