Sales Operations Analyst

Crexi•Los Angeles, CA

18d

About The Position

The Sales Operations Analyst is a key individual contributor within the Revenue Operations team, focused on enabling go-to-market execution through operational support, systems administration, data analysis, and territory and lead management. The role partners closely with Sales, Customer Success, Marketing, and RevOps leadership to ensure processes are efficient, data is accurate, and the GTM team has what it needs to sell effectively. This role is ideal for someone equally comfortable building Salesforce reports, troubleshooting Outreach sequences, analyzing territory coverage, and sourcing new leads in a fast-moving environment where no two days look the same.

Requirements

3–5 years of experience in sales operations, revenue operations, business operations, or a similar GTM support function.
Hands-on experience navigating, configuring, and reporting in Salesforce; Salesforce Administrator certification is a plus but not required.
Hands-on experience with one or more sales engagement, conversational intelligence, or prospecting platforms (e.g., Outreach, Gong, ZoomInfo, Clay, LinkedIn Sales Navigator, or comparable tools).
Familiarity with process documentation, data management, or RevOps best practices; knowledge of commercial real estate operations is advantageous.

Responsibilities

Execute core sales operations processes including pipeline hygiene, forecast preparation, and operational cadence support across the GTM organization.
Triage and resolve operational requests from the GTM team, diagnosing issues independently before escalating technical items to the systems team.
Develop and maintain standard operating procedures for repeatable sales operations workflows; provide regular updates to Revenue Operations on operational health, emerging trends, and areas requiring attention.
Execute commission calculations, payout reconciliation, and variable compensation tracking on a regular cadence; flag discrepancies and coordinate resolution with Finance and RevOps.
Maintain quota data in the CRM and administer SPIFs, accelerators, and other incentive programs by tracking eligibility, calculating payouts, and ensuring alignment with plan documentation.
Maintain capacity models, track ramp timelines, and provide coverage analysis by territory and segment; prepare data and build models to support annual planning, capacity planning, and budget planning processes in partnership with RevOps.
Prepare materials and data packages for QBRs, monthly business reviews, and leadership planning sessions.
Serve as a bridge between the business and the technical systems team — gather requirements from GTM stakeholders, define processes, document business requirements (BRDs), and partner with the systems team on implementation; troubleshoot issues across the GTM tech stack (Salesforce, Outreach, Gong) and escalate technical items as needed.
Define and document workflows, process changes, and system enhancement requests with clear requirements, acceptance criteria, and business justification; assist in evaluating new tools and capabilities by gathering stakeholder input, defining use cases, and supporting vendor assessment.
Configure, maintain, and troubleshoot territory assignments and lead routing logic in Salesforce; partner with sales leaders on territory design, rebalancing, and coverage analysis as the organization scales.
Leverage GTM tools (ZoomInfo, Clay, LinkedIn Sales Navigator, and similar platforms) to source new leads and accounts, enrich existing records, and support TAM/SAM discovery for new verticals and markets; execute data hygiene initiatives including audits, deduplication, and data validation across key objects.
Build and maintain custom reports and dashboards in Salesforce and connected platforms; go beyond reporting — interpret data, identify trends, and proactively surface insights that inform operational and strategic decisions.
Leverage AI tooling and emerging technology to accelerate operational workflows, automate repetitive tasks, and surface insights to improve speed and quality of sales operations execution.