Sales Operations Analyst, Territory & Pipeline Management

About the role

As the Sales Operations Analyst (Territory & Pipeline Management), you will play a pivotal role in optimizing our GTM territory management to drive revenue by partnering closely with GTM Leadership and Field Team members. Your capacity as a field operator is an integral component to achieving Coalition’s growth goals by furthering Revenue Operations / Executive Level objectives with field sales and underwriting teams.

Your responsibilities will encompass a wide range of activities, including reporting and analyzing field activity, performance, resource allocation and owning the delivery of visibility and insights throughout our field organization. Additionally, you will drive process and tooling enhancements by gathering requirements from the GTM Team and translating into workflow process design and tooling transformation within 3P and proprietary systems.

This role requires candidates to excel in analyzing complex data, building interpersonal relationships, and enabling results driven alignment with leaders. 

You value working in rapidly evolving environments highly impacted by your actions. You are resourceful, collaborative, and above all, exhibit a strong ownership mentality. This means leveraging your understanding of organizational dynamics to proactively identify and execute deliverables in a timely and accurate manner. You are always eager to learn new things and uplevel yourself and those around you. You will have agency to develop frameworks to cut through pipeline noise, enabling GTM members to better focus on key deals and relationships

Responsibilities

Territory / Pipeline Analysis:

• Implement and manage best in class territory management practices
• Continuously analyze GTM performance across all revenue levers
• Engage directly with revenue and insurance leadership to drive internal change
• Provide weekly, monthly, and quarterly analysis to all levels of the GTM organization to maximize field output and process efficiencies
• Own delivery, ongoing support, and analysis of sales action plans with GTM leaders and Field members

Reporting and Analytics Skills:

• Develop and maintain reports and dashboards that provide insights into operational performance, sales pipeline management, competitive intelligence, and key performance indicators (KPIs)
• Leverage KPI and leading indicator analysis to identify trends, areas of improvement, and present findings to leadership that inform solution design and operational implementation
• Develop performance dashboards that showcase key activity and KPI metrics reviewable by the entire organization, and used to provide insights to drive success across the GTM organization and externally

Business Intelligence & Process Optimization

• Present individual, zonal, and macro level trends to senior GTM leadership on continuous cadence
• Leverage identified trends to drive process, technical, and workflow improvements across GTM org
• Partner with XFN department stakeholders to identify and prioritize tooling enhancements to derive insights and drive revenue

Skills and Qualifications

• Bachelor's degree in Business, Finance, or a related field
• 2+ years of experience in sales operations or a similar role within the financial services sector  (sales operations, management consulting, finance, analytics, etc.)
• Strong expertise in data analysis, with experience using BI tools like Looker or Tableau; CRM systems such as Salesforce (FSC and/or CRMA), and analytics tools such as GSuite, and Excel
• Experience partnering with technical Product and Engineering teams to drive field efficiency
• Exceptional problem-solving and analytical skills
• Excellent communication and presentation skills
• Ability to work independently and manage multiple projects simultaneously

Bonus Skills

• Commercial insurance and/or cybersecurity industries experience
• Data Science, Coding, and/or Tooling Admin experience
• MBA

Compensation

Our compensation reflects the cost of labor across several US geographic markets. The US base salary for this position ranges from $85,000/year in our lowest geographic market up to $120,000/year in our highest geographic market. Consistent with applicable laws, an employee's pay within this range is based on a number of factors, which include but are not limited to relevant education, skills, job-related knowledge, qualifications, work experience, credentials, and/or geographic location. Your recruiter can share more on target salary for your location during the interview process. Coalition, Inc. reserves the right to modify this range as needed.

Perks

• 100% medical, dental and vision coverage
• Flexible PTO policy
• Annual home office stipend and WeWork access
• Mental & physical health wellness programs (One Medical, Headspace, Wellhub, and more)!
• Competitive compensation and opportunity for advancement