Sales Operations Analyst

Advanced Navigation is the world’s most determined innovator in AI robotics and navigation technologies across land, air, sea and space applications. Founded on a culture of research and discovery, Advanced Navigation's mission is to be the catalyst of the autonomy revolution. Fields of expertise include artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors and photonics. 

Today, Advanced Navigation is a supplier to some of the world's largest companies, including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors. Discover it for yourself: https://youtu.be/F7uAqs1gtuk


OVERVIEW OF ROLE 


The Sales Operations Analyst is a critical role within the Revenue Operations & Enablement team, responsible for managing processes that directly impact sales efficiency and effectiveness, and enable the GTM organisation to achieve its goals.

Your responsibilities will range from coordinating the sales forecasting cadence, reviewing pipeline health, and analyzing data to improve forecast accuracy, to administering  all sales incentives (commissions and SPIFs), ensuring accurate and timely payments.  You will focus on process optimization by identifying bottlenecks, refining workflows, and seeking automation opportunities across the Go-To-Market (GTM) organization. This role also proactively analyses sales data to provide actionable insights to the sales organisation and GTM leadership team.



ROLES & RESPONSIBILITIES 


  • Sales Strategy & Planning: Partner with the CRO, Head of Revenue Operations & Enablement, and Sales Leadership to design the go-to-market (GTM) structure, including territory and account segmentation and key account planning, to maximise market coverage and revenue potential.
  • Sales Forecasting & Analysis: Own the end-to-end sales forecasting methodology and cadence. Conduct pipeline data analysis and historical modeling to drive predictive accuracy and provide strategic guidance on revenue risk and opportunity to the GTM Leadership Team
  • Incentive and Compensation Management: Manage sales incentive plans (commissions and SPIFs),  and own the administration of incentives,  collaborating with finance to ensure timely payment and handling all queries from the sales organisation.
  • Sales Process & Methodology Optimisation: Lead the implementation of scalable, best-in-class processes across the GTM organisation, ensuring successful change management and adoption in partnership with system administrators and enablement.
  • Revenue Intelligence & Strategic Insights: Develop dashboards and analytics on the critical set of revenue performance KPIs (including win rates, pipeline velocity and coverage, and deal size), and provide actionable insights that directly influence sales strategy and resource allocation decisions.
  • Cross-Functional Alignment: Own the continuous alignment of processes and data standards across the entire Revenue lifecycle (Sales, Marketing, Customer Success, and Finance) to ensure a cohesive and efficient go-to-market motion.
  • Annual Operational Readiness: Lead operational readiness for the new fiscal year, strategically managing and executing all required changes related to planning, systems, and compensation across the Revenue Operations landscape.


QUALIFICATIONS, EXPERIENCE & SKILLS 

  • Bachelors degree or equivalent in a relevant discipline
  • 5-8 years experience in a similar role (sales operations, sales analytics, or business operations, finance background an advantage)
  • Expert proficiency in Salesforce CRM and reporting
  • Advanced Excel skills (pivot tables, VLOOKUP, data modeling)
  • Strong analytical skills with experience in sales data analysis and visualization, and the ability to communicate complex data insights to non-technical stakeholders. 
  • Experience with sales process optimization and workflow automation
  • Knowledge of sales methodologies and revenue operations best practices
  • Excellent communication and cross-functional collaboration skills
  • Self starter who can work independently and navigate ambiguity
  • Ability to both execute administrative work and think strategically
  • Ability to manage multiple initiatives and meet deadlines.
  • Background in B2B sales environment, preferably in technology
  • Knowledge of sales compensation planning and commission structures
  • Strong project management experience and/or certification (PMP, Agile)
  • Familiarity with Google Suite applications

Go to Market

Sydney, Australia

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