Sales Operations Manager/Analyst

Role: Sales Operations Lead

Experience: 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