Principal Analyst, Sales Strategy & Operations - Public Sector Sales

About the role

This highly visible role is a strategic partner to Senior Sales leadership, helping deliver in-period performance and build the operational foundation for scalable growth. It supports Public Sector Account Executive teams and partners closely with sales leadership and Revenue Operations teams to drive operational rigor, forecasting discipline and data-driven decisions. The position is remote, open to candidates in the Americas.

Key responsibilities

• Serve as an operational partner for Sales leaders in high-touch global Public Sector businesses, driving revenue performance and strategic insights.
• Improve sales forecasting and pipeline management under the Sales Franchise model, working with regional team leaders to raise accountability, predictability and forecast accuracy.
• Support annual planning cycles for Public Sector sales teams, including territory design, target splits, headcount planning and capacity modeling, and support field leaders with headcount management.
• Drive adoption of franchised sales practices, identify workflow friction and lead improvements to field productivity, engagement tracking and funnel metrics; explore AI and automation opportunities.
• Partner with Central Operations, Analytics, Systems and Sales Enablement to standardize and optimize sales processes, people and technology, and support QBR preparation, compensation tracking, performance reporting and change management.

Required profile

• 7+ years of experience in Sales Operations or Revenue Operations.
• Proven success supporting velocity B2B Sales Operations.
• Strong business acumen and executive presence, able to influence cross-functional stakeholders and executive leadership.
• Experience managing or partnering closely with systems and data teams.
• Preferred: experience in a public company or pre-IPO scale-up, MBA or advanced degree, familiarity with MEDPICC, Challenger or other enterprise sales methodologies.

Required skills

• Expertise in sales planning, forecasting, analytics and process design.
• Proficiency with Salesforce, Tableau, Google Sheets and other GTM tools.
• English written and verbal.

What we offer

• Base pay for new hires in the Americas: Zone A $152,100-$198,575, Zone B $136,890-$178,718, Zone C $126,243-$164,817.
• Possible eligibility for benefits, bonuses, commissions and equity.
• Health and wellbeing resources and paid volunteer days.