Senior Sales Operations Analyst

AI is part of how we work

Human judgment, expertise, and creativity remain essential and are amplified by AI. We expect everyone in this role to use AI thoughtfully and proactively to accelerate their performance, improve the quality of their work, and explore new possibilities. We are looking for people who are curious, adaptable, and excited to help shape an AI-enabled culture that delivers better outcomes for our customers and our company.

Job brief

We're looking for an experienced Senior Sales Operations Analyst to keep our sales engine accurate, predictable, and efficient. You will own the quality of our Salesforce data, build the models and forecasts leadership relies on, and give sales teams the pipeline visibility they need to hit their numbers. You'll partner closely with Sales leadership, Finance, Marketing, and Enablement, and you'll be expected to turn complex data into clear, actionable insight.

The impact you'll make

Data Hygiene & CRM Governance

• Own the integrity of Salesforce data across accounts, contacts, opportunities, and activities.
• Define, document, and enforce data standards, required fields, and stage-exit criteria.
• Run regular audits to identify duplicates, missing or stale data, and process gaps. Drive remediation with sales managers and reps.
• Build and maintain validation rules and automated alerts, and use AI-driven analysis to flag data quality issues early.

Forecasting

• Run the weekly, monthly, and quarterly forecast cadence. Consolidate rep and manager submissions and reconcile them against pipeline and historical trends.
• Analyze forecast accuracy, commit vs. actual, and slippage. Recommend improvements to the process.
• Deliver clear forecast roll-ups and risk/opportunity commentary to Sales and executive leadership.

Modeling & Analytics

• Build and maintain models for pipeline coverage, conversion rates, sales velocity, quota capacity, territory design, and bookings projections.
• Develop and maintain revenue models that project bookings and revenue by segment, product, and time period, incorporating pipeline, historical performance, seasonality, and key assumptions.
• Run scenario and sensitivity analyses to support planning, headcount, and quota-setting decisions.
• Analyze win/loss, sales cycle, and funnel performance to identify trends, risks, and growth opportunities.

Pipeline Management

• Monitor pipeline health by stage, segment, region, and rep. Surface deals at risk, aging opportunities, and coverage gaps.
• Lead pipeline review preparation, including AI-generated pipeline summaries, inspection views, and talking points for sales leaders.
• Partner with Sales and Marketing to align on lead-to-opportunity handoffs and funnel definitions.

Reporting & Presentation

• Leverage AI tools to generate, automate, and refine reporting and analysis for reps, managers, and executives, ensuring outputs are accurate and validated against source data.
• Present findings, forecasts, and recommendations to stakeholders at all levels in a clear, concise, and credible way.
• Document processes, definitions, and methodologies so reporting is consistent and repeatable.

Systems & Process Improvement

• Partner with Salesforce admins and Sales Operations leadership on enhancements, new fields, workflows, and releases. Gather requirements and support UAT.
• Use Gong conversation and deal intelligence to inform pipeline inspection, deal risk, and coaching insights.
• Identify opportunities to automate manual work and streamline sales processes.

What you've accomplished

• 5-8 years of experience in Sales Operations, Revenue Operations, Sales Analytics, or a similar role.
• Strong hands-on Salesforce experience, including data management and an understanding of the opportunity and forecast objects.
• Demonstrated experience with data hygiene and CRM governance.
• Proven experience building forecasts and financial or sales models, with advanced Excel/Google Sheets skills.
• Strong understanding of sales cycles, pipeline stages, and key metrics such as coverage, conversion, velocity, and win rate.
• Excellent organizational skills, with the ability to manage multiple deadlines and recurring operating cadences.
• Strong presentation and communication skills, with comfort presenting to sales leaders and executives.
• Strong reporting skills, with the ability to turn raw data into clear visuals and narratives.
• Experience using AI tools to generate reporting and analysis, and to validate the outputs against source data.
• Bachelor's degree in Business, Finance, Analytics, or a related field, or equivalent experience.

Nice to have

• Experience with Gong (conversation intelligence, deal boards, forecasting).
• Familiarity with marketing automation, CPQ, or data enrichment tools (e.g., Marketo, ZoomInfo).
• Salesforce certification (Administrator, Platform App Builder, or similar).

TWCo Benefits/Perks

• Flexible Time Off program
• Hybrid work model
• Variety of medical insurance options including a $0 cost premium employee coverage
• Benefits effective day 1 of employment include competitive 401K match with no vesting requirement, national health, dental, and vision plans
• Progressive family plan benefits
• An opportunity to work for a global and industry-leading technology company
• Impactful work in a collaborative environment