Principal Specialist - Sales Operations

Wood Mackenzie is the global data and analytics business for the renewables, energy, and natural resources industries. Enhanced by technology. Enriched by human intelligence. In an ever-changing world, companies and governments need reliable and actionable insight to lead the transition to a sustainable future. That’s why we cover the entire supply chain with unparalleled breadth and depth, backed by over 50 years’ experience. Our team of over 2,400 experts, operating across 30 global locations, are enabling customers’ decisions through real-time analytics, consultancy, events and thought leadership. Together, we deliver the insight they need to separate risk from opportunity and make confident decisions when it matters most.

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Wood Mackenzie Values

• Inclusive – we succeed together
• Trusting – we choose to trust each other
• Customer committed – we put customers at the heart of our decisions
• Future Focused – we accelerate change
• Curious – we turn knowledge into action

Role Purpose

Join our team and play a pivotal role in powering the growth ambitions of our business by enabling a high-performing, scalable Sales organisation. As a key member of the Revenue Operations team and a trusted partner to our Vertical Sales Leaders, you will oversee and enhance the processes and deliver insights that fuel our go-to-market engine. You will balance day-to-day operational ownership with strategic projects across forecasting, CRM excellence and sales process optimisation.

Using data to improve pipeline visibility, highlight trends and support informed decision-making, you will create reporting and guidance that enable clarity and focus for Sales teams. Through continuous improvement and cross-functional collaboration, you will eliminate friction, strengthen operational discipline and set the organisation up to achieve growth predictably and at scale.

Main Responsibilities

· Lead analysis of sales performance, pipeline and activity data to identify trends, risks and opportunities that shape commercial decisions and sales priorities.

· Produce accurate and timely forecasting in partnership with Sales Leadership, improving predictability through better data quality, pipeline visibility and process discipline.

· Champion CRM excellence by ensuring data accuracy, usability and adoption; train Sales teams on best practices and lead ongoing enhancement of workflows, fields & processes.

· Drive continuous improvement of sales processes by identifying inefficiencies, eliminating friction, introducing automation and ensuring cross-functional alignment across Sales, Marketing, Finance and Product.

· Provide strategic recommendations to Sales Leadership on sales operations strategy and revenue optimization initiatives

· Design, maintain and evolve the sales territory model in partnership with Vertical Leaders to maximise GTM effectiveness and reflect market demand; manage territory changes

· Lead and drive major internal business initiatives focused on sales operations transformation, process optimization, and cross-functional integration to support organizational growth objectives

· Manage operational policies and sales enquiries related to rules of engagement, account and lead allocation, ensuring clarity and consistent application across the organisation.

· Partner with Finance and Commissions to ensure month-end processes are completed accurately and on time, with the correct inputs for compensation and reporting.

· Oversee end-to-end systems and data processes for starters, movers and leavers within Sales, ensuring smooth onboarding, access and territory/account transitions.

About You

· Experience in Sales Ops, Enablement, Support, or Commercial Enablement.

· Growth mindset; proactively identifies and tackles challenges.

· Strong analytical skills with excellent attention to detail.

· Advanced Microsoft Excel and Office skills.

· Hands-on Salesforce experience; reporting, dashboards, and CRM administration.

· General understanding of Marketing, Finance, and Product operations.

· Comfortable interpreting data and translating into actionable insights, with strong commercial awareness of market positioning and competitive landscape to inform strategic recommendations

· Works collaboratively across teams.

· Thrives in fast-paced, growth-focused environments.

· Strong communication skills; able to influence and build alignment.

Expectations

· We are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 2 days per week to foster and contribute to a collaborative environment, but this may be subject to change in the future.

· Due to the global nature of the team, a degree of flexible working will be required to accommodate different time zones.

· While this is expected to be a full-time role, part-time or flexible working arrangements will be considered.

Wood Mackenzie Values

· Inclusive – we succeed together

· Trusting – we choose to trust each other

· Customer committed – we put customers at the heart of our decisions

· Future Focused – we accelerate change

· Curious – we turn knowledge into action

Equal Opportunities

We are an equal opportunities employer. This means we are committed to recruiting the best people regardless of their race, colour, religion, age, sex, national origin, disability or protected veteran status. You can find out more about your rights under the law at www.eeoc.gov 

If you are applying for a role and have a physical or mental disability, we will support you with your application or through the hiring process.