Finastra

Sales Operations Lead

Finastra

full-time

Posted on:

Location Type: Hybrid

Location: Austin • Texas • United States

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Job Level

Senior

Tech Stack

CloudGoSFDC

About the role

  • The Sales Operations Lead plays an instrumental role in supporting the Sales Leadership Team through business insight, driving internal sales processes, identifying areas for improvement, and executing on them to support profitable sales growth.
  • Insight & Analysis: Ongoing and ad-hoc deep-dive analyses on pipeline health, sales velocity, attainment forecasts and emerging business trends.
  • Data-driven recommendations to sharpen decision-making and pinpoint improvement opportunities.
  • Develop executive-level dashboards and scorecards to monitor key performance metrics.
  • Partner with Data & Analytics teams to enhance data integrity, automation, and self-service reporting capabilities.
  • Translate business insights into clear, actionable narratives for Sales Leaders and CROs.
  • Sales Planning & Go-to-Market Alignment: Annual and quarterly territory planning, quota setting and resource deployment to ensure balanced coverage and realistic goals.
  • Integrate GTM strategies with operational processes for maximum cost-effectiveness and speed to revenue.
  • Collaborate with Finance, Commission Team and Sales Leaders on headcount quotas and incentive plans.
  • Manage quota methodology frameworks incorporating historical performance, addressable market potential, pipeline, etc.
  • Maintain territory design logic and account hierarchy alignment in SFDC ensuring consistency across all BUs.
  • Partnering with Marketing/Demand Gen on segments and ensuring operational readiness for campaigns.
  • Forecasting & Pipeline Management: End-to-end framework for accurate, predictable forecasting and pipeline hygiene.
  • Monthly/quarterly cadence (“Rhythm of Business”) to validate assumptions, identify gaps and drive course-corrections.
  • Monitor deal velocity, pipeline age, and conversion rates to flag risk areas early.
  • Drive governance on forecasting standards and pipeline definitions to ensure consistency across BUs.
  • Process Orchestration & Tool Adoption: Single point of contact for all Sales Leaders—aligning Demand Gen, Deal Execution, Forecasting and Performance Management.
  • Drive CRM and common tool adoption, process compliance and continuous process improvements.
  • Lead cross-functional process reviews with Finance, Retention Team, Sales/CRO Functions.
  • Define and maintain documentation for core sales processes and system workflows.
  • Identify automation opportunities within SFDC and PBI to reduce manual workload and improve accuracy.
  • Serve as process SME for transformation programs (e.g., Revenue Cloud, SFDC alignment with Commercial Policy, Lead to Cash).
  • Onboarding & Productivity Enablement: Accelerate ramp time for new hires through standardized processes, playbooks and shared-services coordination.
  • Free up seller capacity by streamlining admin tasks and reinforcing best practices.
  • Partner with Sales Enablement and HR to define onboarding success metrics and monitor ramp-to-productivity progress.
  • Create and maintain a Sales Ops knowledge base, training materials, and tool guides for consistent learning.
  • Facilitate enablement sessions to drive adoption of systems and processes.
  • Continuously gather feedback from end users to enhance processes and improve adoption.

Requirements

  • 8+ years of relevant experience in sales operations, finance operations, or a similar business supporting role.
  • Outstanding organizational and relationship-building skills, with experience as a business partner to senior sales leaders.
  • Ability to work well in a cross-functional, global environment.
  • Excellent communication skills in English.
  • Ability to educate and gain acceptance and adherence to processes and usage of systems from the Sales Teams and Leaders.
  • Innovative thought process and approach to work, with demonstrable skills in process improvements.
  • Very strong analytical skills with a quantitative/financial approach to problem-solving.
  • Experience with business systems such as CRMs (Salesforce is a plus), analytics, and data visualization tools (PowerBI is a plus).
  • Advanced skills in Excel and PowerPoint.
  • A bachelor's degree is required.
Benefits
  • Flexibility: Enjoy unlimited vacation, based on your location and business priorities. Hybrid working arrangements, and inclusive policies such as paid time off for voting, bereavement, and sick leave.
  • Well-being: Access Confidential one-on-one therapy through our Employee Assistance Program, find support from our network of Wellbeing Champions and Gather Groups, and a calendar of monthly events and initiatives designed to help you thrive - Inside and Outside of work.
  • Medical, life & disability insurance, retirement plan, lifestyle and other benefits*
  • Sustainability: Benefit from paid time off for volunteering and donation matching.
  • DEI: Participate in multiple DE&I groups for open involvement (e.g., Count Me In, Culture@Finastra, Proud@Finastra, Disabilities@Finastra, Women@Finastra).
  • Career Development: Access online learning and accredited courses through our Skills & Career Navigator tool.
  • Recognition : Be part of our global recognition program, Finastra Celebrates, and contribute to regular employee surveys to help shape Finastra and foster a culture where everyone is engaged and empowered to perform at their best.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales operationsfinancial analysisdata analysisforecastingpipeline managementquota settingterritory planningprocess improvementdata integrityautomation
Soft Skills
organizational skillsrelationship-buildingcross-functional collaborationcommunication skillseducational skillsinnovative thinkinganalytical skillsproblem-solvingfeedback gatheringtraining facilitation