Sales Operations Specialist

OVERVIEW OF ROLE

The Sales Operations Analyst/Specialist is a critical role within the Revenue Operations & Enablement team, with end-to-end responsibility for processes that directly impact sales efficiency and effectiveness, and enable the GTM organisation to achieve its goals.

This role is pivotal to establishing a proactive operations model, responsible for designing and implementing analytics on sales measures (deal size, velocity, pipeline coverage, win rate), and providing the GTM leadership team with actionable insights to drive revenue growth.

This role manages key sales operations processes including the sales forecasting cadence (in conjunction with sales leadership), sales incentives (commissions and SPIFs) and sales process optimisation and automation.

ROLES & RESPONSIBILITIES

• Incentive and Compensation Management: Manage sales incentive plans (sales compensation plans and SPIFs), and own the administration of incentives, collaborating with finance to ensure timely payment and handling all queries from the sales organisation.
• Sales Forecasting & Analysis: Support the Chief Growth Office (CGO) and Head of Revenue Operations & Enablement by managing the end-to-end sales forecasting methodology and cadence. Conduct pipeline data analysis and historical modeling to drive predictive accuracy and provide strategic guidance on revenue risk and opportunity to sales leaders
• Revenue Intelligence & Strategic Insights: Develop dashboards and analytics on the critical set of revenue performance KPIs (including win rates, pipeline velocity and coverage, and deal size), and provide actionable insights that directly influence sales strategy and resource allocation decisions.
• Sales Process & Methodology Optimisation: Lead the implementation of scalable, best-in-class processes across the GTM organisation, ensuring successful change management and adoption in partnership with system administrators and enablement.
• Annual Operational Readiness: Lead operational readiness for the new fiscal year, strategically managing and executing all required changes related to planning, systems, and compensation, including including territory and account segmentation and key account planning, across the Revenue Operations landscape.
• Cross-Functional Alignment: Own the continuous alignment of processes and data standards across the entire revenue lifecycle (Sales, Marketing, Customer Success, and Finance) to ensure a cohesive and efficient go-to-market motion.

QUALIFICATIONS, EXPERIENCE & SKILLS

Required

• Bachelors degree or equivalent
• 5-8 years experience in a similar role (sales operations, sales analytics, or business operations, finance background an advantage)
• Expert proficiency in CRM and reporting