Head of Sales Operations and Analytics

About This RoleAI processing…

Key Responsibilities

• 1
  Lead the Sales Operations and Analytics function, including strategy, organizational design, prioritization, and operating rhythms for the team.
• 2
  Own the sales operating backbone across planning, forecasting support, territory and account planning, pipeline visibility, reporting, and productivity measurement.
• 3
  Build and evolve the authoritative sales data foundation, including standardized metric definitions, trusted reporting tables, governance, SLAs, and cross-functional alignment.
• 4
  Partner across Sales, Finance, Strategy, Marketing, Product, Customer Success, and Engineering to design scalable processes, systems, dashboards, and insights that improve execution and decision-making.
• 5
  Drive automation and workflow improvements across core seller motions including account planning, quoting and approvals, outbound routing, and related revenue workflows.
• 6
  Establish a high-bar analytics practice that delivers actionable insights embedded in seller and leadership workflows.
• 7
  Hire, coach, and develop senior operations and analytics leaders while building a culture of rigor, urgency, and business impact.

Requirements

• 15+ years of experience in sales operations, revenue operations, business operations, analytics, or closely related go-to-market leadership functions.
• 7+ years of people leadership experience, including leading senior managers and building high-performing, cross-functional teams.
• Deep experience with sales planning, forecasting, pipeline management, performance reporting, and operational cadence design in a complex B2B go-to-market environment.
• Proven track record of partnering effectively with executive stakeholders across Sales, Finance, Strategy, Product, and Engineering.
• Strong analytical and systems thinking, with experience building trusted metrics, data governance practices, and scalable reporting foundations.
• Experience driving process redesign and workflow automation across CRM, forecasting, quoting, or seller productivity workflows.
• Excellent communication and executive influence skills, including the ability to turn ambiguous business needs into clear operating plans and measurable outcomes.
• Experience leading both Sales Operations and Analytics under a single organizational umbrella.
• Experience supporting enterprise or multi-segment sales organizations with complex planning, forecasting, and renewal motions.
• Familiarity with modern GTM tooling and data ecosystems, including CRM, forecasting, engagement, and analytics platforms.
• Experience embedding AI-driven signals, predictive insights, or automation into go-to-market workflows.
• MBA or other advanced degree in business, analytics, economics, or a related field.

Perks & BenefitsTypical for this role