Principal Specialist Sales Operations

Role Purpose

Join our team and play a pivotal role in powering the growth ambitions of our business by enabling a high-performing, scalable Sales organisation. As a key member of the Revenue Operations team and a trusted partner to our Vertical Sales Leaders, you will oversee and enhance the processes and deliver insights that fuel our go-to-market engine. You will balance day-to-day operational ownership with strategic projects across forecasting, CRM excellence and sales process optimisation.

Using data to improve pipeline visibility, highlight trends and support informed decision-making, you will create reporting and guidance that enable clarity and focus for Sales teams. Through continuous improvement and cross-functional collaboration, you will eliminate friction, strengthen operational discipline and set the organisation up to achieve growth predictably and at scale.

Main Responsibilities

• Lead analysis of sales performance, pipeline and activity data to identify trends, risks and opportunities that shape commercial decisions and sales priorities.
• Produce accurate and timely forecasting in partnership with Sales Leadership, improving predictability through better data quality, pipeline visibility and process discipline.
• Champion CRM excellence by ensuring data accuracy, usability and adoption; train Sales teams on best practices and lead ongoing enhancement of workflows, fields and processes.
• Drive continuous improvement of sales processes by identifying inefficiencies, eliminating friction, introducing automation and ensuring cross-functional alignment across Sales, Marketing, Finance and Product.
• Provide strategic recommendations to Sales Leadership on sales operations strategy and revenue optimization initiatives.
• Design, maintain and evolve the sales territory model in partnership with Vertical Leaders to maximise GTM effectiveness and reflect market demand; manage territory changes.
• Lead and drive major internal business initiatives focused on sales operations transformation, process optimization, and cross-functional integration to support organizational growth objectives.
• Manage operational policies and sales enquiries related to rules of engagement, account and lead allocation, ensuring clarity and consistent application across the organisation.
• Partner with Finance and Commissions to ensure month-end processes are completed accurately and on time, with the correct inputs for compensation and reporting.
• Oversee end-to-end systems and data processes for starters, movers and leavers within Sales, ensuring smooth onboarding, access and territory/account transitions.

About You

• Experience in Sales Ops, Enablement, Support, or Commercial Enablement.
• Growth mindset; proactively identifies and tackles challenges.
• Strong analytical skills with excellent attention to detail.
• Advanced Microsoft Excel and Office skills.
• Hands-on Salesforce experience; reporting, dashboards, and CRM administration.
• General understanding of Marketing, Finance, and Product operations.
• Comfortable interpreting data and translating into actionable insights, with strong commercial awareness of market positioning and competitive landscape to inform strategic recommendations.
• Works collaboratively across teams.
• Thrives in fast-paced, growth-focused environments.
• Strong communication skills; able to influence and build alignment.

Expectations

• We are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 2 days per week to foster and contribute to a collaborative environment, but this may be subject to change in the future.
• Due to the global nature of the team, a degree of flexible working will be required to accommodate different time zones.
• While this is expected to be a full-time role, part-time or flexible working arrangements will be considered.