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Follett Software · 17 hours ago

Senior Sales Operations Analyst

United States

Full-time

Remote

Senior Level

5+ years exp

Follett Software is dedicated to empowering educators with technology to enhance student success. The Senior Sales Operations Analyst will optimize sales performance through insightful reporting, forecasting, and territory management, leveraging advanced technical skills in SQL and Salesforce to support sales strategy and commission planning.

Higher Education

Responsibilities

Design, develop, and maintain performance dashboards and operational reports for Sales and Executive Leadership using Salesforce, Excel, and BI tools

Deliver regular reporting on bookings, pipeline health, lead progression, win/loss metrics, and sales activity KPIs

Collaborate closely with sales leaders to define metrics that align with Follett’s go-to-market strategy

Own the creation and refinement of predictive models that improve sales forecasting accuracy

Provide actionable insights through historical trend analysis, cohort modeling, and segmentation

Highlight performance drivers and risks using data from Salesforce, Oracle, and other internal sources

Conduct annual territory alignment and optimization analysis based on historical data, opportunity volume, and sales capacity

Prepare and validate commission data and reports based on sales transactions, attainment thresholds, and quota structures

Partner with Finance and HR teams to support accurate and timely incentive compensation processing

Write complex SQL queries to extract, transform, and analyze large datasets from Salesforce, Oracle, and internal databases

Ensure data consistency and integrity across platforms and reports

Help define and maintain data governance processes that align with Follett Software’s standards for accuracy and trust

Other duties and tasks as assigned

Qualification

SQLSalesforceData analyticsTableauPower BIOracle ERPCommunication skillsCollaborationIndependent work

Required

5+ years of experience in data analytics or sales operations, preferably within a SaaS or EdTech environment

Bachelor's degree in Business, Analytics, Computer Science, or a related field

Experience with visualization tools such as Tableau, Power BI, or Salesforce Analytics Cloud

Deep expertise in SQL for advanced querying and analysis

Strong working knowledge of Salesforce CRM, including custom reporting and dashboard creation

Background in supporting territory design, quota setting, or sales compensation programs

Understanding of K–12 market trends or experience in education software is a plus

Familiarity with Oracle ERP systems and cross-system data reconciliation

Demonstrated ability to present technical findings clearly to non-technical stakeholders

Excellent written and verbal communication skills

Ability to work independently, manage multiple priorities, and collaborate effectively in a cross-functional environment

Benefits

Fully remote work, giving you the flexibility to do your best work from anywhere in the continental U.S. (unless otherwise noted)

Subsidized healthcare plans, including orthodontic coverage, with HSA option that includes employer matching

Company-paid disability and life insurance, with the option to enhance coverage through voluntary plans

Robust Paid Time Off, including Flex PTO for salaried roles, paid parental leave, company holidays, and paid volunteer service time

Retirement savings with employer match, vesting every pay period

Flexible Spending Accounts for healthcare and dependent care

Optional supplemental coverages, such as accident, hospital, and critical illness insurance, identity theft and credit monitoring, and legal protection services

Meaningful recognition and tangible rewards that celebrate achievements, fuel motivation, and recognize both individual and team success