We are the leading provider of professional services to the middle market globally, our purpose is to instill confidence in a world of change, empowering our clients and people to realize their full potential. Our exceptional people are the key to our unrivaled, inclusive culture and talent experience and our ability to be compelling to our clients. You’ll find an environment that inspires and empowers you to thrive both personally and professionally. There’s no one like you and that’s why there’s nowhere like RSM.
Position Overview:
RSM Defense manages a $25M+ active pipeline of complex MSSP opportunities across its full service portfolio. Scoping, pricing, and advancing these opportunities through multiple pursuit stages requires sustained operational discipline — coordinating across service lines, tracking deal health, and surfacing the data leadership needs to make informed decisions.
The Sr Associate, Sales Operations & Pipeline Analyst supports this mission by owning the day-to-day mechanics of pipeline hygiene, deal tracking, and data operations. This role sits within the Pipeline Management function, which is responsible for deal strategy, pricing model development, go-to-market materials, internal sales roadshows, and cross-functional partner relationships with sister services (MITs, Cyber Testing, and others). The Analyst will work directly under the Pipeline Manager and serve as a critical operational partner to that function.
This is a high-visibility, high-impact role for an analytically strong, detail-oriented individual who thrives in a fast-paced environment and takes pride in the quality and accuracy of the data others rely on.
Key Responsibilities
Pipeline Operations & Deal Tracking
Own ongoing maintenance and hygiene of the RSM Defense sales pipeline in CRM (opportunity records, stages, close dates, revenue values, and key attributes)
Track deal progression for complex, multi-service MSSP pursuits from initial qualification through contracting, ensuring records reflect current deal status at all times
Coordinate with field sellers, solution architects, and the Pipeline Manager to collect deal updates and validate data accuracy on a recurring cadence
Maintain and organize deal documentation including scoping notes, pricing workbooks, proposal drafts, and pursuit correspondence
Flag pipeline risks, stalled opportunities, and aging deals to the Pipeline Manager with supporting data
Metrics, Reporting & Leadership Decision Support
Build and maintain recurring pipeline reporting packages for leadership, including pipeline health dashboards, win/loss trend analysis, velocity metrics, and stage conversion rates
Design and automate data collection workflows to reduce manual effort and improve reporting frequency and consistency
Conduct ad hoc analyses to support leadership decisions on resource allocation, pursuit prioritization, and pricing strategy
Maintain historical pipeline data to enable period-over-period comparisons and trend identification
Contribute to the development of RSM Defense's pipeline KPI framework, including metric definitions, data sourcing logic, and visualization standards
Scoping & Pricing Coordination
Support the Pipeline Manager and solution architects in coordinating the scoping and pricing process for active pursuits, including scheduling, document assembly, and input tracking
Maintain pricing model templates, input logs, and version history; alert the Pipeline Manager to inconsistencies or outdated assumptions
Assist in producing pricing summaries and executive-facing deal economics for internal approval workflows
Track and document changes to pricing assumptions over a deal's lifecycle to support post-close analysis and model refinement
Cross-Functional & Internal Coordination
Serve as a coordination point with sister service teams (MITs, Cyber Testing, etc.) for deals requiring multi-service scoping, ensuring deal data is synchronized across relevant systems
Support the Pipeline…