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The Senior Sales Operations Analyst will utilize their expertise in data analysis to understand and conduct data monitoring, analysis and pattern detection of the underlying data to identify areas of opportunity and to maximize revenue. This information will be shared with product and development teams to improve integrations. In this role, the Senior Sales Operations Analyst will also help troubleshoot complex GTM challenges with key stakeholders across the customer life cycle to improve the customer experience by helping to identify improvements in our internal processes. This role will be responsible for managing the Sales Operations analytics function. 

What Your Ride Will Look Like:

• Create and maintain Sales reporting on KPIs for leadership and the greater GTM team.  As an example, cross sell reporting for each business line and pipeline analysis. 
• Market Segmentation and penetration – Analyze and understand the addressable segments/markets where we are successful and our penetration in those markets. 
• Capacity and territory planning. - Use segmentation and penetration data to understand what is required to attack the opportunity with additional headcount and supporting opportunity rich territories. Analyze territory effectiveness based on metrics such as attainment, pipeline coverage, and forecast accuracy. 
• Win rate and why do we win or lose - Analyze the attributes of winning and losing to be able to double down on winning strategies or address the challenges where we lose. 
• Sales Velocity – Analyze the throughput of our sales cycles (each stage) to remove roadblocks and measure improvements as we make changes. 
• Pipeline growth, velocity and conversion rates – Develop predictive modeling of pipeline metrics with a deeper analysis on when, where and how pipeline is being generated. 
• Channel traction – Analyze our partner community on referrals, pipeline build, conversion rates and winning attributes. 
• GTM Metrics – double/triple clicking on key metrics like forecast accuracy, churn, renewals, conversion rates, etc. to uncover better predictive modeling and results. 
• ROI of new Sales tools – Analyze how new tools are helping us sell, ramp new reps, increase CSAT, reduce churn, etc. – Also, what additional tools do we need to improve? 
• Compensation analysis and planning – Analyze current plan components to drive a better incentive structure going forward at an annual, quarterly, monthly level and analyzing scenarios for any traps. 
• Price Discount analysis – Understand a deeper level of our current discounting practices by customer/prospect type, industry, size, etc. and how we should reflect that back in our pricing practices. 
• Create next level analytics on key reporting – a proactive summary analysis (the whys) on key changes in the weekly Insight report. 
• Data validation and clean up on data in our CRM, Salesforce.com to provide accurate reporting and analytics. 

Show Off What You Have:

• Minimum 5 years’ experience in a data analytics role preferably in a similar environment (SaaS) 
• College degree required 
• Advanced Excel knowledge and skills  
• Strong understanding of data visualization tools  
• Salesforce.com experience 
• Excellent time management skills 
• Ability to manage multiple priorities with strict attention to detail. 
• Strong analytical skills with ability to utilize problem solving skills for issues and inquiries.  
• Excellent interpersonal skills with the ability to communicate effectively and professionally with internal and external customers. 
• Expertise in ad hoc reporting 

Fuel Gauge:

This role is budgeted $100,000 to $120,000 USD Yearly