GTM Operations Analyst

1 day ago

Pune, Maharashtra, India Appzen Full time ₹ 15,00,000 - ₹ 25,00,000 per year

We are seeking a highly analytical and technically skilled GTM Operations Analyst with deep experience in Sales Operations, Salesforce reporting, CRM Analytics, and advanced spreadsheet capabilities (Excel + Google Sheets).

The ideal candidate will play a critical role in driving data-driven decision-making across the sales organization by delivering high-impact reporting, forecasting support, and performance insights.

This role will be instrumental in driving GTM Analytics, pipeline management, KPI tracking, and operational excellence, leveraging Salesforce, analytics tools, and spreadsheet automation (macros, pivot tables, scripting) to provide actionable insights and increase sales efficiency.

You will play a key role in delivering insights that improve pipeline visibility, sales forecasting accuracy, and overall sales performance. This role is perfect for someone who loves working with data, understands the sales lifecycle, and wants to influence revenue outcomes through analytics.

Key Responsibilities

  • Own GTM Analytics and drive regular analytics on field rep effectiveness and the companys GTM motions.
  • Design and manage advanced Salesforce reports and CRM Analytics (Nice to have) dashboards to deliver visibility into key sales metrics: pipeline health, funnel conversion, win/loss trends, sales cycle, quota attainment, etc.
  • Deliver weekly/monthly/quarterly reports with actionable insights for the Executive Leadership team, sales leadership, and GTM stakeholders.
  • Build and manage complex models and dashboards using Advanced Excel, automation skills (nice to have).
  • Create data validation workflows, template tools, and sheets that simplify reporting and forecasting for frontline reps and managers.
  • Define, track, and refine core Sales KPIs across the funnelfrom leads to closed-won opportunities.
  • Monitor opportunity data hygiene and work with sales teams to maintain accurate close dates, stage movement, and pipeline updates in Salesforce.
  • Partner with Salesforce Admins and RevOps to refine data models, implement automation, and improve analytics frameworks.
  • Recommend improvements to reporting infrastructure, lead/opportunity workflows, and tool integrations.
  • Ensure consistency and documentation of all data logic, definitions, and reporting processes.
  • Coordinate with the wider GTM Operations teams to support their analytics and reporting needs.

Required Skills & Qualifications

  • Bachelors degree in Business, Computer Science, Data Analytics, or a related field with 5+ years of experience in Sales Operations or Revenue Operations roles.
  • Salesforce Certified Administrator (ADM 201) or higher (Optional).
  • Experience working in B2B SaaS or tech sales environments.
  • Familiarity with tools like Salesforce, HubSpot and GTM tech stack.
  • Understanding of Sales systems, automation tools, or data visualization platforms (e.g. CRM Analytics, Tableau, Power BI) is a plus.
  • Ability to work cross-functionally and communicate insights effectively.
  • Experience in B2B SaaS or enterprise technology companies.
  • Must have a strong appetite for learning, with a positive mindset, and a desire to learn & grow within the role and beyond.
  • Advanced proficiency in Excel: Pivot tables, Power Query, advanced formulas. Macro/VBA development for automation of recurring tasks.(Nice to have)
  • Advanced Google Sheets knowledge: (Nice to have) Complex formulas, App Scripts, linked sheets, and automation workflows.
  • Strong communication skills and the ability to turn data into stories and strategies.

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