Sales Operations Lead

This is a fully remote position, open to applicants in Romania.

📋 Description

• Take ownership of the regional forecasting process and its cadence across all countries, which includes conducting weekly forecast calls and aggregating monthly and quarterly forecasts.

• Integrate country forecasts into a unified regional perspective and manage commit, best-case, and pipeline categories.

• Assess and enhance forecast accuracy while clarifying variances to leadership.

• Collaborate with Finance to ensure alignment of bookings, revenue, and gross-profit forecasts with budgets and objectives.

• Establish and manage pipeline standards, encompassing stage definitions, exit criteria, coverage ratios, conversion metrics, and velocity measures.

• Conduct structured pipeline reviews with country leaders and monitor pipeline conversion rates.

• Spearhead annual and quarterly sales planning, which includes market sizing, target establishment, quota distribution, capacity assessment, and headcount planning.

• Develop models for territory, segments, and account coverage across various countries.

• Assist in formulating go-to-market strategies, designing sales incentives, conducting quarterly business reviews, and tracking performance at the country level.

• Oversee Salesforce sales processes and convert commercial needs into CRM design, workflows, approvals, reports, dashboards, and user stories.

• Establish and enforce CRM data standards, driving hygiene reviews, cleansing, and remediation efforts.

• Create and maintain dashboards, reports, datasets, and KPI frameworks related to forecasting, pipeline, sales performance, productivity, conversion rates, activity, and operational metrics.

• Transform data into actionable insights, identifying risks, opportunities, and recommendations for leadership.

• Map and redesign comprehensive sales processes, eliminate unnecessary tasks, and implement workflow and reporting automation.

• Collaborate with Sales, Finance, Marketing, Delivery, IT, data, and business teams to align on requirements, metrics, and system interdependencies.

• Validate revenue, gross profit, margin, pricing, and other commercial factors.

⛳️ Requirements

• 4+ years of pertinent experience in Sales Operations, Revenue Operations, Sales Strategy & Planning, Sales Excellence, Commercial Operations, or similar roles, including a minimum of 3 years in a leadership or senior position.

• Proven hands-on experience managing sales forecasting and pipeline governance in a multi-country or regional sales environment, with a successful history of enhancing forecast accuracy.

• Documented experience in leading annual sales planning, including target setting, quota allocation, territory design, and capacity planning.

• Strong Salesforce expertise, ideally covering administration, business analysis, Sales Cloud process design, reporting, automation, data quality, user acceptance testing (UAT), and user adoption.

• Excellent analytical and problem-solving skills, with advanced proficiency in Excel, including PivotTables, Power Query, lookups, and complex formulas.

• High proficiency in Power BI, Tableau, Salesforce analytics, or similar business intelligence and visualization platforms.

• Experience working with CRM data in conjunction with ERP, finance, delivery, or other enterprise systems; familiarity with platforms such as Oracle or SAP is a plus.

• Proven ability to develop management reporting, dashboards, KPI frameworks, and actionable performance insights.

• Strong skills in requirements gathering, process mapping, gap analysis, documentation, UAT, and solution validation.

• Exceptional communication, stakeholder management, and change management skills, with the confidence to engage directly with senior sales, country, and functional leaders.

• Experience supporting regional or multi-country sales organizations.

• Bachelor’s degree in Business Administration, Finance, Economics, Engineering, Statistics, Data Analytics, Computer Technology, Information Systems, or a related field.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Opportunities for professional development and career advancement.

• Flexible working hours and remote work options.

• Supportive and inclusive company culture.