Role Summary

This Sales Operations, Sr. Consultant serves as a strategic business partner to sales leadership, providing operational, analytical, and planning support to drive revenue growth and sales productivity. This role acts as the primary liaison between Sales and cross-functional teams, including Marketing, Finance, Renewals, Customer Success, and IT, to ensure alignment on business priorities and successful execution of key initiatives.

The position partners with sales leadership to develop and execute programs, deliver data-driven insights, and drive continuous process improvement across the sales organization. Key areas of responsibility include demand planning, quota and territory design, forecasting, pipeline management, sales compensation administration, account and lead management, annual planning, sales automation, CRM optimization, reporting, and analytics. The role also supports the operational integration of acquisitions and go-to-market initiatives, ensuring successful adoption and alignment across the sales organization.

Key Responsibilities

· Act as a trusted advisor and strategic partner to sales leadership, ensuring seamless collaboration and alignment between sales, renewals, marketing, finance, customer success, and other operational functions.

· Help shape and execute go-to-market strategies, ensuring successful operational integration and adoption across the sales organization.

· Build and maintain reports, dashboards, and analytics that provide actionable insights to leadership and support data-driven decision making.

· Drive key sales operations initiatives, including quota and territory planning, forecasting, pipeline management, account segmentation, and sales automation.

· Lead annual sales planning processes, including capacity modeling, coverage design, and organizational effectiveness initiatives.

· Support sales commission administration, sales performance management, and account/lead governance processes.

· Own CRM governance and data quality initiatives, ensuring accurate reporting, forecasting, and scalable sales processes.

· Partner with IT and business stakeholders to prioritize and implement system enhancements, automation opportunities, and process improvements.

· Lead cross-functional initiatives that improve operational efficiency, drive revenue growth, and enhance the seller experience.

· Develop and implement best practices, training, and change management processes to support successful adoption of new tools, programs, and business processes.

· Drive strategic sales transformation initiatives, leveraging data, automation, and AI-driven insights to improve forecast accuracy, sales productivity, and revenue performance

Qualifications

· Bachelor's degree in Business, Finance, Economics, Marketing, Information Systems, or a related field.

· 12+ years of progressive experience in Sales Operations, Revenue Operations, Business Operations, Finance, or related functions.

· 5+ years of experience supporting executive-level sales leadership in a high-growth SaaS, software, or technology organization.

· Proven experience leading sales planning processes, including territory design, quota allocation, organizational modeling, and capacity planning.

· Deep expertise in sales forecasting, pipeline management, sales analytics, and performance reporting.

· Strong understanding of go-to-market strategies, sales processes, customer lifecycle management, and revenue operations.

· Hands-on experience with CRM platforms (Salesforce preferred), reporting tools, and sales technology ecosystems.

· Advanced analytical skills with the ability to transform complex data into actionable business insights and executive-level recommendations.

· Experience leading cross-functional initiatives involving Sales, Marketing, Finance, Customer Success, Renewals, Product, IT, and Operations teams.

· Demonstrated success driving process improvement, change management, and system adoption initiatives.

· Exceptional communication, presentation, and stakeholder management skills, with the ability to influence at all levels of the organization.

· Strong project management and organizational skills, with the ability to manage multiple priorities in a fast-paced environment.

· Proven ability to build trust, establish credibility, and influence decision-making across cross-functional teams.

· Familiarity with AI-driven forecasting, sales automation, and revenue intelligence platforms (e.g., Aviso, Gong, etc.).