Role: Sales Operations Manager / Senior Sales Operations Analyst
Experience: 10 – 15 years
Location: Greater Noida, WFO 5 days
Coforge is seeking seeking an experienced Sales Operations manager/Analyst to drive sales effectiveness, streamline operational processes, and support leadership with data‑driven insights. The role integrates sales strategy, CRM, GTM analytics, Revenue Operations to enable revenue growth.
Key Responsibilities
1. Win–Loss Analysis & Sales Effectiveness
Design and maintain a structured win–loss analysis framework that goes beyond anecdotal feedback
Capture and normalize key data points across deals, including:
- Deal size, industry, service line, and region
- Sales stage duration and stage aging
- Competitive landscape and pricing dynamics
- Solution fit, decision criteria, and buyer drivers
- Reason codes for wins, losses, and no‑decisions
Identify systemic trends and repeatable patterns across wins and losses (vs. one‑off deal reasons)
Translate insights into:
- Sales coaching inputs
- Qualification and pursuit strategy improvements
- GTM, pricing, or solution positioning changes
Present win–loss insights in clear executive dashboards and summary views for leadership reviews
2. Pipeline Health & Stability
Own pipeline quality metrics, not just pipeline volume, including:
- Stage‑wise conversion rates
- Deal aging and velocity
- Slippage and re‑forecast frequency
- Coverage ratios by quarter
Detect and flag:
- Inflated or stale pipeline
- Deals repeatedly slipping across quarters
- Over‑reliance on late‑stage or few large deals
Create early warning indicators and exception‑based views for Sales Leaders
Support pipeline hygiene, governance, and review cadence with fact‑based insights
3. Forecasting Predictability & Accuracy
Improve forecast accuracy and consistency across sales teams and geographies
Leverage:
- Stage aging trends
- Historical conversion data
- Deal risk scoring and confidence indicators
Balance sales optimism with data‑driven realism, highlighting:
- Risk‑weighted forecast views
- Commit vs. best‑case vs. upside scenarios
Partner with Finance to ensure alignment between pipeline, bookings, and revenue outlook
4. Revenue Loss & Leakage Analysis
Analyze the end‑to‑end sales lifecycle to identify where revenue leaks occur post‑booking, including:
- Scope changes, pricing issues, or contract delays
- Start‑date slippages and ramp‑up gaps
- Preventable vs. structural revenue losses
Surface root causes with clear ownership and remediation paths
Design dashboards, alerts, and governance checkpoints to reduce revenue leakage and improve realization
5.Dashboards & Deliverables
Executive‑ready dashboards covering:
- Win–loss trends and drivers
- Pipeline health and early risk signals
- Forecast accuracy and variance analysis
- Revenue leakage and recovery opportunities
Clear, concise storytelling for Sales and Executive leadership reviews
Ad‑hoc deep dives to support critical pursuits or GTM decisions
6.Stakeholder Collaboration
Partner closely with:
- Sales Leaders and Client Partners
- Finance and Revenue Assurance teams
- Delivery / Account teams (as needed)
Act as a trusted advisor to leadership by bringing fact‑based insights, not just reports
Required Skills & Experience
Core Skills
Strong experience in Sales Operations / Revenue Operations / GTM Analytics
Deep understanding of:
- B2B sales lifecycle (preferably IT services / consulting)
- Pipeline management and forecasting mechanics
Advanced analytical skills with ability to synthesize complex data into insights
Executive‑level communication and presentation skills
Tools & Systems
Strong hands‑on experience with:
- CRM systems (e.g., Salesforce)
- Advanced Excel
- BI tools (Power BI)
Ability to work across multiple data sources and reconcile inconsistencies
Success Measures
- Improved forecast accuracy and predictability
- Better pipeline stability and reduced slippage
- Clear, actionable win–loss insights influencing sales behavior
- Reduced revenue leakage and stronger realization
- High trust and adoption by Sales and Executive leadership
