Sales Operations Specialist

The Sales Operations Specialist serves as a strategic business partner to a designated business unit and enterprise sales vertical, driving operational excellence, forecast accuracy, and revenue performance. Acting as the link between Sales Leadership and the broader Sales Operations function, this role combines deep business unit support with enterprise-wide strategic initiatives.

This is not a traditional reporting role. The successful candidate will use data, process expertise, and commercial insight to influence decision-making, optimize sales performance, challenge assumptions, and help drive predictable revenue growth.

Sales Forecasting & Pipeline Management

• 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.

Opportunity Management & Deal Governance

• 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.
• Analyse customer acquisition costs (CAC), lifetime value (LTV), pricing structures, and deal profitability to support commercial decision-making.

Sales Performance & Business Insights

• 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.

Strategic Sales Partnership

• 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.
• Sales Operations & Revenue Growth Initiatives
• Contribute to high-impact Sales Operations programmes that improve productivity, scalability, and revenue performance across the organisation:

Territory & Capacity Planning

• 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.
• Incentive Compensation & Performance Management
• 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.
• Win/Loss & Revenue Effectiveness Analysis
• 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.

Market & Commercial Intelligence

• 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