• The Senior Sales Operations Analyst acts as the data and operational backbone of the Sales and Customer Experience teams - ensuring accurate account data, clean segmentation and consistent reporting across the customer lifecycle
• This role now also partners closely with Marketing Operations to maintain aligned data models, funnel reporting, and attribution accuracy across the GTM engine
• This role owns the governance of account and territory data within Salesforce, manages the rules of engagement across GTM teams, and delivers daily/weekly/quarterly reporting to drive visibility and accountability
• By combining deep Salesforce expertise with business acumen, analytical capabilities, and cross-functional collaboration, this role connects the dots between Sales execution, Customer Success performance and strategic decision-making
• Data Ownership & Governance:
• Serve as the primary owner of account level data within Salesforce, ensuring accuracy of account hierarchy, segmentation, ownership and territory mapping
• Create, manage and enforce Rules of Engagement across Sales, Channel and CX to prevent conflicts and ensure consistent process adherence
• Perform regular audits to identify duplicate or misaligned accounts
• Partner with Marketing Ops to ensure alignment between account data, lead routing, and account/contact enrichment models
• Reporting Insights & Cadence:
• Build and deliver “day-in-the-life” reporting for Sales and CX leadership - including daily pipeline movement, account health and renewal visibility
• Maintain weekly and monthly operational dashboards summarizing bookings, pipeline health, renewals, expansion and customer segmentation
• Collaborate with Marketing Ops to unify funnel reporting (lead → MQL → SAL → SQL → pipeline → revenue) and reconcile Marketing and Sales pipeline attribution
• Support forecast and QBR preparation with performance data, key trends and actionable insights
• Translate system data into clear narratives that guide leaders on where to focus for revenue, retention or process improvement
• Segmentation & Territory Execution:
• Partner with Sales Operations leadership on account segmentation and territory mapping ensuring that assignments align with GTM strategy and account hierarchy
• Create and implement a territory data model in Salesforce - updating ownership, routing logic, and exceptions in partnership with the Systems team
• Track account movement to ensure equitable distribution and compliance with coverage policies
• Work with Marketing Ops to ensure lead routing and lead-to-account matching properly align with territory assignments
• CX Operations:
• Collaborate with Customer Success leadership to ensure visibility into renewal pipeline, expansion opportunities and customer retention metrics
• Partner with Deal Desk on customer data management

Support operational readiness for new product launches or process changes affecting post-sales workflows

• 3 - 5 years of experience in Sales Operations ideally within a SaaS or tech environment
• Excellent analytical skills; ability to connect operational data to business context, unify cross-functional datasets, and deliver actionable insights across the full revenue funnel
• Comfortable working cross-functionally with Sales, CX, Deal Desk and Systems teams

Highly organized, detail-oriented and confident in managing data governance and process enforcement

• Deep experience with Salesforce (account object, territory models, reporting, dashboards) and familiarity with tools like LeanData, DemandTools, Sigma

Strong understanding of SaaS GTM metrics (pipeline, bookings, ARR, NRR, GRR, churn)