Sales Operations Specialist

Role Overview

• Own and maintain weekly pipeline and forecast dashboards, providing visibility into coverage, velocity, stage progression, conversion rates, and deal health.
• Partner closely with Enterprise Sales Leaders during forecast reviews, delivering data-driven insights and recommendations on commit, best-case, and upside opportunities.
• Monitor pipeline waterfalls against forecast expectations, proactively identifying gaps, risks, and opportunities.
• Analyse pipeline coverage by segment, territory, account executive, and product line to ensure sufficient pipeline generation and future revenue attainment.
• Improve forecast accuracy through trend analysis, historical performance reviews, and risk assessment.
• Support weekly deal inspection and pipeline review sessions with detailed opportunity analysis and supporting data.
• Develop and maintain deal health frameworks to identify stalled opportunities, missing sales activities, weak progression signals, and execution risks.
• Challenge forecast assumptions, close dates, and deal values using historical conversion data and comparable deal analysis.
• Manage executive-level swing deal tracking for strategic opportunities with significant revenue impact.
• Partner with Sales Leadership to drive opportunity hygiene and CRM compliance.
• Analyse customer acquisition costs (CAC), lifetime value (LTV), pricing structures, and deal profitability to support commercial decision-making.
• Deliver weekly, monthly, and quarterly business performance reporting for Sales Leadership.
• Create and maintain sales performance scorecards, including attainment, productivity, activity metrics, pipeline generation, and CRM health indicators.
• Produce actionable insights that identify performance trends, operational bottlenecks, and revenue acceleration opportunities.
• Prepare executive-ready materials for Weekly Business Reviews (WBRs), Monthly Business Reviews (MBRs), and Quarterly Business Reviews (QBRs).
• Conduct ad hoc commercial and operational analysis to support strategic decision-making.
• Act as the primary Sales Operations partner for assigned business units and sales leaders.
• Lead regular business performance reviews, proactively driving discussions rather than responding to reporting requests.
• Translate business challenges into structured analytical frameworks and operational improvement initiatives.
• Serve as the trusted source for sales performance data, ensuring consistency, accuracy, and credibility across reporting.
• Build strong stakeholder relationships through reliable delivery, commercial understanding, and strategic insight.
• Model territory structures, account allocation strategies, and sales coverage plans.
• Support quota setting and headcount planning through data-driven capacity modelling.
• Identify opportunities to optimise sales resource deployment and productivity.
• Model compensation plan scenarios and assess potential business impact.
• Build commission and payout calculators to support plan administration and leadership decision-making.
• Analyse incentive effectiveness and alignment with organisational objectives.
• Conduct win/loss analysis to identify performance drivers, competitive threats, and sales execution opportunities.
• Partner with sales teams to understand deal outcomes and recommend improvements to sales strategy.
• Produce actionable recommendations that improve conversion rates and revenue attainment.
• Support market sizing, TAM/SAM analysis, and sales opportunity planning.
• Benchmark business performance against internal and external metrics.
• Provide competitive insights that support go-to-market strategy and sales planning.

Requirements

• 3-5 years experience in sales operations, revenue operations, FP&A, or commercial analytics
• Advanced Excel/Google Sheets skills: pivot tables, VLOOKUP/INDEX-MATCH, scenario modelling, data visualization
• Salesforce or equivalent CRM experience: comfortable building reports, understanding pipeline mechanics, data hygiene
• AI tech stack experience and exposure: process automation and optimisation
• Commercial acumen: you understand how sales works
• pipeline, forecasting, quotas, territories, comp plans
• Communication skills: can present insights to executives, write clear recommendations, facilitate difficult conversations
• Intellectual curiosity: you dig into 'why' not just 'what'; pattern recognition; love solving puzzles
• Self-directed: don't need handholding; proactive not reactive; manage your own workload

Benefits

• 25 days' holiday + Bank Holidays
• Company Pension scheme
• Company Sick Pay (after qualifying period)
• Cycle to Work scheme available
• Employee rewards and discounts
• Option to join Health Care Cash Plan
• 24/7 365-day access to Employee Assistance Programme through Health Assured
• Access to on-going learning and development with our online learning platform
• Free onsite parking
• Life Assurance