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Otter is a software platform that helps restaurateurs succeed in online food delivery. The company powers delivery operations for major brands including Chick-fil-A, Ben & Jerry's, KFC, and Eataly.
As a Sales Operations Analyst, you will support the growth and effectiveness of the commercial organization by partnering with Sales, Marketing, Revenue Operations, and Leadership teams to improve processes, generate insights, and enable data-driven decision-making.
Key responsibilities include:
Lead Management & Pipeline Support: Manage inbound lead routing and qualification to ensure timely assignment by Account Executives. Analyze lead quality and conversion trends to identify pipeline optimization opportunities. Partner with SDRs and Account Executives on territory planning and lead prioritization.
Market Research & Business Insights: Conduct market research to identify high-potential customer segments and strategic growth opportunities. Analyze competitive trends, customer behavior, and market dynamics to support go-to-market initiatives. Build business cases and recommendations to drive commercial strategy.
Sales Enablement & Commercial Operations: Develop sales assets, reporting, and operational tools that improve productivity and customer engagement. Support proposal development, RFP/RFI responses, and strategic opportunities. Assist with rollout of new sales processes and programs.
CRM & Data Management: Maintain CRM data integrity and drive adherence to sales processes. Identify opportunities to improve Salesforce workflows, reporting, and automation. Partner with Revenue Operations on scalable processes.
Analytics & Reporting: Build and maintain dashboards, reports, and analyses tracking key sales and business metrics. Use data to identify trends, diagnose performance gaps, and provide actionable recommendations. Communicate findings to stakeholders across the organization.
Required: 3–5+ years in Sales Operations, Business Operations, Revenue Operations, Strategy, or Consulting. 1–3 years supporting commercial/sales/go-to-market organizations. Strong business acumen. Advanced Salesforce experience (reporting, dashboards, CRM management). Strong analytical skills and Google Suite proficiency. Cross-functional collaboration experience. Excellent communication and stakeholder management.
Preferred: SaaS, technology, or high-growth startup experience. Management or technology consulting background. SQL proficiency. Python experience. Salesforce certifications. Sales enablement or revenue operations experience.
