Coforge - Manager/Senior Analyst - Sales Operations
About the job:
Role: Sales Operations Manager/Senior Sales Operations Analyst
Experience: 10 - 15 years
Location: Greater Noida, WFO 5 days
Coforge is seeking seeking an experienced Sales Operations manager/Analyst to drive sales effectiveness, streamline operational processes, and support leadership with data driven insights. The role integrates sales strategy, CRM, GTM analytics, Revenue Operations to enable revenue growth.
Key Responsibilities:
1. Win-Loss Analysis & Sales Effectiveness:
- Design and maintain a structured win-loss analysis framework that goes beyond anecdotal feedback
Capture and normalize key data points across deals, including:
- Deal size, industry, service line, and region
- Sales stage duration and stage aging
- Competitive landscape and pricing dynamics
- Solution fit, decision criteria, and buyer drivers
- Reason codes for wins, losses, and no-decisions
- Identify systemic trends and repeatable patterns across wins and losses (vs. one-off deal reasons)
Translate insights into:
- Sales coaching inputs
- Qualification and pursuit strategy improvements
- GTM, pricing, or solution positioning changes
- Present win-loss insights in clear executive dashboards and summary views for leadership reviews
2. Pipeline Health & Stability:
Own pipeline quality metrics, not just pipeline volume, including:
- Stage wise conversion rates
- Deal aging and velocity
- Slippage and reforecast frequency
- Coverage ratios by quarter
Detect and flag:
- Inflated or stale pipeline
- Deals repeatedly slipping across quarters
- Over reliance on late stage or few large deals
- Create early warning indicators and exception based views for Sales Leaders
- Support pipeline hygiene, governance, and review cadence with fact based insights
3. Forecasting Predictability & Accuracy:
- Improve forecast accuracy and consistency across sales teams and geographies
Leverage:
- Historical conversion data
- Deal risk scoring and confidence indicators
Balance sales optimism with data driven realism, highlighting:
- Risk weighted forecast views
- Commit vs. best case vs. upside scenarios
- Partner with Finance to ensure alignment between pipeline, bookings, and revenue outlook
4. Revenue Loss & Leakage Analysis:
Analyze the end to end sales lifecycle to identify where revenue leaks occur post booking, including:
- Scope changes, pricing issues, or contract delays
- Start date slippages and ramp up gaps
- Preventable vs. structural revenue losses
- Surface root causes with clear ownership and remediation paths
- Design dashboards, alerts, and governance checkpoints to reduce revenue leakage and improve realization
5. Dashboards & Deliverables:
- Executive ready dashboards covering:
- Win-loss trends and drivers
- Pipeline health and early risk signals
- Forecast accuracy and variance analysis
- Revenue leakage and recovery opportunities
- Clear, concise storytelling for Sales and Executive leadership reviews
- Ad-hoc deep dives to support critical pursuits or GTM decisions
6. Stakeholder Collaboration:
Partner closely with:
- Sales Leaders and Client Partners
- Finance and Revenue Assurance teams
- Delivery / Account teams (as needed)
- Act as a trusted advisor to leadership by bringing fact-based insights, not just reports
Required Skills & Experience:
Core Skills:
- Strong experience in Sales Operations / Revenue Operations / GTM Analytics
Deep understanding of:
- Pipeline management and forecasting mechanics
- Advanced analytical skills with ability to synthesize complex data into insights
- Executive-level communication and presentation skills
Tools & Systems:
Strong hands on experience with:
- CRM systems (e.g., Salesforce)
- Advanced Excel
- BI tools (Power BI)
- Ability to work across multiple data sources and reconcile inconsistencies
Success Measures:
- Improved forecast accuracy and predictability
- Better pipeline stability and reduced slippage
- Clear, actionable win-loss insights influencing sales behavior
- Reduced revenue leakage and stronger realization
- High trust and adoption by Sales and Executive leadership
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