Senior Sales Operations Analyst

• 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

• 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
• 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

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