Sales Operations Analyst II
Remote - US
General & Administrative – Business Operations /
Full-Time /
Remote
As we continue to progress toward growth and expansion, we are seeking an experienced Sales Operations Analyst II to support our global sales team and drive change related to maintaining operational excellence.
Position Summary:
As the Sales Operations Analyst II you will play a pivotal role in ensuring our Sales team’s success through sales support, reporting, and tech stack administration. They will directly assist Sales and Operations leadership in driving sales effectiveness through systems and processes. They will train and document Sales Operations functions as well as partner cross-functionally to continually improve data quality and process efficiency. In addition to mastering the Sales Operations Analyst role, the incumbent will have additional duties related to sales forecasting, commissions, and analytics. Other responsibilities may be assigned to help drive our vision and mission to alignment with our organization’s values.
Work you’ll do:
In this role, you will
Sales Operations: Performs, understands, and trains other Sales Operations team members on the close-sale process, as well as other internal Sales Ops processes. Offers guidance and help to our Sales Operations Associates and Analysts. Creates and maintains internal documentation for Sales Operations processes and policies, ensuring that information is clear and cohesive.
Process Documentation: Assists in the development, documentation, and standardization of sales processes, ensuring they are efficient and effective; identifies areas for improvement and implements necessary changes to enhance productivity. Trains new and current Sales team on internal processes and systems including opportunity management and quote-to-cash. Guides Sales users through quoting best practices.
Reporting: Creates and maintains reports and dashboards using CRM, Excel, and other BI tools. Produces proactive, timely, and actionable insights for Sales Leadership, Finance, and Executive team and when necessary, makes recommendations for improvement based on findings.
Process and Automation: Consistently ensures data quality and efficiency throughout our tech stack from quote-to-cash. Makes recommendations for process improvements and automations as necessary. Collaborates cross-functionally with other departments such as Marketing and Finance to ensure alignment and synergy in overall business strategies.
Commissions: Is involved in global commission process, including calculation of commission payments, reconciliation of commission reports, and the review of commission inquiries from Sales representatives.
Analytics and Data: Runs in-depth analyses related to territory management and Total Addressable Market (TAM) modeling. Runs a forecast process alongside Sales leadership. Uses tools and insights to develop a data-driven forecast using both bottoms-up and tops-down approaches.
Process Improvement: Administers tools within our tech stack that enable our Sales teams such as ZoomInfo, RingLead, 6Sense, Clari, and Outreach. Ensures the teams are using these resources effectively and efficiently. Provides training to internal teams and documents functionality and best practices. Supports internal teams with questions and troubleshoots issues. Evaluates current and potential new tools alongside Sales for fit within tech stack. Makes recommendations for purchasing decisions based on evaluation and subject matter expertise.
The Team:
The Revenue Operations team acts a strategic partner to Panopto’s Executive, Sales, Customer Success, Marketing, and Finance teams through the ownership of process optimization, tool stack, analytics and strategy across revenue-generating departments. The team’s focus is on the alignment of operations across the full customer life cycle to drive growth through operational excellence.
Required Qualifications:
- Bachelor’s degree in a quantitative field such as finance, statistics, or management information systems.
- 4-5+ years working in finance, operations, or analyst role within a SaaS company.
- Proficiency in Microsoft Office or Google Suite.
- Knowledge of formulas, functions, and pivot tables in Excel, alongside the ability to analyze large data sets.
- 3+ years experience working with Salesforce.com or similar CRM.
- Excellent analytical and problem-solving skills with a keen attention to detail.
- Strong organizational skills.
- Experience working with sales teams and comprehension of standard forecasting methodology, KPI reporting, and the overall sales cycle.
- Ability to communicate complex data or systems structure to non-technical stakeholders.
- Ability to cleanse and transform large data sets.
- Strong interpersonal skills and written/verbal communication.
- Ability to solve complex problems and successfully manage ambiguity and pivot when faced with unexpected change.
- Strong sense of ownership. Strong track record of balancing concurrent projects and ability to prioritize and deliver within deadlines.
Preferred Qualifications:
- Experience working with buyers in the Education market.
- Familiarity with basic database structure.
$55,000 - $65,000 a year
Total Rewards:
The salary range for this position is $55,000–$65,000 USD per year. This position is also eligible for a bonus as part of the compensation package.
Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge, skills, experience, and other eligibility factors such as geographic location. The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs such as health insurance, flexible spending accounts, retirement savings plans, life and disability insurance programs, and programs that provide for both paid and unpaid time away from work. At Panopto, we know that great people make an organization great. We value our people and offer employees benefits that are market competitive for our industry. Learn more about what working at Panopto can mean for you.
At Panopto, our commitment to pay equity and transparency is unwavering. We do not engage in salary negotiations beyond the established range to maintain fairness and prevent potential pay disparities among team members based on negotiation strategies.
Join Panopto and be part of an exciting journey where your passion for systems and process will have a significant impact on our operational excellence. If you have excellent analytical and problem-solving skills, we encourage you to apply.
