The posting
About Us
Great Place To Work® is the global authority on workplace culture. Our mission is to help every place become a Great Place To Work® for all. We give leaders and organizations the recognition and tools to create a consistently and overwhelmingly positive employee experience, fostering cultures that are proven to drive business, improve lives, and better society.
Our recognition is the most coveted and respected in the world for elevating employer brands to attract the right people. Our proprietary methodology and platform enable organizations to truly capture, analyze, and understand the experience of all employees. Our groundbreaking research empowers organizations to build cultures that retain talent and unlock the potential of every employee. Our coaches, content, and community connect the boldest leaders, ideas, and innovations in employee experience. Since 1992, our Certification™, Best Workplaces™ Lists, and global benchmarks have become the industry standard, built on data from more than 100 million employees in 150 countries around the world.
In 2021, Great Place To Work® was acquired by UKG (Ultimate Kronos Group.) As a leading global provider of HCM, payroll, HR service delivery, and workforce management solutions, UKG believes organizations succeed when they focus on their people. While Great Place To Work® will continue operating independently within the UKG family, our research and insights will help UKG differentiate its best-in-class HR, talent, and workforce management technology, and together we'll support every workplace to become great. UKG has 15,000 employees around the globe and is known for its inclusive and supportive workplace culture and best-in-class rewards and benefits.
Both UKG and Great Place To Work® are leading the change on what it means to be a Great Place To Work® for all, and we are proud to be Certified™ great workplaces!
About the Position
We are looking for a Senior Sales Operations Analyst to build and run the operating discipline that enables Sales to execute consistently and scale effectively. This role sits at the intersection of sales strategy, planning, execution, technology, and analytics.
As our new-logo sales motion evolves from primarily inbound to a more structured outbound model, this role will partner with Sales leadership to shape how we plan, prioritize, and execute. You will own the operating cadence, processes, and systems that keep teams aligned, maintain pipeline and forecast discipline, and enable sellers to focus on the opportunities that matter most.
This is a senior individual-contributor role for someone who can take ambiguous business challenges, apply strong analytical and operational judgment, and turn them into practical solutions. You will bring a point of view, challenge existing approaches, and actively shape how we operate, informed by data, technical feasibility, and what will most effectively improve seller productivity and revenue performance. Success requires someone equally comfortable advising Sales leadership, working with frontline managers, and rolling up their sleeves to solve complex operational problems.
Key Responsibilities
- Partner with Sales Leadership to establish and run a consistent quarterly operating cadence: planning, business reviews, forecast reviews, deal inspections, and key execution milestones.
- Establish consistent operating processes and expectations across teams and segments, ensuring leaders and sellers have the information and accountability needed to act.
- Proactively identify execution gaps, competing priorities, and operational friction, recommending improvements that keep teams focused on pipeline progression and revenue attainment.
- Strengthen forecast accuracy and pipeline health through consistent opportunity management standards, qualification criteria, stage governance, and data quality.
- Participate in forecast and pipeline reviews, bringing independent analysis, identifying risks, and reinforcing sales process discipline with frontline managers.
- Develop reporting and leading indicators for pipeline creation, coverage, conversion, deal progression, and seller performance, translating findings into actionable recommendations.
- Partner with Sales Leadership to develop capacity, quota, territory, and account coverage recommendations, modeling scenarios informed by performance, market opportunity, and business priorities.
- Develop account segmentation, scoring, prioritization, and territory strategies that improve market coverage, balance seller portfolios, and identify whitespace opportunities.
- Manage account assignment, ownership, recycling, and coverage processes across Salesforce and related systems, ensuring accurate data and consistent execution.
- Partner with Demand Generation, Events, and Sales Leadership to translate targeted GTM programs into executable seller workflows, advising on audience selection, prioritization, and operational approach.
- Build and improve account distribution, engagement processes, and standardized seller workflows, including Gong Engage, to support consistent outbound execution.
- Work directly with sellers and managers to identify friction, improve adoption, and develop solutions that reduce administrative work and increase selling time.
- Serve as a recognized operational expert across Salesforce, Gong, 6sense, Unify, and related GTM technologies, understanding how they connect to support Sales execution.
- Identify, design, and implement automation, AI, and technology improvements that increase seller productivity and operational efficiency, evaluated against cost and business impact.
- Lead cross-functional process improvements with Revenue Systems & Architecture, from technical requirements and integration through adoption and scalable execution.
Success In This Role Looks Like
- Operating discipline: Sales operates against a consistent quarterly rhythm with clear milestones, effective reviews, and reliable follow-through. Leaders have visibility into pipeline health, deal progression, and forecast risks, supported by consistent processes and trustworthy data.
- Sales coverage and execution: Territories, account assignments, and seller priorities are aligned to market opportunity and business objectives, with clear ownership and minimal operational friction.
- Seller productivity: Sellers and managers spend less time on systems and administrative tasks, and more time engaging customers and advancing opportunities.
- Business impact: Operational improvements contribute measurably to pipeline generation, forecast accuracy, seller productivity, and revenue attainment.
- Strategic partnership and innovation: Sales leadership has a proactive partner who challenges assumptions, brings practical solutions, and continuously improves how the organization operates.
Required Qualifications
- 5+ years of experience in Sales Operations, Revenue Operations, Sales Analytics, or a comparable GTM operations role.
- Hands-on experience with sales forecasting, pipeline management, territory and account operations, and recurring operating cadences including forecast reviews, business reviews, and planning cycles.
- Depth of expertise in Sales Operations, with working knowledge of related disciplines including Finance, Revenue Systems, Marketing Operations, and GTM analytics.
- Strong analytical, data-reconciliation, and problem-solving skills, with the ability to work with complex data, build models, and surface actionable insights.
- Strong working knowledge of Salesforce, including opportunity management, reporting, dashboards, account ownership, and core CRM workflows.
- Demonstrated ability to evaluate complex business problems, challenge existing approaches, develop practical solutions, and lead cross-functional initiatives from requirements through adoption.
- Ability to influence stakeholders, communicate complex concepts, and work effectively with senior Sales leaders and frontline managers.
- Comfortable operating independently in ambiguous or evolving environments, with guidance needed only in the most complex situations.
- Comfortable operating independently in ambiguous or evolving environments with strong attention to detail and sound business judgment. Guidance needed only in the most complex situations.
- Track record of proactively identifying and evaluating new techniques, technologies, and approaches to improve Marketing effectiveness.
Preferred Qualifications
- Experience with Gong/Gong Engage and account-based or outbound platforms such as 6sense or Unify.
- Experience with account segmentation, market coverage, account prioritization, scoring, and whitespace analysis.
- Experience developing and maintaining opportunity management standards, qualification criteria, and sales process governance.
- Experience building or applying AI-powered tools, automation, or connected workflows that improve seller productivity and decision-making.
- Experience supporting a transition from inbound to structured outbound, including operationalizing GTM programs with Demand Generation or Marketing Operations.
- Experience modernizing fragmented workflows, addressing operational technology debt, or integrating data across sales systems.
All job descriptions are written to accurately reflect the open job and include general work responsibilities. They do not present a comprehensive, detailed inventory of all duties, responsibilities, and qualifications required for the job. Management reserves the right to revise the job or require that other or different tasks be performed if or when circumstances change.
The pay range for this position is $94,000 to $113,975. The actual base pay offered may vary depending on skills, experience, job-related knowledge and work location. In addition to base pay, employees may be eligible to participate in a performance-based bonus plan and to receive restricted stock unit awards as part of total compensation. Learn more about UKG’s benefits and rewards at https://www.ukg.com/about-us/careers/benefits
Benefits
Here, we know that you’re more than your work. That’s why our benefits help you thrive personally and professionally, from wellness programs and tuition reimbursement to U Choose — a customizable expense reimbursement program that can be used for more than 200+ needs that best suit you and your family, from student loan repayment, to childcare, to pet insurance. Our inclusive culture, active and engaged employee resource groups, and caring leaders value every voice and support you in doing the best work of your career. Information about our comprehensive benefits can be reviewed on the careers site at https://www.ukg.com/careers.
Equal Opportunity Employer
Great Place To Work is an equal opportunity employer. We aim to create and foster a Great Place To Work For All. We evaluate qualified applicants without regard to race, color, disability, religion, sex, age, national origin, veteran status, genetic information, and other legally protected categories.
View The EEO Know Your Rights poster
Great Place To Work/UKG participates in E-Verify. View the E-Verify posters here.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Disability Accommodation in the Application and Interview Process
For individuals with disabilities that need additional assistance at any point in the application and interview process, please email [email protected].
