Senior Sales Operations Analyst

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done. 

There’s another option. Freshworks. With a fresh vision for how the world works.

At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world. 

Fresh vision. Real impact. Come build it with us.

We're looking for a highly skilled Senior Sales Operations Analyst to join our North America Field Revenue Operations team. In this strategic role, you'll blend analytical rigor with strong business partnership skills to drive insights, optimize sales performance, and support scalable growth across our Field Sales organization. 

You'll collaborate closely with senior leaders in Sales, Marketing, Enablement, and Customer Success, shaping how our GTM teams operate by turning data into clear recommendations and actionable strategy. If you thrive in a fast-paced SaaS environment, enjoy solving complex operational challenges, and excel at influencing decisions through data, we'd love to meet you. 

Key Responsibilities: 

• Analyze GTM performance data to surface insights, trends, risks, and opportunities. 
• Deliver executive-ready reporting, dashboards, and ad hoc analyses. 
• Support segmentation, account prioritization, and territory planning. 
• Manage recurring reporting for pipeline, funnel metrics, lead flow, and revenue performance. 
• Prepare operational inputs for MBRs, QBRs, and leadership reviews. 
• Own key Salesforce operational components (configurations, quotas, team structures, compensation elements, etc.). 
• Build and maintain Salesforce dashboards for self-service analytics. 
• Create and maintain SOPs, process documentation, and rules of engagement. 
• Partner with Sales, Marketing, Enablement, and Customer Success to drive GTM execution. 
• Operate autonomously and influence decisions with data-backed recommendations. 

Please note this is a hybrid role with onsite expectations of 3x/week (Tuesday - Thursday) from our San Mateo, CA headquarters. 

• 5-10 years in Revenue Operations, GTM Operations, Sales Operations, or Strategy within high-growth SaaS companies. 
• Strong analytical and modeling skills; proficient in Excel/Google Sheets, SQL, and BI tools (Tableau, Looker, Power BI).
• Deep understanding of B2B SaaS sales processes, funnel metrics, and revenue performance.
• Experience working with Salesforce and supporting GTM system workflows. 
• Excellent communication and stakeholder management skills. 
• Ability to work independently in a fast-paced environment. 
• Bonus: Salesforce Platform Certification; experience with lead routing, quotas, or compensation processes. 

The annual base salary range for this position is $120,000 - $150,000. This role is also eligible for a target bonus. 

Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level. Bonus/equity may be available.

Freshworks offers multiple options for dental, medical, vision, disability and life insurances. Equity + ESPP, flexible PTO, flexible spending, commuter benefits and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits.

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.