Sales Operations Manager/Analyst

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 datadriven insights. The role integrates sales strategy, CRM, GTM analytics, Revenue Operations to enable revenue growth.

Key Responsibilities

1. WinLoss Analysis & Sales Effectiveness

Design and maintain a structured winloss 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 nodecisions

Identify systemic trends and repeatable patterns across wins and losses (vs. oneoff deal reasons)

Translate insights into:

• Sales coaching inputs
• Qualification and pursuit strategy improvements
• GTM, pricing, or solution positioning changes

Present winloss insights in clear executive dashboards and summary views for leadership reviews

2. Pipeline Health & Stability

Own pipeline quality metrics, not just pipeline volume, including:

• Stagewise conversion rates
• Deal aging and velocity
• Slippage and reforecast frequency
• Coverage ratios by quarter

Detect and flag:

• Inflated or stale pipeline
• Deals repeatedly slipping across quarters
• Overreliance on latestage or few large deals

Create early warning indicators and exceptionbased views for Sales Leaders

Support pipeline hygiene, governance, and review cadence with factbased 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 datadriven realism, highlighting:

• Riskweighted forecast views
• Commit vs. bestcase vs. upside scenarios

Partner with Finance to ensure alignment between pipeline, bookings, and revenue outlook

4. Revenue Loss & Leakage Analysis

Analyze the endtoend sales lifecycle to identify where revenue leaks occur postbooking, including:

• Scope changes, pricing issues, or contract delays
• Startdate slippages and rampup 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

Executiveready dashboards covering:

• Winloss 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

Adhoc 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 factbased 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

Executivelevel communication and presentation skills

Tools & Systems

Strong handson 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 winloss insights influencing sales behavior
• Reduced revenue leakage and stronger realization
• High trust and adoption by Sales and Executive leadership