Sales Operations Junior Analyst

Optimizely; City of Westminster; On-site; GBP 65,000 - 90,000; Full time

Job summary

Optimizely is seeking a Sales Operations Analyst, Conversation Intelligence to join our GTM Operations team in Westminster. You’ll own how conversational data is captured, structured and turned into decisions across Revenue, starting with seller performance and deal health.

This is a build role connecting Sales, CS, Onboarding & Services, Enablement, Marketing, Product and Analytics. You will shape CI workflows, taxonomy, and AI-driven insights to improve forecast accuracy and drive expansions,

Qualifications

• 2+ years in Sales Operations, Revenue Operations, or GTM process strategy at SaaS.
• Hands-on with conversation intelligence platforms and AI tools.
• Ability to structure unstructured conversational data.

Responsibilities

• Build conversation data foundation and ZRA strategy across Sales, CS, and Onboarding.
• Integrate transcript insights into deal milestones and audit with Salesforce.
• Create scorecards to measure live-call methodology and coaching insights.
• Scale win/loss program to identify cycle friction.
• Operationalize CI across adoption, onboarding, renewals, and risk indicators.
• Define early risk signals to feed health scores for CS and alerts.
• Surface cross-sell opportunities and provide competitive insights to stakeholders.
• Maintain AI prompt frameworks and knowledge of the Opal platform.

Skills

2+ years experience in Sales/Revenue/G

Conversation intelligence tools

Analytical acumen

Taxonomy & data structuring

Cross-functional delivery

Salesforce knowledge

Education

Bachelor’s degree

Tools

Zoom Revenue Accelerator

Gong

Clari

Chorus

Salesforce

Job description

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We're not here to add to the noise. We're here to cut through it- with AI that actually works for marketers.

From AI-powered content creation to world-class CMS and the industry's most trusted experimentation platform, Optimizely is the tool modern marketers actually want to use. AI-Ready. Set. Go.

10,000+ brands including H&M, PayPal, and Zoom already get it. So do Gartner, Forrester, and IDC, who consistently recognize us as leaders in MarTech.

But here's the thing about building great products: it takes great people. Our 1,600+ Optimizers across 12 global offices are curious, collaborative, and refreshingly human. We don't do corporate speak. We do real conversations, big ideas, and genuinely care for the work we make together.

If you want to be part of a team that's shaping the future of marketing technology — and actually enjoys doing it — you're in the right place.

Find us on Instagram: @optimizely

Introduction

Optimizely is seeking a Sales Operations Analyst, Conversation Intelligence to join our GTM Operations team.

Every day, Optimizely generates thousands of recorded customer conversations — discovery and negotiation calls, onboarding and implementation sessions, QBRs and renewal discussions, support interactions, and AI-agent exchanges. Individually they are anecdotes. Systematically captured, tagged and routed, they are the most honest signal we have about why we win, why we lose, why customers churn, and what the market actually wants from us.

This role exists to build that system. You will own how conversation data is captured, structured and turned into decisions across the revenue organization — starting with seller performance and deal health, and extending across the full customer lifecycle.

This is a build role, not a reporting role. You will be the connective tissue between Sales, Customer Success, Onboarding & Services, Enablement, Marketing, Product and our Operations, Technology, Data & Analytics team.

Job Responsibilities

What You’ll Own

1. The conversation data foundation

• CI Strategy & Roadmap: Execute Zoom Revenue Accelerator (ZRA) strategy across Sales, CS, and Onboarding.
• Signal Taxonomy & Routing: Build a cross-functional signal taxonomy and routing logic to direct insights to owners.
• Data Quality & Capture Strategy: Track recording coverage, establish quality thresholds, and manage tooling capture strategies.

2. Sales execution and performance

• Workflow Transformation & Auditing: Integrate transcript insights into key deal milestones and use Salesforce data to audit deal stages and forecast accuracy.
• Methodology Adherence & Performance: Build scorecards to measure sales methodology on live calls and surface coaching insights.
• Productivity & Win/Loss Program: Scale top-performing rep behaviors and run a win/loss program to identify cycle friction.

3. Retention, onboarding and expansion

• CS & Onboarding Workflows: Operationalize CI across adoption, onboarding, risk identification, and renewals.
• Risk & Health Signals: Define early risk indicators to feed health scores and alert CSMs early.
• Expansion Detection: Surface cross-sell opportunities for Optimizely One and route qualified signals to CSMs/sellers.
• Competitive & Pricing Insights: Provide evidence on competitors, objections, and discount triggers to PMM, Deal Desk, and Finance.
• Product & Messaging Feedback: Extract feature requests for Product and deliver ICP/messaging evidence to Marketing.
• Enablement & Risk Flagging: Measure post-enablement behavior, flag off-script commitment risks, and create process docs.

5. Platform and AI operations

• Platform & Prompt Management: Build, test, and maintain AI prompt frameworks (e.g., ZRA, LLMs) and optimize the CI tech stack.
• Product Fluency: Maintain functional knowledge of our Opal platform and apply internal AI capabilities to GTM ops.

What Success Looks Like

• Expanded Coverage: Measurable conversation coverage across Revenue with shrinking blind spots.
• Methodology Impact: Documented methodology adherence that correlates with higher win rates.
• Forecast Accuracy: Improved forecast accuracy via conversation-validated deal stages.
• Proactive CS Signals: Early risk and expansion signals delivered to CS and Onboarding.
• Cross-Functional Trust: A recurring intelligence readout consumed outside Revenue.
• Process-First Mindset: Strong project management background to build scalable AI workflows in a fast-paced environment.
• Outcome-Oriented: Prioritize work aligning with company objectives and business outcomes.
• Cross-Functional Influence: Operate comfortably across boundaries to align non-direct-report teams.
• Accountability & Problem-Solving: Blameless mindset focused on transparency and preventative solutions.
• Self-Driven Innovation: Continuously experiment, research, and self-teach emerging AI/CI tools.
• Curious & Transparent: Curious about GTM AI tech, maintaining clear communication and healthy work/life balance.

Knowledge and Experience

• 2+ years of experience in Sales Operations, Revenue Operations, or GTM Process Strategy, ideally at a SaaS company
• Conversation intelligence and AI tool fluency: hands-on experience with conversation intelligence platforms (e.g. Zoom Revenue Accelerator, Gong, Clari, Chorus) and modern GTM AI tools, including large language models and prompt engineering
• Analytical acumen: comfortable turning qualitative conversational data and AI outputs into clear, actionable metrics for leadership
• Taxonomy and data structuring instinct: able to impose consistent structure on unstructured, messy conversational data
• Cross-functional delivery: experience running programs that span Sales, CS and other functions
• Experience with Salesforce or a comparable enterprise CRM

Education

Bachelor’s degree or related educational degree or certificates

Optimizely is committed to a diverse and inclusive workplace. Optimizely is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.