Senior Sales Operations Analyst

📋 Description

• • Own the analytical heartbeat of Freshworks’ North America Field Revenue Operations team, transforming raw GTM data into the strategic insights that senior leadership uses to make multi-million-dollar decisions every quarter.
• • Architect and maintain executive-ready dashboards in Salesforce and BI tools that track pipeline health, funnel velocity, lead-to-close conversion, and revenue attainment—ensuring VPs and Directors can self-serve answers in minutes, not days.
• • Drive quarterly territory and quota planning cycles by analyzing TAM, historical win-rates, and rep capacity; present data-driven recommendations that balance growth potential with rep workload and market coverage gaps.
• • Lead deep-dive ad hoc analyses on everything from segment-specific win/loss drivers to discounting patterns, surfacing risks early and quantifying upside so Sales, Marketing, and Customer Success can course-correct in real time.
• • Standardize and automate recurring reporting for Monthly Business Reviews (MBRs) and Quarterly Business Reviews (QBRs), freeing Sales Ops teammates to focus on strategic projects instead of spreadsheet wrangling.
• • Serve as the Salesforce subject-matter expert for the NA Field org—designing custom objects, validation rules, and flows that enforce data hygiene, streamline hand-offs, and align CRM architecture with evolving GTM motions.
• • Partner with Sales Enablement to translate process changes into crisp SOPs, training decks, and rules of engagement, ensuring every AE, SE, and CSM knows exactly how to execute new plays without friction.
• • Collaborate cross-functionally with Marketing Ops to optimize lead scoring models, routing logic, and nurture sequences, increasing MQL-to-SQL conversion and shrinking time-to-first-contact for high-value accounts.
• • Influence pricing and packaging decisions by modeling discount scenarios, uplift potential, and competitive positioning, giving Finance and Product teams the quantitative backbone they need to approve new SKUs or promotions.
• • Champion a culture of experimentation by designing A/B tests on cadences, messaging, and channel mix—then measuring lift in pipeline creation and win-rate to scale what works and kill what doesn’t.
• • Mentor junior analysts on SQL best practices, dashboard design principles, and stakeholder communication, raising the analytical bar across the entire Revenue Operations org.
• • Maintain airtight data governance: audit user permissions, monitor duplicate records, and implement field-level security so that every metric reported to the board is defensible and SOX-compliant.
• • Translate complex statistical findings into crisp narratives for non-technical audiences—whether that’s a 90-second Slack summary for a Sales Director or a 15-slide deck for the CRO—ensuring insights drive action, not just awareness.
• • Stay ahead of industry benchmarks and emerging RevOps technologies, piloting new tools (e.g., Gong, Clari, Tableau CRM) that could unlock the next level of forecasting accuracy or rep productivity.
• • Thrive in a hybrid work model, anchoring three days a week in our San Mateo headquarters to whiteboard solutions with Sales leaders and build the in-person trust that accelerates decision-making.