Rai Durg, Hyderabad, India

- Sales
- Full Time
- Hybrid (Remote / On Site)
- 6502

Job 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.

About Us

ICIMS helps solve one of the biggest challenges businesses face today: building a workforce that can adapt, scale, and perform in an increasingly competitive and unpredictable talent market. We uniquely do that by combining enterprise-grade hiring technology, AI-powered insights and automation, and connected talent experiences to help organizations improve hiring outcomes while driving measurable impact.

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 solid 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
- Strong 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 an

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