[Hiring] Senior Sales Operations Analyst @Great Place to Work

Role Description

We are looking for a Senior Sales Operations Analyst to build and run the operating discipline that enables Sales to execute consistently and scale effectively. This role sits at the intersection of sales strategy, planning, execution, technology, and analytics.

As our new-logo sales motion evolves from primarily inbound to a more structured outbound model, this role will partner with Sales leadership to shape how we plan, prioritize, and execute. You will own the operating cadence, processes, and systems that keep teams aligned, maintain pipeline and forecast discipline, and enable sellers to focus on the opportunities that matter most.

This is a senior individual-contributor role for someone who can take ambiguous business challenges, apply strong analytical and operational judgment, and turn them into practical solutions. You will bring a point of view, challenge existing approaches, and actively shape how we operate, informed by data, technical feasibility, and what will most effectively improve seller productivity and revenue performance. Success requires someone equally comfortable advising Sales leadership, working with frontline managers, and rolling up their sleeves to solve complex operational problems.

Key Responsibilities

• Partner with Sales Leadership to establish and run a consistent quarterly operating cadence: planning, business reviews, forecast reviews, deal inspections, and key execution milestones.
• Establish consistent operating processes and expectations across teams and segments, ensuring leaders and sellers have the information and accountability needed to act.
• Proactively identify execution gaps, competing priorities, and operational friction, recommending improvements that keep teams focused on pipeline progression and revenue attainment.
• Strengthen forecast accuracy and pipeline health through consistent opportunity management standards, qualification criteria, stage governance, and data quality.
• Participate in forecast and pipeline reviews, bringing independent analysis, identifying risks, and reinforcing sales process discipline with frontline managers.
• Develop reporting and leading indicators for pipeline creation, coverage, conversion, deal progression, and seller performance, translating findings into actionable recommendations.
• Partner with Sales Leadership to develop capacity, quota, territory, and account coverage recommendations, modeling scenarios informed by performance, market opportunity, and business priorities.
• Develop account segmentation, scoring, prioritization, and territory strategies that improve market coverage, balance seller portfolios, and identify whitespace opportunities.
• Manage account assignment, ownership, recycling, and coverage processes across Salesforce and related systems, ensuring accurate data and consistent execution.
• Partner with Demand Generation, Events, and Sales Leadership to translate targeted GTM programs into executable seller workflows, advising on audience selection, prioritization, and operational approach.
• Build and improve account distribution, engagement processes, and standardized seller workflows, including Gong Engage, to support consistent outbound execution.
• Work directly with sellers and managers to identify friction, improve adoption, and develop solutions that reduce administrative work and increase selling time.
• Serve as a recognized operational expert across Salesforce, Gong, 6sense, Unify, and related GTM technologies, understanding how they connect to support Sales execution.
• Identify, design, and implement automation, AI, and technology improvements that increase seller productivity and operational efficiency, evaluated against cost and business impact.
• Lead cross-functional process improvements with Revenue Systems & Architecture, from technical requirements and integration through adoption and scalable execution.

Success In This Role Looks Like

• Operating discipline: Sales operates against a consistent quarterly rhythm with clear milestones, effective reviews, and reliable follow-through. Leaders have visibility into pipeline health, deal progression, and forecast risks, supported by consistent processes and trustworthy data.
• Sales coverage and execution: Territories, account assignments, and seller priorities are aligned to market opportunity and business objectives, with clear ownership and minimal operational friction.
• Seller productivity: Sellers and managers spend less time on systems and administrative tasks, and more time engaging customers and advancing opportunities.
• Business impact: Operational improvements contribute measurably to pipeline generation, forecast accuracy, seller productivity, and revenue attainment.
• Strategic partnership and innovation: Sales leadership has a proactive partner who challenges assumptions, brings practical solutions, and continuously improves how the organization operates.

Qualifications

• 5+ years of experience in Sales Operations, Revenue Operations, Sales Analytics, or a comparable GTM operations role.
• Hands-on experience with sales forecasting, pipeline management, territory and account operations, and recurring operating cadences including forecast reviews, business reviews, and planning cycles.
• Depth of expertise in Sales Operations, with working knowledge of related disciplines including Finance, Revenue Systems, Marketing Operations, and GTM analytics.
• Strong analytical, data-reconciliation, and problem-solving skills, with the ability to work with complex data, build models, and surface actionable insights.
• Strong working knowledge of Salesforce, including opportunity management, reporting, dashboards, account ownership, and core CRM workflows.
• Demonstrated ability to evaluate complex business problems, challenge existing approaches, develop practical solutions, and lead cross-functional initiatives from requirements through adoption.
• Ability to influence stakeholders, communicate complex concepts, and work effectively with senior Sales leaders and frontline managers.
• Comfortable operating independently in ambiguous or evolving environments, with guidance needed only in the most complex situations.
• Track record of proactively identifying and evaluating new techniques, technologies, and approaches to improve Marketing effectiveness.

Preferred Qualifications

• Experience with Gong/Gong Engage and account-based or outbound platforms such as 6sense or Unify.
• Experience with account segmentation, market coverage, account prioritization, scoring, and whitespace analysis.
• Experience developing and maintaining opportunity management standards, qualification criteria, and sales process governance.
• Experience building or applying AI-powered tools, automation, or connected workflows that improve seller productivity and decision-making.
• Experience supporting a transition from inbound to structured outbound, including operationalizing GTM programs with Demand Generation or Marketing Operations.
• Experience modernizing fragmented workflows, addressing operational technology debt, or integrating data across sales systems.

Benefits

• Wellness programs and tuition reimbursement.
• U Choose — a customizable expense reimbursement program that can be used for more than 200+ needs that best suit you and your family, from student loan repayment, to childcare, to pet insurance.
• An inclusive culture, active and engaged employee resource groups, and caring leaders who value every voice and support you in doing the best work of your career.