Sales Operations & Revenue Operations Analyst - IT

Qualification : MBA (Sales, Marketing, Finance) or equivalent

Industry Preference : IT Services, Software, SaaS, AI/ML, Technology

About the Role :

We are looking for a detail-oriented and analytical Sales Operations & Revenue Operations professional to support sales planning, revenue forecasting, CRM governance, business analytics, and performance reporting.

The role will work closely with Sales Leadership and Finance teams to improve pipeline visibility, forecast accuracy, CRM data quality, and revenue predictability.

The ideal candidate should have hands-on experience in sales operations, revenue analytics, forecasting, CRM management, and business planning within a B2B technology environment.

Key Responsibilities :

1. Sales Operations & Pipeline Management :

- Monitor sales pipeline health and opportunity progression across all stages of the sales funnel.

- Track lead-to-opportunity and opportunity-to-revenue conversions.

- Identify pipeline gaps, deal slippages, and sales process bottlenecks.

- Support sales teams with operational insights to improve funnel efficiency and conversion rates.

2. Revenue Operations & Forecasting :

- Own sales pipeline reporting and revenue forecasting processes.

- Prepare monthly, quarterly, and annual revenue forecasts using pipeline and historical performance data.

- Analyze forecast accuracy and highlight revenue risks and opportunities.

- Support leadership with data-driven revenue planning and decision-making.

3. CRM Governance & Data Management :

- Act as the custodian of CRM data quality, integrity, and process compliance.

- Ensure opportunities, accounts, contacts, forecasts, and sales activities are accurately maintained within the CRM system.

- Monitor CRM adoption and drive best practices for data hygiene and reporting accuracy.

- Partner with sales teams to improve CRM discipline and process adherence.

4. FP&A & Business Planning Support :

- Collaborate with Finance and FP&A teams to align sales forecasts with business budgets and revenue targets.

- Support annual planning, budgeting, and revenue tracking exercises.

- Perform variance analysis between forecasted and actual performance.

- Provide analytical inputs for monthly business reviews and strategic planning discussions.

5. Sales Analytics & Reporting :

- Build and maintain dashboards, KPI trackers, and management reports.

- Track and analyze key metrics including pipeline coverage, conversion rates, forecast accuracy, sales velocity, win/loss ratios, and average deal size.

- Deliver periodic business insights and recommendations to improve sales effectiveness.

- Support leadership reviews through actionable reporting and performance analysis.

Desired Skills & Experience :

- 4 - 9 years of experience in Sales Operations, Revenue Operations, Sales Analytics, Business Planning, Commercial Operations, or related functions.

- Hands-on experience with CRM platforms such as Salesforce, HubSpot, Microsoft Dynamics, or Zoho CRM.

- Strong understanding of sales funnels, pipeline management, forecasting, and revenue planning.

- Experience working with Finance/FP&A teams on budgeting, forecasting, and revenue tracking.

- Advanced Excel skills including Pivot Tables, Lookup Functions, Data Analysis, and Reporting.

- Experience with Power BI, Tableau, or similar BI and visualization tools.

- Strong analytical, problem-solving, and stakeholder management skills.

- Ability to work effectively with Sales, Finance, and Leadership teams.

Preferred Background :

- Experience in IT Services, Software, SaaS, AI/ML, Technology, or Consulting organizations.

- Exposure to B2B sales processes, CRM administration, revenue operations, and business planning.

- MBA with specialization in Sales, Marketing, Finance, or Business Analytics.

Success Metrics :

- Improved pipeline visibility and forecasting accuracy.

- Strong CRM adoption and data quality.

- Timely and accurate revenue reporting.

- Actionable business insights supporting sales growth.

- Effective alignment between sales performance, revenue forecasts, and business objectives