Sales Operations Specialist

OVERVIEW OF ROLE 

The Sales Operations Analyst/Specialist is a critical role within the Revenue Operations & Enablement team, with end-to-end responsibility for processes that directly impact sales efficiency and effectiveness, and enable the GTM organisation to achieve its goals.

This role is pivotal to establishing a proactive operations model, responsible for designing and implementing analytics on sales measures (deal size, velocity, pipeline coverage, win rate), and providing the GTM leadership team with actionable insights to drive revenue growth. 

This role manages key sales operations processes including the sales forecasting cadence (in conjunction with sales leadership), sales incentives (commissions and SPIFs) and sales process optimisation and automation.

ROLES & RESPONSIBILITIES 

• Incentive and Compensation Management: Manage sales incentive plans (sales compensation plans and SPIFs),  and own the administration of incentives,  collaborating with finance to ensure timely payment and handling all queries from the sales organisation.
• Sales Forecasting & Analysis: Support the Chief Growth Office (CGO) and Head of Revenue Operations & Enablement by managing the end-to-end sales forecasting methodology and cadence. Conduct pipeline data analysis and historical modeling to drive predictive accuracy and provide strategic guidance on revenue risk and opportunity to sales leaders
• Revenue Intelligence & Strategic Insights: Develop dashboards and analytics on the critical set of revenue performance KPIs (including win rates, pipeline velocity and coverage, and deal size), and provide actionable insights that directly influence sales strategy and resource allocation decisions.
• Sales Process & Methodology Optimisation: Lead the implementation of scalable, best-in-class processes across the GTM organisation, ensuring successful change management and adoption in partnership with system administrators and enablement. 
• Annual Operational Readiness: Lead operational readiness for the new fiscal year, strategically managing and executing all required changes related to planning, systems, and compensation, including  including territory and account segmentation and key account planning, across the Revenue Operations landscape.
• Cross-Functional Alignment: Own the continuous alignment of processes and data standards across the entire revenue lifecycle (Sales, Marketing, Customer Success, and Finance) to ensure a cohesive and efficient go-to-market motion.

QUALIFICATIONS, EXPERIENCE & SKILLS 

Required

• Bachelors degree or equivalent
• 5-8 years experience in a similar role (sales operations, sales analytics, or business operations, finance background an advantage)
• Expert proficiency in CRM and reporting
• Advanced Excel skills (pivot tables, VLOOKUP, data modeling)
• Strong analytical skills with experience in sales data analysis and visualisation, and the ability to communicate complex data insights to non-technical stakeholders. 
• Experience with sales process optimisation and workflow automation
• Knowledge of sales methodologies and revenue operations best practices
• Excellent communication and cross-functional collaboration skills
• Self starter who can work independently and navigate ambiguity
• Ability to both execute administrative work and think strategically

Preferred

• Background in B2B sales environment, preferably in technology
• Knowledge of sales compensation planning and commission structures
• Strong project management experience and/or certification (PMP, Agile)

• Familiarity with Google Suite applications

KEY MEASURABLES

• Sales productivity
• Pipeline hygiene
• Timeliness and accuracy of commission payments
• Timeliness and accuracy of reporting

BEHAVIOURAL ATTRIBUTES FOR SUCCESS

• Organising Self
• • Effectively managing own time and resources to ensure that work is prioritised effectively and delivered on time in line with the requirements of the team and business
• Maintaining Positive Energy
• • Being relentless. Operating with a positive attitude, vigour and determination in the face of challenging situations, consistently maintaining high levels of effectiveness and productivity throughout
• Delivering Excellence
• • Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards and expectations of excellence rather than having standards imposed
• Communication
• • Conducting positive and open interactions with others by conveying information and ideas clearly and concisely in an engaging manner that helps them understand and retain the message; listening actively to others and sharing proactively information
• Decision Making
• • Identifying and understanding problems and opportunities relevant to role by gathering and analysing quantitative and qualitative information; generating and evaluating alternatives, identifying the best course of action, and making timely decisions within own decision making scope
• Initiating Action
• • Taking proactive and independent action to accomplish work goals; taking prompt action to achieve results beyond what is required; anticipating addresses problems without being prompted
• Leveraging Feedback
• • Taking full advantage of opportunities to receive and explore feedback about own performance; responding favourably to feedback and using it constructively to deliver outcomes and improve knowledge, skills and behaviours