Lead Sales Operations Analyst

Apartment List.com

102k - 121k USD/year

Hybrid

Remote within the US

Full Time

Working as part of the Sales Strategy & Operations Team, the Lead Sales Operations Analyst will be instrumental in providing analytics that drive decision-making, optimizing sales processes, interpreting, analyzing, and transforming data into a variety of reporting formats to support the key objectives of the Go To Market Team. This role will also be the primary owner of several X-team workstreams as well as serve as the go-to support for the SMB/Mid-Market GTM teams in Sales Operations workflows. This position requires a strong analytical mindset, proficiency in data analysis, and the ability to collaborate effectively with cross-functional teams.
Here is what you'll do as part of the team:Commissions

Manage the sales compensation tool end to end, including the maintenance of data books and tool enhancements, working closely with our Everstage team
Deliver accurate GTM individual and manager commissions calculations, partnering closely with Sales Operations team members on data audits
Consults and provides expertise to sales management regarding incentive programs
Partner with various teams within Sales Operations, Billing, and Sales leadership to identify and implement process improvements.
Document existing processes and policies, working closely with People Operations and Legal (e.g. procedures related to the on-boarding and off-boarding of Sales reps, commission approval process, Leave of Absence payouts)

Analytics & Processes

Gather requirements, build and optimize sales analytics reports and dashboards for GTM and XFN partners
Provide consistent insights for leadership and business stakeholders in regards to business drivers (i.e. sales productivity), especially related to pipeline, activities, forecasts and market opportunities
Own and drive core Sales Operations workflows, such as weekly forecasting and pipeline review
Analysis of performance indicators - productivity, pipeline creation/progression, loss rates, product penetration
Collaborate on strategies and tactics that capitalize on market trends and customer insights (such as prospecting or expansion plays)
Build and maintain complex data models that are foundational to Sales Operations workflows (headcount, forecasts, management reporting)
Be the SME on opportunity workflows with existing tools and resources (Salesforce, Everstage, Salesloft)
Identify and deliver on continuous improvements to existing Sales Strategy and Operations processes
Help to identify and deliver on sales performance optimization strategies, in conjunction with Sales Strategy & Operations team members

Here are the minimum skills and experience you'll need to be successful:

5+ years of experience in sales operations, sales analytics, sales finance or related roles within a tech company or fast-paced environment.
Bachelor's degree in Business Administration, Finance, or related field; MBA or equivalent preferred.
Expertise in sales analytics, forecasting, and performance measurement, with advanced proficiency in Gsuite tools and CRM systems (e.g., Salesforce).
Proficiency with SQL, data analysis tools and visualization tools (e.g. Looker, Tableau, Gong)
Strong analytical skills with the ability to translate complex data into actionable insights and recommendations.
Ability to juggle multiple priorities with high quality output of work
Excellent communication skills, with the ability to collaborate effectively across functions and influence decision-making at all levels of the organization.
Passion for innovation and continuous improvement, with a commitment to driving excellence and exceeding goals.

Pay Range:

We carefully consider a variety of factors to determine compensation for each position, including the role, level, and work.The compensation range is:

Tier 1: $121K–$146K+ bonus and equity.
Tier 2: $111K–$135K+ bonus and equity.
Tier 3: $102K–$124K+ bonus and equity.

Please note, the compensation details reflect cash compensation only and do not include benefits and perks that we offer.
We also rely on market indicators along with considering your work location, job related skills, experience and relevant education and training, to determine compensation that is fair and competitive for you. Apartment List will consider paying compensation near the higher of the range in exceptional circumstances, where candidates have the experience, credentials or expertise that would warrant such consideration. It is always our goal to hire exceptional talent and we would be happy to share more about compensation during the hiring process.
This is a fully remote position within the US, with minimal travel.