Senior Sales Operations Analyst

The Weather Company • Atlanta, GA

9d • Hybrid

About The Position

The Senior Sales Operations Analyst will help keep the sales engine accurate, predictable, and efficient. The role owns Salesforce data quality, builds forecasting and revenue models, and provides sales teams with pipeline visibility. It partners closely with Sales leadership, Finance, Marketing, Enablement, Salesforce administrators, and Sales Operations leadership, translating complex data into clear, actionable insights. The company expects employees to use AI thoughtfully and proactively to improve performance and work quality.

The analyst oversees Salesforce data integrity and governance, establishes and enforces data standards, audits records and processes, and drives remediation. The role runs recurring forecast cadences, analyzes forecast accuracy and pipeline trends, and delivers forecast roll-ups with risk and opportunity commentary. It develops models and analyses supporting pipeline health, bookings, revenue, quota setting, territory design, planning, and headcount decisions.

The position also monitors pipeline health, prepares pipeline reviews and AI-generated summaries, supports consistent reporting and presentations, and works on systems and process improvements. Responsibilities include using Gong deal intelligence, supporting Salesforce enhancements and user acceptance testing, and automating manual work.

Requirements

• 5–8 years of experience in Sales Operations, Revenue Operations, Sales Analytics, or a similar role.
• Strong hands-on Salesforce experience, including data management and understanding of opportunity and forecast objects.
• Demonstrated experience with data hygiene and CRM governance.
• Proven experience building forecasts and financial or sales models.
• Advanced Excel or Google Sheets skills.
• Strong understanding of sales cycles, pipeline stages, and metrics such as coverage, conversion, velocity, and win rate.
• Excellent organizational skills and ability to manage multiple deadlines and recurring operating cadences.
• Strong presentation and communication skills, including comfort presenting to sales leaders and executives.
• Strong reporting skills and ability to turn raw data into clear visuals and narratives.
• Experience using AI tools to generate reporting and analysis and validate outputs against source data.
• Bachelor's degree in Business, Finance, Analytics, or a related field, or equivalent experience.

Nice To Haves

• Experience with Gong, including conversation intelligence, deal boards, or forecasting.
• Familiarity with marketing automation, CPQ, or data-enrichment tools such as Marketo or ZoomInfo.
• Salesforce certification such as Administrator or Platform App Builder.

Responsibilities

• Own the integrity of Salesforce data across accounts, contacts, opportunities, and activities.
• Define, document, and enforce data standards, required fields, and stage-exit criteria.
• Audit data for duplicates, missing or stale information, and process gaps, and coordinate remediation with sales managers and representatives.
• Build and maintain Salesforce validation rules and automated alerts, using AI-driven analysis to identify data-quality issues early.
• Run weekly, monthly, and quarterly forecast cadences; consolidate submissions and reconcile them against pipeline and historical trends.
• Analyze forecast accuracy, commit versus actual results, and slippage, and recommend process improvements.
• Deliver forecast roll-ups and risk and opportunity commentary to Sales and executive leadership.
• Build and maintain models for pipeline coverage, conversion rates, sales velocity, quota capacity, territory design, and bookings projections.
• Develop revenue models by segment, product, and time period using pipeline, historical performance, seasonality, and key assumptions.
• Run scenario and sensitivity analyses to support planning, headcount, and quota-setting decisions.
• Analyze win/loss results, sales cycles, and funnel performance to identify trends, risks, and growth opportunities.
• Monitor pipeline health by stage, segment, region, and representative; surface at-risk deals, aging opportunities, and coverage gaps.
• Prepare pipeline reviews, including AI-generated summaries, inspection views, and talking points for sales leaders.
• Partner with Sales and Marketing to align lead-to-opportunity handoffs and funnel definitions.
• Use AI tools to generate, automate, and refine reporting and analysis, validating outputs against source data.
• Present findings, forecasts, and recommendations clearly to stakeholders at all levels.
• Document processes, definitions, and methodologies to ensure reporting is consistent and repeatable.
• Partner with Salesforce administrators and Sales Operations leadership on system enhancements, fields, workflows, and releases.
• Gather requirements and support user acceptance testing.
• Use Gong conversation and deal intelligence to inform pipeline inspection, deal risk assessment, and coaching insights.
• Identify opportunities to automate manual work and streamline sales processes.

Benefits

• Flexible Time Off program.
• Hybrid work model.
• Variety of medical insurance options, including $0 cost premium employee coverage.
• Benefits effective on the first day of employment.
• Competitive 401(k) match with no vesting requirement.
• National health, dental, and vision plans.
• Progressive family plan benefits.
• Opportunity to work for a global and industry-leading technology company.
• Impactful work in a collaborative environment.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior