Sales Operations Specialist – EdTech

Sales Operations Specialist – EdTech Business

Location: Pune

Job Summary: As a key member of the team, the Sales Operations Specialist will play a crucial role in driving sales efficiency, improving sales performance, and enabling data driven decision making. The ideal candidate will possess a strong analytical mindset, keen eye for numbers & use of MS excel, excellent communication skills, and a deep understanding of sales methodologies and CRM systems (e.g., Salesforce). This position requires a proactive individual who can study and track data, identify opportunities for improvement, implement effective solutions and collaborate with sales, marketing and other cross-functional teams.

Key Responsibilities:

Sales Pipeline & Forecasting & Billing:

•Own and manage the end-to-end sales pipeline, ensuring data accuracy and visibility for all stakeholders.

•Develop and maintain sales forecasts, ensuring accuracy through data-driven insights and collaboration with the sales team.

•Monitor deal progress and identify bottlenecks to accelerate sales velocity.

•Ensure monthly & quarterly billings & invoicing and building reports

Sales Metrics & Reporting:

•Define, track, and analyze key sales and business metrics, including revenue growth, pipeline health, conversion rates, churn, and retention.

•Build real-time dashboards and reports for leadership to provide actionable insights into sales performance.

•Conduct win/loss analysis to identify trends and improve sales strategies.

•Manage reseller business transactions and provide support to sales

•Track receivables & ensure DSO days are maintained

•Track lead conversion and marketing spends and its ROI Process

Optimization & CRM Management:

•Ensure the CRM system Salesforce is optimized for sales tracking, reporting, and automation.

•Implement best practices for sales processes, deal tracking, and lead management.

•Streamline leads to qualification, routing, and follow-up processes to improve efficiency.

•Work with product and customer success teams to provide the right insights from the learning records and data generated in our LMS to drive usage and help with customer retention and renewals

Collaboration & Cross-Functional Support:

•Work closely with Sales, Marketing, and Customer Success teams to ensure smooth handoffs and alignment .

•Partner with Finance to align revenue reporting with recognized revenue tracking.

•Provide sales team training on using Sales force tools, analytics, and reporting best practices.

Strategic Insights & Growth Initiatives:

•Identify opportunities to improve pricing, sales strategies, and customer acquisition tactics.

•Help leadership make data-driven decisions on revenue forecasting, hiring, and market expansion.

•Support quarterly and annual planning by providing insights into sales trends and pipeline health.

Qualifications:

•3-4 years of experience in similar roles, preferably in the Edtech or SaaS industry.

•Automating various pro cess and data driven insights using AI would be an essential skill.

•Comfort with numbers, data analysis, and financial modelling

• Proficiency in HubSpot, Salesforce, or equivalent sales tools.

•Ability to create dashboards using Excel/Power BI

•Deep understanding of sales cycles, deal tracking, and revenue forecasting.

•Strong organizational and problem-solving skills to optimize workflows.

•Ability to work cross-functionally and provide actionable insights to stakeholders.

•Excellent communication (written and verbal), interpersonal and presentation skills.

•Having experience of using AI for Data analysis would be an added advantage