Senior Sales Operations Analyst

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

📋 Description

• Collaborate with Sales Leadership to establish and maintain a regular quarterly operational rhythm, encompassing planning, business reviews, forecast assessments, deal evaluations, and crucial execution milestones.

• Develop standardized operational processes and expectations across various teams and segments.

• Identify execution deficiencies, conflicting priorities, and operational hurdles, and propose enhancements.

• Enhance forecast precision and pipeline health by implementing opportunity management standards, qualification criteria, stage governance, and ensuring data integrity.

• Engage in forecast and pipeline assessments, providing independent analyses and identifying potential risks.

• Create reporting and leading indicators for pipeline generation, coverage, conversion rates, deal advancement, and seller performance.

• Convert analysis into actionable recommendations.

• Formulate capacity, quota, territory, and account coverage recommendations while modeling various scenarios.

• Devise strategies for account segmentation, scoring, prioritization, and territory allocation.

• Oversee account assignments, ownership, recycling, and coverage processes across Salesforce and related platforms.

• Collaborate with Demand Generation, Events, and Sales Leadership to transform GTM programs into practical seller workflows.

• Establish and enhance account distribution, engagement procedures, and standardized seller workflows, including Gong Engage.

• Work closely with sellers and managers to pinpoint friction points, boost adoption, minimize administrative duties, and maximize selling time.

• Act as an operational authority across Salesforce, Gong, 6sense, Unify, and other related GTM technologies.

• Identify, conceptualize, and execute automation, AI, and technological improvements.

• Lead cross-functional process enhancements with Revenue Systems & Architecture, from technical requirements and integration to adoption and scalable implementation.

⛳️ Requirements

• Minimum of 5 years' experience in Sales Operations, Revenue Operations, Sales Analytics, or a similar GTM operations role.

• Practical experience in sales forecasting, pipeline management, territory and account operations, as well as recurring operating rhythms.

• In-depth knowledge of Sales Operations, coupled with familiarity in Finance, Revenue Systems, Marketing Operations, and GTM analytics.

• Strong analytical, data reconciliation, and problem-solving capabilities.

• Proficient in handling complex data, constructing models, and deriving actionable insights.

• Robust working knowledge of Salesforce, including opportunity management, reporting, dashboards, account ownership, and essential CRM workflows.

• Ability to assess complex business challenges, question existing methods, develop viable solutions, and spearhead cross-functional initiatives from requirement gathering to adoption.

• Capacity to influence stakeholders and articulate complex ideas effectively.

• Ability to collaborate efficiently with senior Sales leaders and frontline managers.

• Capability to work autonomously in unclear or rapidly changing environments.

• Exceptional attention to detail and sound business judgment.

• Proven track record of identifying and assessing new techniques, technologies, and strategies to enhance Marketing effectiveness.

• Preferred experience with Gong/Gong Engage and account-based or outbound platforms such as 6sense or Unify.

• Preferred experience in account segmentation, market coverage analysis, account prioritization, scoring, and whitespace analysis.

• Preferred experience in developing opportunity management standards, qualification criteria, and sales process governance.

• Preferred experience in building or utilizing AI-driven tools, automation, or integrated workflows.

• Preferred experience in facilitating a transition from inbound to structured outbound sales.

• Preferred experience in modernizing fragmented workflows, addressing operational technology debt, or integrating data across sales systems.

🏝️ Benefits

• Eligibility for performance-based bonus plans.

• Eligibility for restricted stock unit awards.

• Access to wellness programs.

• Tuition reimbursement opportunities.

• Customizable expense reimbursement through the U Choose program.

• Option for student loan repayment reimbursement.

• Childcare reimbursement options available.

• Pet insurance reimbursement options.

• An inclusive workplace culture.

• Employee resource groups available for support.

• Comprehensive benefits and rewards package.