Sales Operations Lead

• Own the regional forecast process and cadence across all countries, including weekly forecast calls and monthly and quarterly roll-ups
• Consolidate country forecasts into a single regional view and govern commit, best-case, and pipeline categories
• Measure and improve forecast accuracy and explain variances to leadership
• Partner with Finance to align bookings, revenue, and gross-profit forecasts with budgets and targets
• Define and govern pipeline standards, including stage definitions, exit criteria, coverage ratios, conversion, and velocity metrics
• Run structured pipeline reviews with country leaders and track pipeline conversion
• Lead annual and quarterly sales planning, including market sizing, target setting, quota allocation, capacity, and headcount planning
• Design territory, segment, and account coverage models across countries
• Support go-to-market strategy, sales incentive design, quarterly business reviews, and country performance tracking
• Own Salesforce sales processes and translate commercial requirements into CRM design, workflows, approvals, reports, dashboards, and user stories
• Set and enforce CRM data standards and drive hygiene reviews, cleansing, and remediation
• Develop and maintain dashboards, reports, datasets, and KPI frameworks for forecast, pipeline, sales performance, productivity, conversion, activity, and operational metrics
• Turn data into insights, risks, opportunities, and recommended actions for leadership
• Map and redesign end-to-end sales processes, eliminate unnecessary work, and implement workflow and reporting automation
• Partner with Sales, Finance, Marketing, Delivery, IT, data, and business teams to align requirements, metrics, and system dependencies
• Validate revenue, gross profit, margin, pricing, and other commercial drivers

• 4+ years of relevant experience across Sales Operations, Revenue Operations, Sales Strategy & Planning, Sales Excellence, Commercial Operations, or related roles, including at least 3 years in a lead or senior capacity
• Proven hands-on ownership of sales forecasting and pipeline governance in a multi-country or regional sales organization, with a track record of improving forecast accuracy
• Demonstrated experience leading annual sales planning, including target setting, quota allocation, territory design, and capacity planning
• Strong Salesforce experience, ideally spanning administration, business analysis, Sales Cloud process design, reporting, automation, data quality, UAT, and user adoption
• Strong analytical and problem-solving capability, with advanced Excel skills including PivotTables, Power Query, lookups, and advanced formulas
• Strong proficiency in Power BI, Tableau, Salesforce analytics, or comparable business intelligence and visualization platforms
• Experience working with CRM data alongside ERP, finance, delivery, or other enterprise systems; familiarity with platforms such as Oracle or SAP is advantageous
• Demonstrated ability to build management reporting, dashboards, KPI frameworks, and actionable performance insights
• Strong requirements-gathering, process-mapping, gap-analysis, documentation, UAT, and solution-validation skills
• Excellent communication, stakeholder management, and change-management skills, with the confidence to work directly with senior sales, country, and functional leaders
• Experience supporting regional or multi-country sales organizations
• Bachelor's degree in Business Administration, Finance, Economics, Engineering, Statistics, Data Analytics, Computer Technology, Information Systems, or a related field