Senior Sales Operations Specialist

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This role is based in our 240 Blackfriars office.

Position Overview

This senior role leads and optimizes the post-sale, order to cash process for the Omdia business while providing strategic oversight and mentorship. This position ensures accurate sales contracts, successful handover to downstream delivery teams, and drives process improvements across the sales operations function. The Senior Sales Operations Specialist serves as a subject matter expert and works closely with leadership to enhance operational efficiency and customer experience.

Areas of Responsibility & Accountability

Strategic Leadership

• Leads and oversees the sales order approval process across multiple business areas and complex deal structures
• Develops and implements business rules and authority frameworks to ensure compliance and efficiency
• Drives strategic initiatives to optimize the order-to-cash process and reduce cycle times
• Mentors and guides junior Sales Operations Specialists and cross-functional team members

Process Management

• Onboarding new sales team members, including Salesforce and sales prospecting tools.
• Training the sales team on Salesforce functionalities and sales prospecting tools.
• Conducting UAT testing (as part of both Sales Ops and Sales Enablement).
• Triaging and resolving inbound queries in a timely manner from users relating to enablement, such as training and knowledge improvement, general ‘how to’ questions and scoping out enhancement requests to be able to act as the bridge between the users and technical teams.

Advanced Order Management & Quality Assurance

• Manages complex sales orders including multi-year contracts, enterprise deals, and custom arrangements
• Establishes quality control standards and ensures adherence to data standards across all order types
• Leads escalation resolution for complex compliance and contractual issues
• Ensures seamless SAP integration and troubleshoots system-related challenges

Cross-functional Collaboration & Leadership

• Partners with senior stakeholders across sales, finance, and delivery teams to resolve complex issues
• Leads process improvement initiatives and identifies opportunities for automation and efficiency gains
• Provides strategic support to sales leadership on operational matters and deal structuring
• Drives change management for new processes, systems, and business rule implementations

Performance Monitoring & Reporting

• Develops and maintains advanced reporting and analytics for sales operations metrics
• Monitors end-to-end order lifecycle and implements proactive measures to prevent delays
• Establishes KPIs and SLAs for order processing and customer experience standards
• Provides strategic insights to leadership on operational performance and improvement opportunities

Knowledge Management

• Creates and maintains comprehensive process documentation and training materials
• Leads knowledge sharing sessions and ensures consistent application of standards across teams
• Serves as escalation point for complex operational challenges and customer issues

Experience & Qualifications

• 5+ years of demonstrable experience in sales operations, with at least 2 years in a senior or lead capacity
• Proven track record in managing complex order-to-cash processes in a B2B environment
• Experience leading process improvement initiatives and driving operational excellence
• Strong background in quality control environments with focus on data accuracy and delivery
• Leadership experience including mentoring, training, and cross-functional collaboration
• Bachelor's degree in Business, Finance, Operations, or related field preferred

Knowledge & Skills

Technical Expertise

• Advanced Salesforce.com administration and configuration capabilities
• Expert-level Excel skills including advanced formulas, pivot tables, and data analysis
• Strong SAP knowledge and experience with ERP system integrations
• Proficiency in business intelligence tools and reporting platforms
• Understanding of financial systems and billing/invoicing processes

Leadership & Strategic Skills

• Process improvement and optimization expertise with proven results
• Strong project management capabilities with ability to lead multiple complex initiatives
• Advanced problem-solving skills and ability to handle escalated issues
• Change management experience and ability to drive adoption of new processes
• Strategic thinking with ability to identify and implement operational improvements

Communication & Interpersonal Skills

• Exceptional communication skills with ability to present to senior leadership
• Strong mentoring and coaching abilities for team development
• Excellent stakeholder management across multiple departments and levels
• Customer-focused mindset with commitment to exceptional service delivery
• Collaborative leadership style with ability to influence without direct authority

Preferred Qualifications

• Experience in technology or data/intelligence industry
• Salesforce certifications (Administrator, Advanced Administrator, or Sales Cloud)
• Project management certification (PMP, Agile, etc.)
• Experience with subscription-based business models
• Knowledge of contract management and legal compliance requirements

This senior role offers the opportunity to make a significant strategic impact on our sales operations while developing and leading a high-performing team in a dynamic, growth-oriented environment.

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

TechTarget, Inc., doing business as Informa TechTarget, including its subsidiaries is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex (including pregnancy), age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment. If you would like to request reasonable adjustments or accommodations to assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence. 

Informa TechTarget complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable federal, state or local law.

Our benefits include:

• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out: annual leave, birthday leave and the chance to work from (almost!) anywhere for up to four weeks a year
• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world