Senior Sales Operations Specialist

Informa Group Plc.; Blackfriars; Hybrid; GBP 65,000 - 95,000; Full time

Benefits offered by this job

Great community

Volunteer days

Training & development

Private medical cover

ShareMatch scheme

Hybrid work model

Job summary

Informa TechTarget is seeking a Senior Sales Operations Specialist to lead and optimize post-sale order-to-cash processes for the Omdia business unit in a dynamic, data-driven environment.

You will provide strategic oversight, mentor a team, and partner with sales, finance and delivery to improve customer experience and operational efficiency. This role supports multi-year contracts and complex deals in a global tech context.

Qualifications

• 5+ years of demonstrable experience in sales operations, with at least 2 years in a senior or lead capacity.
• Proven track record in managing complex order-to-cash processes in a B2B environment.
• Experience leading process improvement initiatives and driving operational excellence.
• Strong background in quality control with focus on data accuracy and delivery.
• Leadership experience including mentoring, training, and cross-functional collaboration.

Responsibilities

• Leads and oversees the sales order approval process across multiple business areas and complex deal structures.
• Develops and implements business rules and authority frameworks to ensure compliance and efficiency.
• Drives strategic initiatives to optimize the order-to-cash process and reduce cycle times.
• Mentors and guides junior Sales Operations Specialists and cross-functional team members.

Skills

Salesforce

Advanced Excel

SAP ERP

Order-to-Cash

Leadership

Education

Bachelor's degree in Business, Finance, Operations, or related field

Tools

Salesforce

Excel

ERP Integrations

BI Tools

Job description

At Informa TechTarget, we believe that technology innovation is key to driving positive change in our society. We believe that digital inclusion underpins progress. And we believe that diversity in tech is central to a thriving industry.

Our aim is to inspire the global technology community to build a better world by informing, educating and connecting them through world-class research, training, events, and media.

We sit at the heart of the tech community with specialisms in emerging tech/AI, enterprise IT, cyber security, service providers/NextG, critical communications, media & entertainment and marketing technology.

Leveraging over 100 trusted brands, we offer an unrivalled global networking community and platform for technologists and innovators to be inspired and reach their full potential.

(Join us and reach yours!)

This role is based in our 240 Blackfriars office.

Position Overview

This senior role leads and optimizes the post-sale, order to cash process for the Omdia business while providing strategic oversight and mentorship. This position ensures accurate sales contracts, successful handover to downstream delivery teams, and drives process improvements across the sales operations function. The Senior Sales Operations Specialist serves as a subject matter expert and works closely with leadership to enhance operational efficiency and customer experience.

Areas of Responsibility & Accountability

Strategic Leadership

• Leads and overseesthe sales order approval process across multiple business areas and complex deal structures
• Develops and implementsbusiness rules and authority frameworks to ensure compliance and efficiency
• Drives strategic initiativesto optimize the order-to-cash process and reduce cycle times
• Mentors and guidesjunior Sales Operations Specialists and cross-functional team members

Process Management

• Onboarding new sales team members, including Salesforce and sales prospecting tools.
• Training the sales team on Salesforce functionalities and sales prospecting tools.
• Conducting UAT testing (as part of both Sales Ops and Sales Enablement).
• Triaging and resolving inbound queries in a timely manner from users relating to enablement, such as training and knowledge improvement, general ‘how to’ questions and scoping out enhancement requests to be able to act as the bridge between the users and technical teams.

Advanced Order Management & Quality Assurance

• Manages complex sales ordersincluding multi-year contracts, enterprise deals, and custom arrangements
• Establishes quality control standardsand ensures adherence to data standards across all order types
• Leads escalation resolutionfor complex compliance and contractual issues
• Ensures seamless SAP integrationand troubleshoots system-related challenges

Cross-functional Collaboration & Leadership

• Partners with senior stakeholdersacross sales, finance, and delivery teams to resolve complex issues
• Leads process improvement initiativesand identifies opportunities for automation and efficiency gains
• Provides strategic supportto sales leadership on operational matters and deal structuring
• Drives change managementfor new processes, systems, and business rule implementations

Performance Monitoring & Reporting

• Develops and maintainsadvanced reporting and analytics for sales operations metrics
• Monitors end-to-end order lifecycleand implements proactive measures to prevent delays
• Establishes KPIs and SLAsfor order processing and customer experience standards
• Provides strategic insightsto leadership on operational performance and improvement opportunities

Knowledge Management

• Creates and maintainscomprehensive process documentation and training materials
• Leads knowledge sharing sessionsand ensures consistent application of standards across teams
• Serves as escalation pointfor complex operational challenges and customer issues

Experience & Qualifications

• 5+ years of demonstrable experiencein sales operations, with at least 2 years in a senior or lead capacity
• Proven track recordin managing complex order-to-cash processes in a B2B environment
• Experience leading process improvement initiativesand driving operational excellence
• Strong backgroundin quality control environments with focus on data accuracy and delivery
• Leadership experienceincluding mentoring, training, and cross-functional collaboration
• Bachelor's degreein Business, Finance, Operations, or related field preferred

Knowledge & Skills

Technical Expertise

• Advanced Salesforce.com administrationand configuration capabilities
• Expert-level Excel skillsincluding advanced formulas, pivot tables, and data analysis
• Strong SAP knowledgeand experience with ERP system integrations
• Proficiency in business intelligence toolsand reporting platforms
• Understanding of financial systemsand billing/invoicing processes

Leadership & Strategic Skills

• Process improvement and optimization expertisewith proven results
• Strong project management capabilitieswith ability to lead multiple complex initiatives
• Advanced problem-solving skillsand ability to handle escalated issues
• Change management experienceand ability to drive adoption of new processes
• Strategic thinkingwith ability to identify and implement operational improvements

Communication & Interpersonal Skills

• Exceptional communication skillswith ability to present to senior leadership
• Strong mentoring and coaching abilitiesfor team development
• Excellent stakeholder managementacross multiple departments and levels
• Customer-focused mindsetwith commitment to exceptional service delivery
• Collaborative leadership stylewith ability to influence without direct authority

Preferred Qualifications

• Experience in technology or data/intelligence industry
• Salesforce certifications(Administrator, Advanced Administrator, or Sales Cloud)
• Project management certification(PMP, Agile, etc.)
• Experience with subscription-based business models
• Knowledge of contract management and legal compliance requirements

This senior role offers the opportunity to make a significant strategic impact on our sales operations while developing and leading a high-performing team in a dynamic, growth-oriented environment.

We believe that great things happen when people connect face-to-face. That's why we work in-person with each other, or with customers and partners, three days a week or more. When you’re not spending time together in one of our offices or other workplaces – like at an Informa event – you get the flexibility and support to work from home or remotely.

TechTarget, Inc., doing business as Informa TechTarget, including its subsidiaries is an equal opportunity employer and complies with all applicable federal, state, and local fair employment practices laws. We strictly prohibit and do not tolerate discrimination against employees, applicants, or any other covered persons because of race, color, sex (including pregnancy), age, national origin or ancestry, ethnicity, religion, creed, sexual orientation, gender identity or expression, status as a veteran, and basis of disability or any other federal, state or local protected class. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, training, promotion, discipline, compensation, benefits, and termination of employment. If you would like to request reasonable adjustments or accommodationsto assist your participation in the hiring process and, or in the advertised position, please inform the appropriate Talent Acquisition Partner for the role once they have been in touch. Your request will be reviewed and considered in confidence.

Informa TechTarget complies with the Americans with Disabilities Act (ADA), as amended by the ADA Amendments Act, and all applicable federal, state or local law.

Our benefits include:

• Great community:a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• Broader impact:take up to four days per year to volunteer, with charity match funding available too
• Career opportunity:the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out:annual leave, birthday leave and the chance to work from (almost!) anywhere for up to four weeks a year
• A flexible range of personal benefits to choose from, plus company funded private medical cover
• A ShareMatch scheme that allows you to become an Informa shareholder with free matching shares
• Strong wellbeing support through EAP assistance, mental health first aiders, a healthy living subsidy, access to health apps and more
• Recognition for great work, with global awards and kudos programmes
• As an international company, the chance to collaborate with teams around the world