Wood Mackenzie seeks a Principal Specialist - Sales Operations to play a pivotal role in powering the growth ambitions of the business. You will enable a high-performing, scalable Sales organisation by overseeing and enhancing processes and delivering insights that fuel the go-to-market engine.
What You'll Do
- Lead analysis of sales performance, pipeline and activity data to identify trends, risks and opportunities that shape commercial decisions and sales priorities.
- Produce accurate and timely forecasting in partnership with Sales Leadership, improving predictability through better data quality, pipeline visibility and process discipline.
- Champion CRM excellence by ensuring data accuracy, usability and adoption; train Sales teams on best practices and lead ongoing enhancement of workflows, fields & processes.
- Drive continuous improvement of sales processes by identifying inefficiencies, eliminating friction, introducing automation and ensuring cross-functional alignment across Sales, Marketing, Finance and Product.
- Provide strategic recommendations to Sales Leadership on sales operations strategy and revenue optimization initiatives.
- Design, maintain and evolve the sales territory model in partnership with Vertical Leaders to maximise GTM effectiveness and reflect market demand; manage territory changes.
- Lead and drive major internal business initiatives focused on sales operations transformation, process optimization, and cross-functional integration to support organizational growth objectives.
- Manage operational policies and sales enquiries related to rules of engagement, account and lead allocation, ensuring clarity and consistent application across the organisation.
- Partner with Finance and Commissions to ensure month-end processes are completed accurately and on time, with the correct inputs for compensation and reporting.
- Oversee end-to-end systems and data processes for starters, movers and leavers within Sales, ensuring smooth onboarding, access and territory/account transitions.
What We're Looking For
- Experience in Sales Ops, Enablement, Support, or Commercial Enablement.
- Growth mindset; proactively identifies and tackles challenges.
- Strong analytical skills with excellent attention to detail.
- Advanced Microsoft Excel and Microsoft Office skills.
- Hands-on Salesforce experience; reporting, dashboards, and CRM administration.
- General understanding of Marketing, Finance, and Product operations.
- Comfortable interpreting data and translating into actionable insights, with strong commercial awareness of market positioning and competitive landscape to inform strategic recommendations.
- Works collaboratively across teams.
- Thrives in fast-paced, growth-focused environments.
- Strong communication skills; able to influence and build alignment.
Technical Stack
- Microsoft Excel
- Microsoft Office
- Salesforce
Team & Environment
You will be a key member of the Revenue Operations team and a trusted partner to Vertical Sales Leaders.
Work Mode
This role operates on a hybrid work model.
We are an equal opportunities employer. This means we are committed to recruiting the best people regardless of their race, colour, religion, age, sex, national origin, disability or protected veteran status.
