Sales Operations Analyst

Sales Operations Analyst

McLean, Virginia, USA | Work Model: On-site at Appian Headquarters

Transform sales data into actionable insights through AI-powered analysis and automation, and own sales performance reporting to drive strategic decision-making across the enterprise sales organization.

ABOUT THE TEAM

The Sales Operations team enables reporting and analytics for Appian's global sales organization, delivering the insights that fuel revenue growth in AI-Powered Process Automation. This team owns the full analytics lifecycle from pipeline visibility to quota attainment tracking, partnering directly with sales leadership to optimize performance. You will have autonomy to architect reporting frameworks and deploy AI-driven automation that accelerates decision-making for a high-growth enterprise software company.

THE OPPORTUNITY

Appian is scaling its enterprise sales motion as demand for AI-Powered Process Automation surges across financial services, government, and healthcare sectors. This role exists to transform how our sales organization leverages data by implementing advanced analytics, hypothesis-driven insights, and AI-enabled workflows that eliminate manual reporting overhead. You will become the trusted analytics partner to sales leadership, directly influencing territory planning, forecasting accuracy, and revenue optimization strategies.

WHAT YOU'LL DO

• Architect and own sales performance reporting systems that deliver real-time visibility into pipeline health, bookings trends, and quota achievement across all segments and geographies.
• Execute hypothesis-driven analysis to uncover sales productivity patterns, conversion bottlenecks, and opportunity trends that inform strategic decisions on resource allocation and go-to-market optimization.
• Lead the deployment of AI automation and workflow enablement solutions that reduce manual reporting cycles and accelerate access to actionable insights for field sales teams and executives.
• Partner with sales leadership to design and maintain executive dashboards and analytics frameworks that support quarterly business reviews, forecasting processes, and territory planning initiatives.
• Transform raw Salesforce data into standardized metrics and KPIs using advanced spreadsheet modeling and data manipulation techniques to ensure consistency and accuracy across all reporting.

REQUIRED QUALIFICATIONS

• Education: Hold a Bachelor's degree or higher in Business Administration, Finance, Data Analytics, Economics, Statistics, or a related quantitative field.
• Experience: 2+ years of experience in sales operations, sales analytics, revenue operations, or business intelligence roles supporting enterprise sales organizations.
• Advanced Spreadsheet Proficiency: Expert-level skills in Google Sheets and Microsoft Excel including pivot tables, advanced formulas, macros, and complex data modeling for large datasets.
• Salesforce Expertise: Demonstrated proficiency using Salesforce for data extraction, report building, and pipeline analysis to support sales performance management.
• Analytical Rigor: Proven ability to conduct data analysis and hypothesis testing to generate actionable business insights that drive measurable improvements in sales outcomes.
• AI Automation: Experience implementing AI-powered automation and workflow enablement tools to streamline reporting processes and enhance operational efficiency.
• Sales Metrics Mastery: Deep understanding of sales pipeline mechanics, performance analytics, bookings forecasting, and quota attainment tracking methodologies.

PREFERRED QUALIFICATIONS

• Visualization Tools: Hands-on experience with Tableau or Looker to build interactive dashboards and self-service analytics capabilities for sales stakeholders.
• Cross-Functional Leadership: Track record of partnering with finance, marketing, and customer success teams to deliver integrated revenue analytics and business intelligence.
• Ecosystem Experience: We value experience with Salesforce, as these skills translate well into our Enterprise-Grade Orchestration environment.

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