The Senior Sales Operations Analyst works closely with the Area Sales Vice Presidents and Regional Directors to support forecast process and the success of the sales team. This person should have experience building sales forecast models, plans and analyzing large and complex data sets.
Review and analyze sales-related activities such as the pipeline, bookings forecast, sales productivity and goal attainment. Drive process improvement and share best practices with other teams.
Essential Duties & Responsibilities
Serve as the trusted advisor and sales operations lead to area sales leaders
Develop, track and manage the forecast process, performance analysis, metrics/KPIs to drive forecast accuracy
Partner with Sales organization leadership to define, refine, and maintain sales territories and account assignments
Monitor and review the Salesforce funnel and pipeline metrics weekly to ensure quality and accuracy
Own sales analytics data gathering, reporting, and improvements
Implement best-practices and standardization of sales processes leveraging efficiency and scalability
Ensure alignment of Sales team with overall corporate objectives and priorities
Use data and qualitative information to drive and optimize our business
Structure and evaluate business problems, design and implement actionable recommendations, and track success metrics
Define programs and processes that promote up-sell, cross-sell in partnership with Sales and Marketing
Help prepare the Quarterly Business Review (QBR) Package
Knowledge & Skills
Background in sales operations and field level forecast process
Strong collaborator; comfortable operating in a matrix organization
Proven experience of sales and analytics technology and how to apply it to improve organizations
Frequent engagement with sales executives to provide functional expertise advice that influences sales strategy
Intellectual curiosity and agility to navigate ambiguous circumstances
Ability to present, articulate, and defend analyses
Excellent working knowledge of SFDC, CPQ, Tableau, Power BI tools, etc.
Education/Experience
BA/BS or equivalent educational background is preferred
Minimum 8+ years of relevant professional experience with Finance background a plus
Advanced proficiency in Excel and PowerPoint
Salesforce experience required; SalesLoft, Seismic, DiscoverOrg and Marketo knowledge a plus
Experience in a high-growth software, SaaS and DaaS company
