Position Overview

We are seeking a highly analytical, hands on Senior Commercial Operations Analyst to join the GTM Operations team. This role will serve as a key execution and analytical partner within Commercial Operations, helping translate commercial strategy into scalable territory, routing, coverage, reporting, and operational processes.

The ideal candidate combines strong analytical and modeling capabilities with hands on experience working across GTM systems and data. This individual will play a key role in territory and routing operations, including hands on management of Fullcast, while partnering closely with GTM Systems and Data teams to improve how data flows across Salesforce, Fullcast, and the broader GTM technology environment.

This role is well suited for someone who enjoys solving complex business problems, digging into the underlying data, and then operationalizing the solution. Success will require the ability to move between analysis, data, systems, and execution while partnering closely with Commercial Operations, GTM Systems, Sales, Customer Success, Finance, and other cross functional teams.

This role follows a hybrid working model, with an expectation of 50% office attendance. Remote working arrangements may be considered on a case-by-case basis. Applicants must be based in the United States and able to work East Coast hours.

Regrettably we are unable to provide visa sponsorship, so you must be eligible to work in the US.

Key Responsibilities

Territory & Commercial Operations

• Own the execution of territory and coverage processes, including hands on management of Fullcast, account assignments, territory changes, and ongoing maintenance
• Support annual and in year territory planning through scenario modeling, account segmentation, capacity analysis, and evaluation of proposed coverage changes
• Continuously improve territory management processes, controls, and supporting technology as the business evolves

Analytics & Decision Support

• Analyze sales performance, pipeline, productivity, coverage, conversion, and other commercial metrics to identify trends, risks, and opportunities
• Build models and analyses that translate complex commercial data into actionable recommendations for Commercial and Sales leadership
• Partner with Finance and Commercial Operations on forecasting, planning, and other strategic analyses

Reporting & Operational Execution

• Build and maintain Salesforce dashboards and reporting that provide clear visibility into commercial performance and key business metrics
• Investigate and resolve complex operational and data issues across Salesforce, Fullcast, and the broader GTM data environment
• Partner with GTM Systems to translate business requirements into scalable solutions while maintaining ownership of the underlying commercial process

Process Improvement & Scale

• Identify opportunities to simplify, standardize, and automate recurring Commercial Operations processes, leveraging data, technology, and AI to improve efficiency and scale

These are the essentials you’ll need to get an interview:

• 5+ years of experience in a GTM (Go-to-Market) function, with a background in one or more of the following: Sales Operations, Revenue Operations, Commercial Operations, Marketing Operations, or Sales Strategy & Planning
• Strong hands-on experience with territory management, sales coverage and sales planning processes
• Advanced Salesforce reporting and dashboard capabilities, with the ability to investigate complex account, opportunity, ownership, routing, and data issues
• Strong analytical and modeling skills, including advanced Excel or Google Sheets capabilities
• Demonstrated ability to translate large and complex datasets into actionable business insights and operational requirements
• Strong understanding of core commercial metrics, including pipeline, conversion, bookings, sales productivity, capacity, coverage, retention, and expansion

Behavioral Skills:

• Ability to move comfortably between strategic business questions and detailed, hands-on operational execution
• Strong problem-solving skills with demonstrated ability to independently investigate ambiguous problems and drive them through resolution
• Clear communication skills, sound business judgment, and a strong sense of ownership and accountability

It would be great if you had these to, but we’ll support you if you don’t:

• Experience with Fullcast, LeanData, or comparable territory management and routing platforms strongly preferred
• Experience partnering with Data and Analytics teams to operationalize data across systems, including defining business requirements, identifying required fields and metrics, and validating data for downstream use
• Working knowledge of SQL, Snowflake, BI tools, or similar data environments is strongly preferred
• Experience partnering cross-functionally with Sales, Finance, Customer Success, Data, and GTM Systems teams
• Experience working in either a GRC (Governance, Risk and Compliance) or B2B SaaS environment

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