Sales Operations Analyst

Description

The Sales Operations & Enablement Analyst supports revenue growth by providing data-driven insights, operational rigor, and foundational enablement support across the sales organization. This role partners closely with Sales Leadership, Revenue Operations, Finance, and Marketing to improve forecasting accuracy, pipeline health, sales productivity, and decision-making.

In addition to core analytics and operations responsibilities, this role plays a critical role in supporting early-stage sales enablement, helping translate strategy into repeatable execution across segments and sales roles. The ideal candidate is analytically strong, systems-oriented, and comfortable turning ambiguity into structure.

• Build and evolve foundational sales enablement capabilities in an early-stage enablement environment.
• Define and reinforce a consistent sales motion, including qualification standards, discovery depth, and stage exit criteria.
• Partner with Sales Leadership to address core enablement gaps such as inconsistent discovery, variable deal quality, and slow ramp time.
• Develop and maintain enablement assets including sales playbooks, talk tracks, discovery guides, proposal templates, objection handling, and security/compliance FAQs (in partial partnership with Training & Development).
• Partner with Training & Development to support onboarding and ramp of new AEs, BDRs, and AMs through structured 30/60/90-day plans, readiness benchmarks, and early deal support.
• Measure enablement effectiveness through ramp time, stage conversion, win rates, and adoption of enablement assets.

Primary teams supported: AEs, AMs, BDRs; secondary delivery SMEs.

• Build, maintain, and enhance sales dashboards and reports (pipeline, bookings, revenue metrics, quota attainment, win rates, cycle time).
• Analyze sales performance by segment, product, and rep to identify trends, risks, and opportunities.
• Deliver recurring insights to sales leadership through weekly, monthly, and quarterly reviews.

• Support sales forecasting processes, including forecast rollups, variance analysis, and accuracy tracking.
• Partner with Sales Leadership to improve forecast methodology and forecasting discipline.
• Assist with annual and quarterly planning activities, including quota configuration, territory design, and renewals planning.

• Act as a power user and steward of CRM data quality (Salesforce or equivalent).
• Define and enforce data standards, pipeline hygiene rules, and reporting logic.
• Partner with Marketing, BI, and IT teams on system enhancements, automation, and tool integrations.

• Identify inefficiencies in sales workflows and recommend data-backed process improvements.
• Support rollout of new sales processes, tools, and enablement initiatives.
• Document processes and maintain clear, accessible operational playbooks.

• Partner with Finance on revenue reporting, forecasting alignment, and performance analysis.
• Partner with Marketing on funnel performance, lead-to-opportunity conversion, and campaign analysis.
• Support Sales and Executive Leadership with ad hoc analysis tied to strategic initiatives.

• Clear, documented sales motions and qualification standards
• Foundational enablement assets (playbooks, discovery guides, talk tracks, FAQs)
• Structured onboarding and ramp framework (30/60/90)
• Accurate, timely sales dashboards and recurring performance reports
• Weekly and monthly sales insights and recommendations
• Forecast variance analysis and planning support
• Clean, reliable CRM data and documentation

• 2–5+ years of experience in Sales Operations, Revenue Operations, Business Analytics, or a related role
• Experience supporting B2B sales teams (SMB, Mid-Market, and/or Enterprise)
• Hands-on experience with CRM platforms (Salesforce strongly preferred)
• Experience working with sales performance metrics, funnel analysis, and forecasting
• Exposure to onboarding, enablement, or sales process documentation preferred