Sales Operations Analyst

Appian; Washington (District of Columbia); On-site; USD 100,000 - 135,000; Full time

Benefits offered by this job

401(k) plan with company match

Paid parental leave

Medical, dental, and vision plans

Life insurance

Tuition reimbursement

Employee referral bonus program

Job summary

Appian is seeking a Sales Operations Analyst to transform sales data into actionable insights and own sales performance reporting to drive strategic decisions across the enterprise sales organization. This on-site role in McLean, VA focuses on AI-powered analytics and automation to streamline reporting and improve accuracy.

You will architect reporting systems, run hypothesis-driven analyses, and partner with sales leadership to design executive dashboards, forecast accuracy, and territory

Qualifications

• Bachelor’s degree or higher in business, finance, analytics, economics, or related field.
• 2+ years in sales operations, sales analytics, revenue operations, or BI in enterprise sales.
• Advanced spreadsheet proficiency in Google Sheets and Excel (pivot tables, formulas, macros).
• Salesforce data extraction, reporting, and pipeline analysis.
• Strong data analysis and hypothesis testing for actionable insights.

Responsibilities

• Architect and own sales performance reporting systems delivering real-time visibility into pipeline health and quota attainment.
• Execute hypothesis-driven analysis to uncover productivity patterns and opportunity trends.
• Lead deployment of AI automation and workflow solutions to reduce manual reporting cycles.
• Design and maintain executive dashboards and analytics frameworks for reviews and territory planning.
• Transform Salesforce data into standardized KPIs using advanced data modeling.

Skills

Sales operations

Sales analytics

Salesforce

Spreadsheet mastery

Data analysis

AI automation

Quota attainment

Education

Bachelor's degree or higher

Tools

Salesforce

Excel

Google Sheets

Tableau

Looker

Job description

Here at Appian, our values of Intensity and Excellence define who we are. We set high standards and live up to them, ensuring that everything we do is done with care and quality. We approach every challenge with ambition and commitment, holding ourselves and each other accountable to achieve the best results. When you join Appian, you’ll be part of a passionate team dedicated to accomplishing hard things, together.

Sales Operations AnalystMcLean, Virginia, USA | Work Model: On-site at Appian Headquarters

Transform sales data into actionable insights through AI-powered analysis and automation, and own sales performance reporting to drive strategic decision-making across the enterprise sales organization.

ABOUT THE TEAM

The Sales Operations team enables reporting and analytics for Appian's global sales organization, delivering the insights that fuel revenue growth in AI-Powered Process Automation. This team owns the full analytics lifecycle from pipeline visibility to quota attainment tracking, partnering directly with sales leadership to optimize performance. You will have autonomy to architect reporting frameworks and deploy AI-driven automation that accelerates decision-making for a high-growth enterprise software company.

THE OPPORTUNITY

Appian is scaling its enterprise sales motion as demand for AI-Powered Process Automation surges across financial services, government, and healthcare sectors. This role exists to transform how our sales organization leverages data by implementing advanced analytics, hypothesis-driven insights, and AI-enabled workflows that eliminate manual reporting overhead. You will become the trusted analytics partner to sales leadership, directly influencing territory planning, forecasting accuracy, and revenue optimization strategies.

WHAT YOU'LL DO

• Architect and own sales performance reporting systems that deliver real-time visibility into pipeline health, bookings trends, and quota achievement across all segments and geographies.
• Execute hypothesis-driven analysis to uncover sales productivity patterns, conversion bottlenecks, and opportunity trends that inform strategic decisions on resource allocation and go-to-market optimization.
• Lead the deployment of AI automation and workflow enablement solutions that reduce manual reporting cycles and accelerate access to actionable insights for field sales teams and executives.
• Partner with sales leadership to design and maintain executive dashboards and analytics frameworks that support quarterly business reviews, forecasting processes, and territory planning initiatives.
• Transform raw Salesforce data into standardized metrics and KPIs using advanced spreadsheet modeling and data manipulation techniques to ensure consistency and accuracy across all reporting.

REQUIRED QUALIFICATIONS

• Education: Hold a Bachelor's degree or higher in Business Administration, Finance, Data Analytics, Economics, Statistics, or a related quantitative field.
• Experience: 2+ years of experience in sales operations, sales analytics, revenue operations, or business intelligence roles supporting enterprise sales organizations.
• Advanced Spreadsheet Proficiency: Expert-level skills in Google Sheets and Microsoft Excel including pivot tables, advanced formulas, macros, and complex data modeling for large datasets.
• Salesforce Expertise: Demonstrated proficiency using Salesforce for data extraction, report building, and pipeline analysis to support sales performance management.
• Analytical Rigor: Proven ability to conduct data analysis and hypothesis testing to generate actionable business insights that drive measurable improvements in sales outcomes.
• AI Automation: Experience implementing AI-powered automation and workflow enablement tools to streamline reporting processes and enhance operational efficiency.
• Sales Metrics Mastery: Deep understanding of sales pipeline mechanics, performance analytics, bookings forecasting, and quota attainment tracking methodologies.

PREFERRED QUALIFICATIONS

• Visualization Tools: Hands-on experience with Tableau or Looker to build interactive dashboards and self-service analytics capabilities for sales stakeholders.
• Cross-Functional Leadership: Track record of partnering with finance, marketing, and customer success teams to deliver integrated revenue analytics and business intelligence.
• Ecosystem Experience: We value experience with Salesforce, as these skills translate well into our Enterprise-Grade Orchestration environment.

#SaaS #SalesOperations #Salesforce #CRM #GTMStrategy

The base salary range per provided represents a good faith and reasonable estimate of the range at the time of posting. Actual compensation will be dependent on a number of factors including, but not limited to, the candidate’s relevant work experience, qualifications, internal peer equity, and market and business conditions that exist when extending an offer. Sales roles may be eligible to participate in a commission plan subject to the terms of the applicable plans and policies.In addition, Appian provides generous benefits offerings that include a 401(k) plan with company match, flexible time off, paid parental leave, medical, dental, and vision plans, life insurance, disability insurance, wellness programs, flexible spending accounts, health savings account contributions, an employee referral bonus program, and learning and development resources. Certain positions may be eligible for equity awards.Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation, commission, bonus, or benefit plans.

Base Salary Range: $100,000 USD - $135,000 USD

Tools and Resources

• Training and Development: During onboarding, we focus on equipping new hires with the skills and knowledge for success through department-specific training. Continuous learning is a central focus at Appian, with dedicated mentorship and the First-Friend program being widely utilized resources for new hires.
• Growth Opportunities: Appian provides a diverse array of growth and development opportunities, including our leadership program tailored for new and aspiring managers, a comprehensive library of specialized department training through Appian University, skills based training, and tuition reimbursement for those aiming to advance their education. This commitment ensures that employees have access to a holistic range of development opportunities.
• Community: We’ll immerse you into our community rooted in respect starting on day one. Appian fosters inclusivity through our 8 employee-led affinity groups. These groups help employees build stronger internal and external networks by planning social, educational, and outreach activities to connect with Appianites and larger initiatives throughout the company.

Benefits

Appian offers a comprehensive benefits package designed to support your health, wellbeing, and financial future. Benefits may include health coverage, Employee Assistance Program (EAP) with free mental health support, life and disability insurance, an Employee Stock Purchase Program (ESPP), a retirement/pension plan, wellness dollars, tuition reimbursement, family-forming benefits and more. Benefits vary by country—please ask your Talent Acquisition contact for details specific to the location you are applying to.

About Appian

Appian provides AI automation for the most important business processes at the world’s largest organizations. Our platform is known for its unique power, reliability, and scale. We’ve been automating processes for more than 25 years and have proven expertise in enterprise operations. For more information, visit appian.com.

Follow Appian: LinkedIn, YouTube, Instagram, Facebook, and X.

Appian is an equal opportunity employer that strives to attract and retain the best talent. All qualified applicants will receive consideration for employment without regard to any characteristic protected by applicable federal, state, or local law.

Appian provides reasonable accommodations to applicants in accordance with all applicable laws. If you need a reasonable accommodation for any part of the employment process, please contact us by email [e-mail]. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

Appian's Applicant & Candidate Privacy Notice