Sr. Business Partner, Sales Operations

Overview

Sr. Sales Operations Business Partner for India, working as an advisor to the India Sales Leader and District Managers to drive forecasting, pipeline management, performance analysis, business reviews, planning and operational execution. Reports to the APJ Theater Operations leader and works closely with the India leadership team and Regional Sales Operations Business Partner.

What you'll do

• Partner with the India Sales Leader and District Managers as a trusted business advisor, providing operational analysis, insight and recommendations across their businesses.
• Prepare and pressure-test the weekly forecast and pipeline pre-read: explain week-to-week movement, quantify gap-to-close, frame risk and upside scenarios, name risks with owners and set out required actions.
• Own country and district business reviews end to end, including KPI analysis, performance commentary, action capture and follow-up to closure.
• Assess pipeline coverage, conversion, linearity, seller productivity, territory and account performance; diagnose root causes and translate findings into clear recommendations.
• Lead territory analysis and design for India, model quota and run equity checks, and manage account assignment and white-space analysis, bringing options with clear trade-offs within agreed regional governance.
• Own the account planning standard in the patch, including guidance, content standard and KPIs, refresh cadence, and plans maintained live in SFDC; review plan quality with District Managers and drive follow-up on gaps.
• Act as analytical lead for the annual planning campaign across India, covering territory design, quota modelling, account assignment and scenario support as a quarter-long program.
• Lead implementation and adoption of agreed GTM, organisational and process changes with Regional Sales Operations and cross-functional teams.
• Own sales excellence by maintaining strict CRM (Salesforce) and forecasting hygiene: run standard checks, surface data-quality and process issues to sales managers with named owners, and drive resolution.
• Track actions, dependencies and performance interventions arising from forecast calls, business reviews and planning discussions, and close them out without prompting.
• Recommend and implement practical improvements that reduce operational friction, and partner with Finance, HR, Deal Desk, Planning and Corporate Operations to support execution.
• Coordinate account-planning, win/loss and big-deal review cadences, providing analysis and tracking agreed actions through to completion.
• Track create against target by source; run coverage and health analysis for CQ, Q+1 and Q+2; monitor hygiene (age, stage, BVS, pushed); build remediation plans with Marketing, SE and Channel.
• Monitor performance trends and leading indicators across pipeline, productivity and execution, highlighting gaps early and proposing improvement initiatives.
• Lead adoption of new processes and tools, gather structured field feedback, and work with Regional Sales Operations to recommend practical improvements.
• Coordinate cross-functional execution with Channel Operations, SE Operations, Renewals Operations, Finance, HR, Deal Desk, Planning and other relevant teams to align priorities and ensure consistent execution across India.
• Improve workflows behind recurring deliverables so they run consistently and at scale, and share the resulting working practice with Business Partners across the theater.

What you'll need

• 10+ years of relevant experience in Sales Operations, Revenue Operations, Commercial Planning, business analytics or a related role, ideally within a multinational technology company, including experience partnering directly with a country or regional sales leader.
• Track record of partnering with sales managers and senior commercial stakeholders in a fast-paced sales organisation, including recommendations that changed a decision.
• Strong understanding of forecasting, pipeline management and performance management.
• Hands-on experience with territory design, quota modelling and equity checks, account assignment and white-space analysis, and running an account planning standard across a sales team.
• Strong analytical and modelling skills, with the ability to interpret complex and incomplete data, identify meaningful trends, and translate findings into clear recommendations with trade-offs.
• Working fluency with AI tools such as Gemini and Claude for analysis, synthesis and workflow automation, able to build and run a repeatable AI-assisted workflow that reduces manual effort in reporting or analysis preparation.
• Proficiency with CRM platforms such as Salesforce, forecasting tools such as Clari, Google Workspace (particularly Google Sheets), and BI or visualisation tools such as Tableau.
• Ability to manage multiple priorities, coordinate cross-functional work and maintain consistent follow-through with limited supervision.
• Clear written and verbal communication skills, with the confidence to challenge constructively and present evidence-based recommendations to senior stakeholders.
• Bachelor's degree in Business, Finance, Economics, Data Analytics or a related discipline, or equivalent practical experience.

Nice to have

• Bachelor's degree in Business, Finance, Economics, Data Analytics or a related discipline (preferred; equivalent practical experience also accepted).

Details

• Location: Bangalore, India.
• Primarily in-office: work from the Bangalore office in compliance with company policies, unless on PTO, work travel or other approved leave.
• Influence-based role, not people management.