Company Overview

The organisation recognises that consistent sales performance depends not only on customer-facing activity but also on reliable processes, accurate reporting, effective tools, and clear performance measures. Its commercial teams require timely information to monitor pipeline health, evaluate sales productivity, improve forecasting, and allocate resources effectively.

The organisation is seeking a Sales Operations & Performance Analyst to support the sales function through data analysis, process coordination, reporting, and operational improvement. This role will help ensure that sales teams have accurate information, clearly defined processes, and practical insights to support better commercial decisions.

Role Summary

The Sales Operations & Performance Analyst will analyse sales activity, maintain performance reports, support pipeline forecasting, and identify opportunities to improve the efficiency of commercial processes. The role will involve working with CRM data, sales targets, conversion metrics, customer records, and revenue information to provide a clear view of sales performance.

Working remotely from Estonia, the successful candidate will collaborate with sales managers, account executives, business development teams, finance, and marketing to improve reporting consistency and operational coordination. The position is suited to an analytical professional who combines strong data skills with an understanding of sales processes and the ability to communicate findings clearly.

Key Responsibilities

• Collect, validate, and analyse sales data from CRM platforms, reporting systems, spreadsheets, and other relevant business applications.

• Develop and maintain dashboards and recurring reports covering pipeline value, lead conversion, sales cycle duration, win rates, revenue performance, and target attainment.

• Monitor sales activity against agreed targets and identify significant changes in performance, pipeline quality, and opportunity progression.

• Support sales forecasting by reviewing opportunity stages, expected close dates, historical conversion patterns, and input from sales representatives.

• Maintain consistent definitions for sales metrics, reporting periods, opportunity stages, and performance indicators.

• Investigate discrepancies between CRM records, sales reports, finance data, and management dashboards.

• Work with sales teams to improve CRM data completeness, record accuracy, opportunity updates, and adherence to established sales processes.

• Analyse lead sources and conversion rates to help identify the channels and activities contributing to qualified opportunities.

• Review sales cycle patterns and identify bottlenecks that may delay customer decisions or reduce conversion rates.

• Support the design and implementation of sales workflows, reporting templates, documentation standards, and process improvements.

• Assist with territory planning, account allocation, sales capacity analysis, and other commercial planning activities where required.

• Coordinate sales target information and performance tracking with finance and relevant management stakeholders.

• Prepare analysis for sales reviews, quarterly planning sessions, and performance meetings.

• Identify opportunities to automate repetitive reporting tasks and reduce manual data preparation.

• Support CRM enhancements by documenting user requirements, testing changes, and gathering feedback from sales teams.

• Maintain documentation describing report logic, data sources, calculation methods, and reporting schedules.

• Handle customer and sales information responsibly, following applicable confidentiality and data protection procedures.

• Communicate analytical findings in practical terms, helping commercial teams understand performance issues and prioritise improvement actions.

Requirements and Qualifications

• Bachelor’s degree in Business Analytics, Finance, Economics, Statistics, Information Systems, or a related discipline, or equivalent experience.

• Experience in sales operations, commercial analysis, business intelligence, revenue operations, or a similar analytical function.

• Strong Microsoft Excel skills, including pivot tables, lookup functions, data validation, formulas, and structured reporting.

• Experience working with CRM platforms such as Salesforce, HubSpot, or equivalent systems.

• Ability to analyse sales pipelines, conversion rates, win rates, revenue trends, and other commercial performance indicators.

• Experience with Power BI, Tableau, Looker, or another reporting and visualisation tool is beneficial.

• Working knowledge of SQL or other methods for extracting, reconciling, and analysing business data is an advantage.

• Understanding of sales processes, lead management, opportunity stages, account ownership, and forecasting principles.

• Strong attention to detail and the ability to identify inconsistencies in complex datasets.

• Ability to convert analytical findings into clear reports and actionable recommendations for sales stakeholders.

• Good communication and collaboration skills, including the ability to gather requirements from colleagues with different technical backgrounds.

• Strong organisational skills and the ability to manage recurring reporting deadlines alongside ad hoc requests.

• Professional English proficiency, both written and spoken.

• Ability to work independently in a remote environment while maintaining reliable communication and documentation practices.

Benefits

• Remote working arrangement within Estonia.

• Opportunity to contribute to the efficiency and performance of the organisation’s commercial function.

• Exposure to sales analytics, revenue forecasting, CRM optimisation, and commercial planning.

• Opportunities to strengthen technical skills in reporting, visualisation, CRM administration, and data analysis.

• Collaboration with sales, marketing, finance, and business development teams.

• A working environment that values data accuracy, process improvement, analytical thinking, and measurable outcomes.

Application Instructions

Interested candidates should submit an up-to-date CV outlining their experience in sales operations, performance analysis, CRM reporting, or commercial analytics. Applications should highlight examples of dashboards, forecasting reports, process improvements, or data analysis that helped improve sales visibility or operational efficiency. Candidates should include relevant experience with Excel, CRM platforms, and business intelligence tools. Applicants should demonstrate analytical accuracy, clear communication, and the ability to support commercial teams through reliable reporting and practical recommendations.

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