Sales Operations Analyst 3

The successful candidate will be responsible for maintaining high-quality pipeline, territory, and account data while supporting territory management, revenue readiness, and operational risk mitigation. The role also drives process standardization, governance, and continuous improvement initiatives that enhance seller productivity and business efficiency.

Beyond operational execution, the Revenue Operations Excellence Specialist will proactively identify opportunities to simplify and optimize business processes through automation and AI, helping reduce operational friction and improve overall business outcomes. The ideal candidate is analytical, detail-oriented, highly organized, and capable of partnering effectively across Sales, Finance, Compensation, and other cross-functional organizations.

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Core Responsibilities

• Ensure high-quality pipeline, territory, and account data to support accurate forecasting, reporting, and business decision-making.
• Maintain territory structures, assignments, TCR updates, and ownership alignment, including placeholder and catchall territories.
• Support reconciliation activities and monitor key revenue and booking risk indicators, including approval dependencies, credit holds, purchase order requirements, and quarter-end cutoff risks.
• Generate pre-quarter close readiness assessments and proactively identify operational risks that could impact bookings or revenue recognition.
• Partner with sales teams to support operational processes, including account and territory planning, booking execution, CPQ processes, and compensation-related programs.
• Manage forecast submissions, ensuring accurate forecast tagging and identification of strategic top deals.
• Monitor process adoption, compliance, and data quality across the sales organization.
• Drive process governance, documentation, and standardization to improve operational consistency and scalability.

Supporting Responsibilities

• Identify, recommend, and implement opportunities to simplify, automate, and optimize operational processes through automation and AI technologies.
• Support operational improvement initiatives that increase seller productivity and business efficiency.
• Evaluate territory structure changes and coordinate Territory Change Request (TCR) implementation activities.
• Manage operational service requests and support other business-critical operational processes as required.
• Collaborate with cross-functional stakeholders to continuously improve operational effectiveness and support strategic business initiatives.

Career Level - IC3