About the Role
Sales Operations & GTM Performance Analyst
This role will work closely with Sales Leaders, Client Success Managers (CSMs), Engagement Managers (EMs), Revenue Strategy, Finance, and Delivery teams to track business performance, identify gaps against targets, follow up on critical opportunities, and ensure timely execution of sales commitments.
The ideal candidate is someone who goes beyond reporting numbers and takes ownership of follow-ups, accountability, and action tracking to help the business achieve its revenue goals.
Key Responsibilities
1. Revenue Target & Performance Management
- Track monthly and quarterly revenue targets against actuals, forecasts, and committed closures.
- Maintain consolidated revenue trackers across accounts, opportunities, sales owners, and revenue categories.
- Identify revenue shortfalls, forecast gaps, delayed closures, and opportunities at risk.
- Work with sales leaders and opportunity owners to develop actionable plans to close revenue gaps.
- Monitor progress against agreed recovery plans and escalate delays or risks.
2. Sales Pipeline & Opportunity Closure
- Monitor the sales pipeline across opportunity stages, confidence levels, expected closure dates, and deal values.
- Proactively follow up with Sales Leaders, CSMs, and opportunity owners on open opportunities and pending closures.
- Track customer decisions, commercial approvals, Statements of Work (SOWs), resource availability, and other closure dependencies.
- Challenge outdated opportunity dates, unsupported forecasts, and missing next steps.
- Maintain a clear view of high-priority opportunities, expected closures, blockers, owners, and actions required to move deals forward.
3. Forecasting & Gap Analysis
- Prepare weekly and monthly revenue forecasts using inputs from sales and account teams.
- Compare targets, actual revenue, committed revenue, and pipeline to identify performance gaps.
- Analyse opportunities by confidence level, account, owner, deal size, and expected closure period.
- Highlight opportunities requiring leadership intervention and quantify their potential impact on revenue.
- Track forecast accuracy, opportunity conversion, slippage, and loss trends.
4. GTM Governance & Accountability
- Establish a disciplined follow-up cadence with sales and GTM stakeholders.
- Maintain action trackers with clear owners, deadlines, status, and next steps.
- Coordinate weekly pipeline reviews, revenue reviews, and leadership governance meetings.
- Document decisions, commitments, risks, and unresolved dependencies.
- Follow up on overdue actions and escalate persistent delays to the relevant leadership team.
5. Reporting, Dashboards & Leadership Support
- Develop and maintain sales performance dashboards and management reports using Excel and PowerPoint.
- Prepare weekly summaries covering revenue performance, forecast movement, pipeline health, critical closures, and revenue gaps.
- Provide leadership-ready insights rather than merely presenting raw numbers.
- Support new-logo tracking, account growth initiatives, sales activity monitoring, and GTM performance analysis.
- Handle ad hoc business analysis, presentations, trackers, and special projects as required.
Required Skills & Qualifications
- 36 years of experience in Sales Operations, Revenue Operations (RevOps), Business Operations, Commercial Analytics, PMO, or a similar role.
- Strong proficiency in Microsoft Excel, including PivotTables, lookup functions, SUMIFS, data reconciliation, and reporting.
- Experience tracking revenue targets, sales pipelines, forecasts, business KPIs, or opportunity progression.
- Strong analytical and problem-solving skills, with the ability to identify gaps and recommend practical actions.
- Excellent stakeholder management, communication, and follow-up skills.
- Ability to coordinate with multiple teams and drive accountability without direct reporting authority.
- Strong PowerPoint skills for preparing concise, leadership-ready presentations.
- High attention to detail, ownership, persistence, and comfort working with deadlines.
Preferred Qualifications
- Experience in B2B sales, IT services, consulting, technology, or professional services.
- Exposure to CRM platforms such as Salesforce, HubSpot, or similar tools.
- Working knowledge of Power BI or other business intelligence tools.
- Familiarity with sales forecasting, pipeline conversion, deal qualification,and revenue governance.
- Experience supporting senior leadership reviews and cross-functional business operations.
Key Success Measures
Success in this role will be measured by:
- Accuracy and timeliness of revenue and pipeline reporting.
- Visibility into revenue gaps and at-risk opportunities.
- Timely follow-up and closure of sales actions.
- Improved accountability for opportunity owners and sales commitments.
- Early identification and escalation of closure blockers.
- Quality of weekly forecasts and leadership insights.
- Contribution to improved pipeline progression and revenue predictability.
Who Will Excel in This Role?
numbers-driven operator who gets things done
This is not a purely reporting or dashboard-preparation role. The candidate must be willing to actively drive follow-ups, track commitments, identify risks, and help the GTM and Sales teams improve revenue outcomes.
