Sales Performance & Insights Specialist

Job Title : Sales Performance & Insights Specialist

Department : Sales / Commercial Operations

Role Overview

The Sales Operations Specialist will be responsible for supporting the sales organization

through effective pipeline governance, Salesforce opportunity management, pricing alignment, margin analysis and operational reporting. This role acts as the backbone of sales

execution by ensuring data accuracy, commercial discipline and actionable insights to drive

revenue growth and margin optimization.

Key Responsibilities

Sales Operations & Pipeline Management

1. Own and manage the end-to-end sales pipeline, ensuring timely updates and data

accuracy in Salesforce.

2. Create, update and maintain leads, opportunities, and related sales records in

Salesforce.

3. Ensure adherence to defined sales stages, probability assessments, and deal hygiene

standards. Create Revenue assessments based on salesforce stages and prepare

dashboards for Sales Targets v/s actual performance

4. Track opportunity movement, slippages, and closures, providing weekly / fortnightly

pipeline health reports to sales leadership team.

Salesforce & CRM Governance

1. Maintain Salesforce opportunity data integrity, deal terms, close dates, and technical

updates.

2. Align pricing proposals (Input from pricings bid master submitted and renewals due),

and commercial terms with Salesforce records to ensure consistency.

3. Act as the primary point of contact for Salesforce-related sales operations queries and

improvements.

Pricing & Commercial Support

1. Create pricing for RFPs and Tenders in coordination with Sales and Delivery team.

2. Support preparation and validation of pricing proposals, ensuring margin and cost

assumptions are accurately reflected.

3. Monitor renewal opportunities, track renewal margins, highlighting risks and

improvement opportunities.

Dashboards & Reporting

1. Develop and maintain dashboards for sales opportunities, pipeline status, win/loss

analysis, forecasting and documenting reasons of opportunities losses (Including

tenders)

2. Prepare client-wise margin dashboards, tracking actual vs. expected margins.

3. Provide regular insights and commentary to management on pipeline trends, margin

performance, and renewal risks.

4. Capacity planning for teams by analysing cost incurred v/s allocations.

Market & Business Research

5. Conduct research on new delivery markets, including cost structures, pricing

benchmarks, competitive landscape, and operational considerations.

6. Support business cases for entering new markets by providing data-driven inputs and

assumptions.

Resource Allocation & Utilization Tracking

1. Create and maintain allocation models capturing time spent by the team across clients.

2. Well versed in project management.

3. Assess utilization levels, balance capacity availability, and flag over- or under-

allocation risks.

4. Partner with Delivery and Finance teams to align resource utilization with revenue

and margin objectives.

Key Stakeholders

1. Sales Leadership

2. Account Managers / Business Development Teams

3. Finance & Commercial Teams

4. Delivery / Professional Services Teams

5. Senior Management

Required Skills & Competencies

1. Strong understanding of sales operations, pipeline management, and commercial

processes.

2. Hands-on experience with Salesforce (opportunity management, reporting,

dashboards).

3. Strong analytical skills with the ability to translate data into actionable insights.

4. Sound knowledge of pricing, margin analysis, and revenue drivers.

5. High attention to detail and strong data governance mindset.

6. Excellent communication and stakeholder management skills.

Preferred Qualifications & Experience

1. Bachelors degree in Business, Finance, Economics, or a related field.

2. 35 years of experience in Sales Operations, Commercial Operations, or Revenue

Operations.

3. Advanced proficiency in Excel; experience with BI tools (Power BI/Tableau) is an

advantage.

4. Experience working in services, consulting, or technology-led organizations

preferred.

Success Measures

1.Accuracy and reliability of Salesforce data and sales dashboards.

2. Improved pipeline visibility and forecast accuracy.

3.Timely and accurate pricing and margin analysis.

4. Effective monitoring of renewals and margin protection.

5. Optimized utilization and capacity planning for PS teams.

If this opportunity interests you, please share your CV at : manisha.gupta@sannams4.com