Sales Operations Analyst

Cox Purtell; Sydney; On-site; AUD 90,000 - 130,000; Full time

Job summary

Cox Purtell in Sydney is seeking a seasoned Sales Operations professional to lead headcount, territory planning and analytics for the APJ BDR organization, shaping how staffing, quotas and CRM data drive performance.

You will partner with a US sales operations leader and the Sydney BDR lead to deliver accurate reporting, quota management and compensation support, using Dynamics 365, Excel, Power BI and Databricks.

Qualifications

• Proven experience in B2B sales operations or sales analysis including forecasting, pipeline management and quota setting.
• Hands-on experience with a CRM; Microsoft Dynamics 365 strongly preferred.
• Ability to explain drivers of sales performance such as average deal size, pipeline metrics and forecasting methods.
• Strong Excel and data analysis skills; Power BI and Databricks are highly regarded.
• Capable of working independently with minimal onboarding.

Responsibilities

• Lead headcount, staffing and territory planning for the APJ BDR team, keeping territory assignments and coverage up to date.
• Analyse BDR performance and quota attainment, covering pipeline, conversion and ramp, and produce quarterly business updates with clear recommendations.
• Own CRM data integrity in Dynamics 365 to ensure accurate reporting and compensation computations.
• Support compensation and incentive activity, including quota administration, spiffs and top-performer recognition.
• Collaborate with the sales help desk, IT and regional peers to resolve CRM and reporting issues.

Skills

Forecasting

Pipeline management

Quota setting

Data analysis

Excel

Power BI

Databricks

Independent work

Education

Bachelor's degree in business, finance or related field

Tools

Microsoft Dynamics 365

Job description

About the client

Our client is a global enterprise software company with a well-established presence across Asia Pacific and Japan. Its portfolio spans several major business units, sold to enterprise and commercial customers around the world. The APJ business development team sits within marketing and works across the full product range, connecting marketing demand with the sales organisation. The team runs on global processes, so you will be joining a mature, well-structured sales operations function.

About the role

This is a contract role based in Sydney, supporting the APJ business development representative (BDR) organisation. You will act as the regional trusted advisor to a US-based sales operations leader and work closely with the Sydney BDR leader, who supports Australia, Japan and Singapore. Your work will shape how the team is staffed, measured and paid, from territory planning and quota attainment through to the accuracy of the CRM data behind every performance report. It suits an experienced operator who can pick up new processes quickly and take ownership of problems without step-by-step guidance.

Duties

• Lead headcount, staffing and territory planning for the APJ BDR team, keeping territory assignments and coverage up to date.
• Analyse BDR performance and quota attainment, covering pipeline, conversion and ramp, and turn the results into quarterly business updates and clear recommendations.
• Own CRM data integrity in Microsoft Dynamics 365, making sure opportunity attribution and creator credit are correct so reporting and compensation are accurate.
• Support compensation and incentive activity, including quota administration, spiffs and annual top-performer recognition.
• Work with the sales help desk, IT and sales operations peers across the region and the US to resolve CRM and reporting issues.

Requirements

• Proven experience in B2B sales operations or sales analysis, including forecasting, pipeline management and quota or target setting.
• Hands-on experience with an enterprise-grade CRM, with Microsoft Dynamics 365 strongly preferred.
• The ability to explain the drivers of sales performance, such as average deal size, pipeline metrics, conversion rates and forecasting methods.
• Strong Excel and data analysis skills. Power BI and Databricks experience are highly regarded.
• Confidence working independently and taking ownership of new tasks with minimal onboarding.
• A bachelor's degree in business, finance or a related field.
• Availability for early-morning Sydney calls with US-based colleagues during the interview process and initial training.
• Full Australian working rights.