Senior Sales Operations Analyst

Position Overview:

As a Senior Sales Operations Analyst, you will play a pivotal role in optimizing the performance of Follett Software's sales organization. You will be responsible for creating insightful reports, scalable dashboards, bookings reporting, forecast processes, and territory models that directly support sales strategy, quota attainment, and commission planning. This role requires advanced technical ability in SQL and Salesforce, along with strong business acumen and exceptional communication skills.

Essential duties and responsibilities include the following. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Sales Reporting & Dashboards
  
  
  
  • Design, develop, and maintain performance dashboards and operational reports for Sales and Executive Leadership using Salesforce, Excel, and BI tools.
  • Deliver regular reporting onbookings, pipeline health, lead progression, win/loss metrics, and sales activity KPIs.
  • Collaborate closely with sales leaders to define metrics that align with Follett's go-to-market strategy.
  
  
  
  
• Forecasting & Insights
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  • Own the creation and refinement of predictive models that improve sales forecasting accuracy.
  • Provide actionable insights through historical trend analysis, cohort modeling, and segmentation.
  • Highlight performance drivers and risks using data from Salesforce, Oracle, and other internal sources.
  
  
  
  

• Territory & Commission Operations
  
  
  
  • Conduct annual territory alignment and optimization analysis based on historical data, opportunity volume, and sales capacity.
  • Prepare andvalidate commission data and reports based on sales transactions, attainment thresholds, and quota structures.
  • Partner with Finance and HR teams to supportaccurate and timely incentive compensation processing.
  
  
  
  

• Data Operations & Quality
  
  
  
  • Write complex SQL queries to extract, transform, and analyze large datasets from Salesforce, Oracle, and internal databases.
  • Ensure data consistency and integrity across platforms and reports.
  • Help define andmaintain data governance processes that align with Follett Software's standards for accuracy and trust.
  
  
  
  
• Other duties and tasks as assigned.

Required Skills and Experience

• 5+ years of experience in data analytics or sales operations, preferably within a SaaS or EdTech environment.
• Bachelor's degree in Business, Analytics, Computer Science, or a related field.
• Experience with visualization tools such as Tableau, Power BI, or Salesforce Analytics Cloud.
• Deep expertise in SQL for advanced querying and analysis.
• Strong working knowledge of Salesforce CRM, including custom reporting and dashboard creation.
• Background in supporting territory design, quota setting, or sales compensation programs.
• Understanding of K-12 market trends or experience in education software is a plus.
• Familiarity with Oracle ERP systems and cross-system data reconciliation.
• Demonstrated ability to present technical findings clearly to non-technical stakeholders.
• Excellent written and verbal communication skills.
• Ability to work independently, manage multiple priorities, and collaborate effectively in a cross-functional environment.