Job Overview
As a Senior Analyst – Sales Operations, you will act as the primary point of contact for the Regional Sales Leads and Marketing Team.
1. Onboarding and Enablement
– Working closely with Sales Enablement to ensure timely and smooth onboarding on New Hires
– Interface with Systems & Tools Function to ensure appropriate systems and tools provisioning for the new hires / existing employees
– Responsible for monitoring ongoing enablement of the sales and marketing teams in the region.
– Ensure appropriate Territory Deployment and Coverage of the various GTM functions in the region.
– Engage with the Leadership and allied functions to ensure timely deployment of goals and VCP.
2. Quota management, Sales Capacity Planning & Commissions
– Partner with Regional Sales leaders to allocate resources, assign performance targets and develop plans to achieve targets at all levels.
– Lead capacity planning based on the Sales targets – quota allocation, territory allocation, hiring plan for the target Sales bookings.
– Track and optimize quota attainment including reporting in a timely manner.
– Ongoing validation of Quota Crediting, Variable Pay Calculations with Finance, smooth and timely processing of variable payouts in accordance with the Variable Compensation Plan & Policy.
3. Operational Support
– Managing and maintaining sales process adherence with the Sales & Marketing Team.
– Providing day to day operation support with Account Assignment, Opportunity Management, Quote Creation, RFP support etc in alignment with the Global Policy and Processes in place.
– Interface with internal functions to help drive smooth engagement and governance required internally through the Sales Cycle.
– Identify and make recommendations to eliminate sales process bottlenecks and inconsistencies.
4. Forecasting, Analytics, Reporting & Intelligence
– Own the end-to-end process of tracking the sales funnel and operational metrics and deliver regular insights to the business.
– Define and deliver recommendations to improve the funnel performance for sales management.
– Partnering with Sales Leaders to engage and enforce the Sales Forecasting and Pipeline Management Framework.
– Assisting the Sales Leaders with Pipeline and Opportunity inspection.
– Facilitate preparation of required content to help drive periodic cadence around Forecast / Pipeline Reviews, Account Plan Reviews, Quarterly Business Reviews and any other ongoing requirements.
Must have:
– Graduate / Post Graduate with 4-6 years of relevant experience in Sales Operations, preferably in a SaaS based product company.
– Prior expertise in business partnering roles in Sales and Marketing Functions interfacing with Senior Leadership.
– Strong analytical and problem-solving skills, Data driven with the ability to draw insights and trends.
– Self starter, Ability to deal with ambiguity, Operate independently with limited supervision, Results Oriented, with ability to drive cross functional collaboration.
– Exceptional oral and written communication skills.
– Strong working knowledge of Salesforce, MS Office and Google Applications.
Good to have:
– Exposure to Salesforce forecasting, Clari, Marketing Automation and Data Intelligence / BI tools.
– Be a part of a global growth stage startup
– Work in a fast-paced, dynamic environment where your contribution matters
– Innovate at scale, with learning opportunities
– Be a part of a global category creator – hyper growth B2B SaaS startup
– Work in a fast-paced, dynamic environment where your contribution matters
– Work, performance and results are real sources of happiness in addition to the fun of working with and celebrating success with an exceptionally talented team
– Accountability and driving outcomes is the key to success
– Your career here is limited by you and nothing else
– Teamwork trumps individual success
– You are passionate about experience technology and its impact on enabling growth
– Innovate at scale, with learning opportunities and having fun along the way!
