• Sales Operations Analyst

    Job Locations US-MA-Boston
    Job ID
    2018-1653
    Category
    Sales
  • Overview

    The Sales Operations Analyst will work as a part of the Sales Operations team, specifically focused on ensuring that the go-to-market (GTM) organization is enabled with the analytical insights, tools & skills needed to succeed. Tactically they will own regular reporting to the Board & Executive team, pipeline & revenue forecasting, usage of our Business Intelligence (BI) platform, and development of tools for sales enablement. Strategically they will work with GTM leadership to analyze new sales programs, evaluate organizational changes, and drive analytically-driven decision making throughout the GTM org. A successful Sales Operations Analyst will work closely with people across many different teams, enjoy developing answers to difficult questions, extract actionable insights from large analyses or datasets, and have the desire to make their mark on the future of the company. 

    Responsibilities

    Analytical Evangelist

    • Drive analytically-supported decision making throughout the organization
    • Own the sales team’s adoption & usage of our BI tool, Looker
    • Work alongside the BI & Sales Ops team to apply predictive analytics to GTM processes
    • Identify opportunities for improvement by applying analytics or new datasets

     

    Reporting & Forecasting

    • Own the completion of monthly Board and Executive Team reporting
    • Provide Executive Team actionable takeaways & insights from regular reporting
    • Improve the managers’ usage of our pipeline management & forecasting tool, InsightSquared
    • Maintain product-level revenue forecasts on a rolling 12-month basis using pipeline analytics
    • Assist in managing the expense budget & forecasting incentive payouts
    • Automate reporting to minimize time spent compiling and maximize time spent analyzing

     

    Sales Enablement

    • Use GTM systems to identify & nurture the effective behavior of our highest performers
    • Work with the sales team to develop tools & reports to assist reps in selling process
    • Use insights to improve sales processes with sales managers & operations
    • Support GTM leadership in evaluating changes to organization or programs

    Qualifications

    • 2+ years of work experience as a business, financial or data analyst
    • Degree in business, economics, engineering or similarly-analytical field
    • Mastery of Excel and modeling skills
    • Proficiency in PowerPoint with the ability to create presentations that tell narratives
    • Proactive, hard-working & intrinsically motivated to attain high performance standards
    • Craving to create meaningful work that will directly affect the success of the company
    • Desire to work directly with members of the Board, Executive & GTM leadership teams
    • Prefer previous experience with Salesforce.com, Looker, InsightSquared or other BI tools
    • Bonus points for understanding of SaaS/subscription and B2B business models and metrics
    • Ability to manage conflicting priorities and timelines

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