Sales Operations & AI Business Intelligence Manager

Overview

Manage the sales operations engine for a global sales organization, lead and grow the India Data, Analytics, Reporting team, and serve as SOTI’s subject matter expert for AI-driven business intelligence. Own sales reporting, analytics, team outcomes, and the transition from manual reporting to AI-assisted, self-serve intelligence.

What you'll do

• Support annual and quarterly business planning with India regional sales leaders, focusing on plan execution and quarterly targets.
• Own forecast reporting, variance analysis, funnel reviews and top opportunity analysis, and drive accurate forecasting through sales process best practice, pipeline management and opportunity hygiene.
• Identify forecast risk, build mitigation plans and hold regional teams accountable for quarterly numbers.
• Analyze pricing and deal structure trends, revenue streams and product sets to advise on go-to-market initiatives and act as a point on non-standard deal structuring requests.
• Maintain defensible definitions for pipeline, bookings, coverage, conversion and forecast accuracy.
• Improve sales tools and processes, and execute change management when processes, systems or tools change.
• Lead, coach and develop business analysts and sales operations professionals, setting standards for analytical rigour and delivery.
• Run one-on-ones, documented goals, mid-year and annual reviews, and timely feedback.
• Plan capacity, assign work across competing priorities and protect commitments to stakeholders.
• Build the team’s AI and analytics capability through training, pairing and hands-on projects.
• Own team decisions and outcomes, including hiring, onboarding and retention of key talent.
• Evaluate AI business intelligence platforms and capabilities, and make build, buy or defer recommendations.
• Own the reporting and dashboard roadmap from Salesforce and connected systems through semantic models, dashboards and self-serve analytics.
• Apply machine learning and generative AI to improve forecast accuracy, pipeline risk detection, renewal and expansion signals, and narrative reporting.
• Ensure data integrity, accuracy and compliance across Salesforce and integrated systems, and participate in user acceptance testing.
• Drive tool adoption through enablement sessions and usage guidance, and measure changes in decision-making.
• Establish guardrails for data quality, access, privacy and responsible AI use with IT and Security, and document validation of automated outputs.
• Facilitate stakeholder sessions, align expectations and drive consensus across functions.
• Lead complex projects from inception to closure, managing scope, timelines, dependencies, risk and deliverables.
• Train and onboard new sales team members on process, tooling and reporting.
• Translate between technical and non-technical audiences and present insights to data engineers and regional sales leaders.

What you'll need

• MBA from a Tier 1 or Tier 2 business school.
• 8+ years of post-MBA experience across sales, revenue or business operations within a high-growth technology organisation.
• Proven experience leading teams of analysts or consultants, with direct people management accountability rather than project-only leadership.
• Depth in business intelligence, including hands-on experience taking AI, machine learning or advanced analytics capabilities into production use.
• Strong business, commercial and financial acumen.
• Ability to develop structured business plans, craft KPIs and implement metrics to manage sales execution and performance.
• Advanced Excel and BI platform skills.
• Working fluency in SQL.
• Strong understanding of CRM processes.
• Strong initiative, intellectual curiosity and analytical capability.
• Willingness to take ownership of complex problems and a resourceful approach to clearing obstacles.
• Exceptional organisational and time management skills, with the ability to manage competing projects against tight deadlines.
• Collaborative teamwork, exceptional communication and interpersonal skills, and comfort working with senior management and cultivating cross-functional relationships and peer relationships.

Nice to have

• Enterprise SaaS experience is a distinct advantage.
• Salesforce Administrator or Business Analyst certification.

Details

• Location: Gurgaon, India.