CRM Management & Sales Operations

About the Role

We are seeking an analytical and detail-oriented professional to join our Sales team as a Sales Operations & Intelligence Associate. In this role, you will serve as the operational backbone for Sales Leadership, enabling data-driven decision-making, compensation governance, and streamlined execution. You will manage our Zoho CRM, drive sales analytics, oversee compensation planning and incentive tracking, support campaign intelligence, and ensure accurate and actionable reporting across the revenue organization.

Key Responsibilities

• CRM Management & Sales Operations
• Own end-to-end Zoho CRM administration includes user management, data hygiene, process workflows, validation rules, and automation.
• Build and maintain dashboards and reports to track pipeline health, lead status, conversion metrics, win/loss data, and revenue performance.
• Ensure data integrity across pipeline and funnel stages to support reliable forecasting, quota tracking, and leadership reviews.
• Implement and refine lead scoring frameworks and campaign attribution models in collaboration with Sales and Marketing stakeholders.
• Sales Compensation Planning & Incentive Management
• Support the design, documentation, and administration of Sales Compensation Plans including quotas, incentives, accelerators, and bonus structures.
• Calculate and validate monthly and quarterly incentive payouts, ensuring alignment with plan rules and approved performance metrics.
• Track attainment against quotas and provide visibility into commission forecasts and performance gaps.
• Partner with Finance and Sales Leadership to ensure compensation governance, accuracy, and compliance.
• Analyze effectiveness of compensation plans and recommend adjustments to drive desired sales behaviors and productivity.
• Maintain clear compensation documentation, audit trails, and reporting frameworks to ensure transparency and consistency.
• Customer Intelligence & Research
• Conduct detailed account and contact profiling using internal data and third-party research tools.
• Monitor key developments within target accounts to inform sales strategy and personalization efforts.
• Support Account-Based Marketing (ABM) and strategic account planning with contextual insights and contact enrichment.
• Refresh account rolodexes regularly to maintain accuracy and identify new decision-makers or influencers.
• Data Handling & Analysis
• Analyze sales funnel performance to identify bottlenecks, opportunities, and improvement areas.
• Prepare performance reports on a weekly, monthly, and quarterly cadence covering campaign outcomes, lead quality, and conversion efficiency.
• Deliver insights that drive deal acceleration, campaign optimization, and sales productivity enhancements.
• Cross-functional Coordination
• Coordinate strategic meetings, track action items, and provide support for high-impact clients or prospect engagements.
• Facilitate execution of campaign-to-cash workflows by ensuring operational continuity across teams.

Qualifications

• Experience: 57 years in Sales Compensation, Sales Operations, Revenue Operations, or Business Analytics roles.
• Location: Based out of Bangalore
• Strong hands-on experience with Sales Compensation Planning and incentive management.
• Proficient in Zoho CRM (certifications are a plus).
• Advanced Excel and Google Sheets skills (pivot tables, lookups, macros, complex formulas).
• Exposure to data visualization tools like Tableau, Power BI, or Looker Studio is a bonus.
• Prior experience in B2B sales environment is preferred.

What We're Looking For

• A proactive and resourceful individual who can operate independently and think critically.
• High attention to detail with a strong bias toward structured, clean, and auditable data.
• Strong analytical mindset with the ability to translate numbers into business insights.
• Excellent communication skills, especially in explaining compensation and performance metrics to stakeholders.
• A team player who thrives in a fast-paced, collaborative environment.