Sales Strategy and Operations Analyst III

Overview

Sales Strategy and Operations Analyst III in o9's Sales Operations team, which acts as the company's control tower by optimizing sales content, processes, systems and data.

What you'll do

• Own and continuously improve the end-to-end sales process, covering account and territory management, pipeline generation, opportunity management, forecasting, and sales execution.
• Own and improve the quality and integrity of Salesforce data, including data updates, duplicates, enrichment, governance, and ad-hoc data issues.
• Support the ongoing development of Salesforce, including objects, fields, workflows, reports, dashboards, permissions, and other configurations.
• Participate in and independently manage Salesforce enhancement and implementation projects, from requirement gathering and process design through testing, deployment, documentation, training, and adoption.
• Work closely with Salesforce implementation partners and internal stakeholders to translate business requirements into scalable CRM solutions.
• Develop and maintain reports, dashboards, and analytical frameworks covering pipeline, pipeline coverage, opportunity progression, sales performance, forecasting, conversion, and other key commercial metrics.
• Analyze pipeline and opportunity data to identify gaps, trends, risks, and areas of improvement, and provide proactive recommendations to Sales leadership and other stakeholders.
• Own opportunity management processes and ensure opportunities progress through the sales cycle with accurate stages, values, close dates, products, and other critical information.
• Support account segmentation, territory management, target setting, TAM analysis, and other Sales Strategy and Operations initiatives.
• Own, manage and support Outreach and related sales engagement activities, including sequences, prospect management, user configurations, reporting, process improvements, and troubleshooting.
• Own and continuously optimize the sales technology ecosystem, including Salesforce, Outreach, Clay, LinkedIn Sales Navigator, enrichment platforms, automation tools, and other technologies used across the sales organization.
• Identify opportunities to automate Sales Operations workflows, reduce manual activities, improve data flow between systems, and increase operational efficiency.
• Build and maintain automations and operational solutions using platforms such as Make, Clay, and other relevant technologies.
• Explore and implement emerging AI capabilities, including tools such as ChatGPT and Claude, to improve research, data enrichment, workflow automation, reporting, documentation, and Sales Operations productivity.
• Partner closely with Sales, Marketing, Finance, IT, and other functions to ensure alignment across processes, systems, data definitions, and reporting.
• Lead or support user acceptance testing, change management, training, and communication for new Sales Operations processes, Salesforce enhancements, and technology implementations.
• Develop and continuously improve Sales Operations documentation, SOPs, governance frameworks, process maps, and playbooks.

What you'll need

• A minimum of 3–4 years of relevant experience in Sales Operations, Revenue Operations, Sales Strategy & Operations, CRM Operations, or a similar function.
• Bachelor's degree required.
• Strong understanding of B2B sales processes, including pipeline management, opportunity management, sales stages, forecasting, account management, territory management, and sales performance reporting.
• Strong working knowledge of Salesforce, with practical experience across objects, fields, reports, dashboards, users, permissions, data management, and general configuration.
• Hands-on experience owning or driving Salesforce enhancement, implementation, or process-improvement projects, including requirement gathering, solution design, testing, deployment coordination, documentation, training, and adoption.
• Experience working with Salesforce implementation partners, technical teams, or system administrators to translate business requirements into scalable CRM solutions.
• Experience owning or managing sales technology platforms such as Salesforce, Outreach, Clay, LinkedIn Sales Navigator, enrichment tools, automation platforms, or similar systems.
• Strong understanding of pipeline and opportunity management, including data hygiene, stage progression, close-date accuracy, pipeline coverage, conversion metrics, and forecasting discipline.
• Experience developing and maintaining reports and dashboards for key sales metrics such as pipeline, pipeline coverage, opportunity progression, forecasting, conversion, and sales performance.
• Strong proficiency in Google Sheets / Slides and Microsoft Excel / PowerPoint, with the ability to work with large datasets and develop clear management-level analysis.
• Good working knowledge of process automation platforms such as Make, Airtable, or similar tools.
• Hands-on interest or experience using AI tools such as ChatGPT, Claude, or similar platforms to improve business workflows, research, documentation, automation, and operational efficiency.
• Strong analytical and problem-solving skills, with the ability to identify process gaps, assess root causes, and translate findings into scalable operational solutions.
• Strong project management skills and the ability to independently manage multiple projects, priorities, and stakeholders in a fast-paced and evolving environment.
• Excellent spoken and written communication, stakeholder-management, interpersonal, and relationship-building skills.
• Ability to work cross-functionally with Sales, Marketing, Finance, IT, and other teams and drive alignment across processes, systems, and data.

Nice to have

• MBA.

Details

• Location: Bangalore, Karnataka, India.
• Work from home two days a week.