Overview

We are looking for a highly analytical and results-driven Principal Sales Operations Analyst to support and scale end-to-end sales operations across the full Go-To-Market (GTM) lifecycle. This role will partner closely with U.S.-based stakeholders, providing operational leadership, strategic insights, process optimization, and project coordination to drive revenue growth, pipeline health, and execution efficiency.

In addition to hands-on operational responsibilities, this role will provide first-level oversight and mentorship to junior analysts/associates by supporting prioritization, execution quality, and operational best practices. The role will also serve as an escalation point for complex requests while driving cross-functional initiatives and operational excellence across the team. Candidates must be comfortable working during U.S. Eastern Time hours and collaborating with global teams in a fast-paced, dynamic environment.

Responsibilities

GTM & Sales Operations Leadership

- Support both prospect (new business) and customer (retention and expansion) motions, including post-sales functions such as Customer Success, Support, and Professional Services.
- Act as a strategic operations partner across pipeline management, territory planning, forecasting, reporting, opportunity lifecycle governance, and operational strategy

Forecasting & Pipeline Management

- Partner with Sales and GTM leadership to drive forecast accuracy, territory modeling, quota planning, and pipeline governance.
- Analyze stage progression, win rates, deal velocity, renewal trends, and pipeline hygiene to identify business risks and opportunities.
- Drive operational rigor by proactively identifying gaps in data quality, reporting accuracy, and sales process adherence.

Stakeholder Management & Communication





- Collaborate closely with U.S.-based sales and GTM teams, translating high-level or ambiguous business requests into structured operational outputs and scalable solutions.
- Demonstrate strong executive communication skills and the ability to influence stakeholders across functions and levels.
- Act as a trusted advisor to business leaders by providing actionable recommendations backed by data and operational insights.

Process Improvement & Project Management

- Lead or contribute to strategic sales operations and transformation initiatives across systems, reporting, forecasting, and process optimization.
- Drive project management activities including requirement gathering, task coordination, stakeholder communication, tracking deliverables, and ensuring timely execution.
- Design, document, standardize, and scale operational processes across multiple sales segments and GTM functions.
- Maintain process governance by enforcing data quality standards and validating field inputs.

Case Management & Operational Support

- Manage and resolve complex Sales Operations support cases with accuracy and timely follow-through.
- Provide escalation support and operational guidance to team members where needed.
- Perform ongoing sales and pipeline analysis to support business reviews and performance optimization.

Cross-Functional Collaboration

- Partner with Marketing, Finance, Customer Success, and Professional Services teams to align revenue processes, business metrics,



and automation initiatives.
- Act as a strategic liaison across departments, proactively identifying opportunities for operational efficiency and collaboration.

Reporting, Insights & Executive Presentations

- Build and maintain dashboards and reporting frameworks to provide visibility into pipeline, bookings, forecast accuracy, revenue performance, and customer health.
- Develop executive-ready presentations and reporting packages (QBRs, EBRs, board-level reviews, etc.) leveraging AI-enabled reporting and automation tools.
- Monitor KPIs and performance trends to drive actionable business insights and decision-making.

Qualifications

- Bachelor’s degree in Business, Finance, Economics, Engineering, or a related field
- 8–10 years of experience in Sales Operations, Revenue Operations, or related GTM operational roles
- Robust understanding of end-to-end GTM processes, including sales, renewals, customer success, and support operations
- Experience leading operational initiatives and coordinating cross-functional projects, mentoring junior analysts/associates, reviewing deliverables, or acting as a team lead is preferred
- Excellent verbal and written communication skills with strong stakeholder management abilities
- Advanced knowledge of Salesforce, including reports, dashboards, workflows, and opportunity management
- Experience with Tableau, Power BI, Looker, Clari, Gong, Gainsight, CPQ, or similar GTM platforms is preferred
- Strong Excel/Google Sheets skills (pivot tables, lookups, formulas, data validation, etc.)
- Ability to work independently in globally distributed teams and effectively collaborate across time zones
- Strong analytical mindset with attention to detail, ownership, and problem-solving capabilities

📌 Principal Sales Operations Analyst (Hyderabad)
🏢 icims
📍 Hyderabad