Description
POSITION SUMMARY
The Sales Operations & Enablement Analyst supports revenue growth by providing data-driven insights, operational rigor, and foundational enablement support across the sales organization. This role partners closely with Sales Leadership, Revenue Operations, Finance, and Marketing to improve forecasting accuracy, pipeline health, sales productivity, and decision-making.
In addition to core analytics and operations responsibilities, this role plays a critical role in supporting early-stage sales enablement, helping translate strategy into repeatable execution across segments and sales roles. The ideal candidate is analytically strong, systems-oriented, and comfortable turning ambiguity into structure.
Specific Job Responsibilities
Sales Enablement (Early-Stage)
- Build and evolve foundational sales enablement capabilities in an early-stage enablement environment.
- Define and reinforce a consistent sales motion, including qualification standards, discovery depth, and stage exit criteria.
- Partner with Sales Leadership to address core enablement gaps such as inconsistent discovery, variable deal quality, and slow ramp time.
- Develop and maintain enablement assets including sales playbooks, talk tracks, discovery guides, proposal templates, objection handling, and security/compliance FAQs (in partial partnership with Training & Development).
- Partner with Training & Development to support onboarding and ramp of new AEs, BDRs, and AMs through structured 30/60/90-day plans, readiness benchmarks, and early deal support.
- Measure enablement effectiveness through ramp time, stage conversion, win rates, and adoption of enablement assets.
Primary teams supported: AEs, AMs, BDRs; secondary delivery SMEs.
Sales Performance & Analytics
- Build, maintain, and enhance sales dashboards and reports (pipeline, bookings, revenue metrics, quota attainment, win rates, cycle time).
- Analyze sales performance by segment, product, and rep to identify trends, risks, and opportunities.
- Deliver recurring insights to sales leadership through weekly, monthly, and quarterly reviews.
Forecasting & Planning
- Support sales forecasting processes, including forecast rollups, variance analysis, and accuracy tracking.
- Partner with Sales Leadership to improve forecast methodology and forecasting discipline.
- Assist with annual and quarterly planning activities, including quota configuration, territory design, and renewals planning.
CRM & Systems Management
- Act as a power user and steward of CRM data quality (Salesforce or equivalent).
- Define and enforce data standards, pipeline hygiene rules, and reporting logic.
- Partner with Marketing, BI, and IT teams on system enhancements, automation, and tool integrations.
Process Optimization & Operational Excellence
- Identify inefficiencies in sales workflows and recommend data-backed process improvements.
- Support rollout of new sales processes, tools, and enablement initiatives.
- Document processes and maintain clear, accessible operational playbooks.
Cross-Functional Collaboration
- Partner with Finance on revenue reporting, forecasting alignment, and performance analysis.
- Partner with Marketing on funnel performance, lead-to-opportunity conversion, and campaign analysis.
- Support Sales and Executive Leadership with ad hoc analysis tied to strategic initiatives.
CORE DELIVERABLES
- Clear, documented sales motions and qualification standards
- Foundational enablement assets (playbooks, discovery guides, talk tracks, FAQs)
- Structured onboarding and ramp framework (30/60/90)
- Accurate, timely sales dashboards and recurring performance reports
- Weekly and monthly sales insights and recommendations
- Forecast variance analysis and planning support
- Clean, reliable CRM data and documentation
Requirements
EXPERIENCE REQUIRED
- 2–5+ years of experience in Sales Operations, Revenue Operations, Business Analytics, or a related role
- Experience supporting B2B sales teams (SMB, Mid-Market, and/or Enterprise)
- Hands-on experience with CRM platforms (Salesforce strongly preferred)
- Experience working with sales performance metrics, funnel analysis, and forecasting
- Exposure to onboarding, enablement, or sales process documentation preferred
Qualifications, Skills, & Knowledge
- Strong analytical skills with the ability to synthesize complex data into actionable insights
- Advanced Excel skills; experience with BI tools (Tableau, Power BI, etc.)
- Ability to operate in ambiguity and help build foundational processes from scratch
- Strong understanding of sales motions, buyer journeys, and rep workflows
- High attention to detail and commitment to data integrity and quality
- Strong communication skills and comfort partnering with senior sales leaders
- Ability to influence without authority in a cross-functional environment
- Proactive, improvement-oriented mindset
- Ability to embrace Clearwater’s CLEAR core values (Commitment to Client Success, Lead with Accountability, Integrity & Collaboration, Excellence in All That We Do, Advance Colleague Success, Respect & Transparency) and culture.
The base salary range for this role is $___________ to $___________. Base salary is part of our total rewards package which also includes the opportunity for merit-based salary increases, eligibility for our 401(k) plan, medical, dental, vision, life and disability insurances and leaves provided in line with your work state. Our robust time-off policy includes flexible paid time off, 11 paid holidays, and paid sick time. Total compensation, including base salary to be offered, will depend on elements unique to each candidate, including applicable candidate experience, skills, education and other factors permitted by law.
Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of colleagues in the role. All colleagues may be required to perform duties outside of their normal responsibilities from time to time, as needed.
Clearwater is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. Please inform Clearwater/Redspin’s Recruiting team if you need any assistance completing any forms or to otherwise participating in the application process.
Mental/Physical Requirements: Fast paced environment handling multiple demands. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires the ability to use a personal computer for extended periods of time.
