Senior Analyst, Sales Operations

Full Job Description

Location: US- Remote. Must be located in EST or CT time zone.

This role serves as a strategic partner to Sales, Finance, and GTM leadership, driving forecast accuracy, pipeline integrity, reporting standardization, and scalable operational processes across a global sales organization.

The ideal candidate thrives in fast-paced, evolving environments and brings strong analytical rigor, systems expertise, and a bias for execution.

Why This Role

This position offers high visibility with senior leadership and the opportunity to design and scale critical processes during a pivotal growth phase—directly influencing business performance and operational excellence.

Key Responsibilities

Sales Execution & Forecasting

• Partner with regional sales leadership (AVP/RVP) to drive pipeline visibility, rigorous deal inspection, and forecast accuracy.

• Own weekly and quarterly forecasting cadences, proactively identifying risks and opportunities.

• Support EOQ execution through structured deal reviews and disciplined data hygiene to ensure accurate, reliable reporting.

Pipeline & Analytics

• Build and manage pipeline, bookings, and attainment reporting across regions

• Deliver executive-ready insights on pipeline coverage and quality, conversion trends and sales velocity, and bookings performance versus targets.

• Identify gaps and opportunities to accelerate pipeline creation and improve close rates.

Salesforce Governance & Data Integrity

• Drive data hygiene, opportunity management, and consistent Salesforce usage across the sales organization.

• Own and standardize key reporting structures (e.g., lead source, deal type, region/sub-region).

• Monitor key performance indicators (KPIs) such as pipeline velocity, win rates, and sales cycle length

• Partner with Sales Ops leadership to enforce consistent definitions and scalable global processes.

Process Optimization & Integration

• Support data and IT infrastructure integration efforts, aligning systems, reporting, and processes across legacy organizations.

• Standardize reporting frameworks and operating cadences to enable global scale and consistency.

• Identify inefficiencies and implement process improvements through automation, simplification, and standardization.

Cross-Functional Collaboration

• Serve as a trusted advisor to Sales, Finance, Marketing, and RevOps.

• Support strategic initiatives, including cross-sell/upsell enablement, compliance and licensing programs, and board and executive reporting.

What Success Looks Like

• Sales leadership trusts the accuracy and clarity of your insights.

• Forecasts are predictable, explainable, and reliable.

• Pipeline visibility and quality improve across regions.

• Scalable processes enable growth and operational consistency.

Requirements

• Bachelors' degree in Accounting, Finance, Business Management or another related field, or relevant equivalent working experience. Masters Preferred.

• 5–8+ years in Sales Operations, Revenue Operations, or Business Operations

• Strong proficiency in Salesforce (reporting, dashboards, data governance)

• Advanced skills in Excel / data analysis and visualizations (pivot tables, modeling, large datasets)

• Experience supporting global sales organizations and forecasting processes

• Ability to translate complex data into clear, executive-level insights

Preferred

• Experience in SaaS / CX / Contact Center / Automation solutions

• Expertise in Salesforce, RCA, Oracle,

• Familiarity with BI tools (Power BI, Tableau, etc.)

• Experience partnering directly with sales leadership

• Experience supporting organizational change or system integrations

Benefits

You've learned about what you'll be doing, here are some of the benefits you'll be getting when you join Calabrio:

• Global team recognized for their passion and innovation
• Innovative product culture and project exposure
• Training and development from industry-leading experts
• Cutting edge benefit programs that include: 401(k) with company matching; medical, dental, and vision insurance; disability and life insurance; flexible PTO; paid holidays and parental leave; tuition reimbursement and more
• We offer market competitive pay and benefits based upon the candidate’s skills, experience, and qualifications. Base salary will be starting at $93,000.

Calabrio People are: Open, Clear, Ambitious, Accountable, Collaborative, Consistent

What we value most…workplace diversity and ensuring an environment of mutual respect.  We believe that diversity and inclusion are critical to our success, and we are proud to be an equal opportunity employer. Our commitment is to continue to keep our people healthy, focused, and inspire creativity.  Our team members are offered comprehensive benefits for various life circumstances and needs, great opportunities for career development, and a balanced work-life to achieve personal and professional success (all benefits are subject to eligibility requirements). As an Innovator with Purpose, you’ll feel motivated and genuinely excited to come to work!

Calabrio celebrates and fosters a culture that thrives on diversity. We are an Equal Opportunity Employer that prohibits discrimination and harassment of any kind. We provide employees with a work environment free of discrimination and harassment. All employment decisions at Calabrio are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status, parental status, or any other status protected by the laws or regulations in the locations where we operate. We celebrate the >40 nationalities of team members that contribute to our success.

We recognize diversity comes in many forms, to foster an inclusive hiring experience any applicants who qualify under the Americans with Disabilities Act, as amended, or applicable state law, who are unable to comply with Calabrio’s application process due to their disability may be eligible for a reasonable accommodation. Request for accommodation in the application process can be made by emailing recruiting3@calabrio.com. An applicant requesting accommodation may be required to provide support for the requested accommodation. Calabrio will only share information concerning an applicant’s requested accommodation with those individuals who have a specific need to know such information.

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