Senior Analyst, Sales Operations

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 developm