Supports sales leadership through forecasting, quota and territory management, CRM governance, performance reporting, incentive plans, and operational analysis. Improves Salesforce adoption, data quality, pipeline accuracy, and dashboard reporting while partnering with Finance, Training, Enablement, and regional sales teams. Develops procedures, drives change management, communicates insights to leadership, and ensures accurate forecasts and sales performance outcomes.
Responsibilities and Impact:
- Partner with Sales Leadership to meet the ongoing needs of the sales organization, including attending sales team meetings, supporting new hire onboarding and ensuring awareness of deliverables, deadlines and results of operational analysis.
- Develop and implement policies and procedures to enhance productivity, and drive change management initiatives.
- Support team goals of operational excellence by improving functionality and user adoption in Salesforce, Tableau CRM, other internal dashboard reporting.
- Provide support and guidance to Sales teams using data driven insights, reporting and KPIs.
- Improve CRM hygiene and pipeline quality by driving adoption of Salesforce and reporting; monitor data quality and remediate root causes.
- Respond promptly to sales and sales operations queries with appropriate follow-up and escalation.
- Own monthly forecasts and related processes, ensuring timely submission and alignment with Finance. Validate assumptions and review and challenge with an action-oriented approach to drive forecast and revenue accuracy.
- Conduct regular reviews of sales performance, at regional and rep level, identify trends and action items, and communicate these to global sales leadership.
- Lead annual quota build and maintain territory / account assignment government for EMEA / APAC; ensure auditability and stakeholder alignment.
- Support periodic special incentive plans as necessary from implementation through to calculating and reporting on outcomes
- Collaborate with the Training and Enablement team to identify, implement, and support new sales enablement tools and promote user adoption.
- Build strong internal relationships with key personnel to foster peer support.
Basic Required Qualifications:
- Bachelor’s degree or higher and/or equivalent work experience.
- Proven experience in Sales Operations.
- Experience in supporting sales forecasting, quota building, and management reporting.
- Proficiency in Salesforce.com.
- Advanced skills in MS Excel and proficiency in all MS Office applications.
- Excellent written and verbal communication skills.
- Interacts professionally, highly organized with the ability to effectively prioritize tasks.
Additional Preferred Qualifications:
- Tableau CRM / Power BI / Xactly
- Demonstrated ability to influence senior sales leaders and partner cross-functionally with Finance
- Can operate autonomously in a fast-paced environment.
- Detail-oriented with strong documentation skills for processes and procedures.
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