Principal, Sales Ops, Planning & Analysis
The Sales Operations Manager plays a critical role in supporting Forterro’s sales function by driving operational efficiency, optimizing sales processes, and ensuring data-driven decision-making that drive our revenue generation efforts. This role is responsible for CRM management, sales analytics and reporting, process improvement, sales compensation tracking and issuance, and sales strategy enablement. You will work closely with sales leadership, marketing, finance, and customer success teams to improve sales productivity and effectiveness.
Responsibilities
Sales Operations & Enablement
- Serve as a day-to-day business partner to the sales team, providing operational support and strategic insights.
- Own CRM management (Salesforce), ensuring accurate and up-to-date sales data, including opportunity tracking, pipeline management (pipeline health), and forecasting.
- Identify and implement process improvements to enhance sales efficiency and effectiveness.
- Train and support sales colleagues on sales tools, CRM best practices, and reporting processes.
- Participate to sales training, seminars, and workshops to upskill the sales team and drive adoption of best practices.
- Analyze customer inquiries, complaints, and service issues, providing recommendations to improve sales effectiveness.
- Work closely with finance to align sales reporting with revenue recognition and business objectives.
Salesforce use enablement & contracts harmonization
- Support the recent deployment of Salesforce by engaging various Stakeholders enabling the adoption the CRM for the French Products
- Be a key success factor in the new tool interacting between the Salesforce Forterro Project team and the Sales leaders & rep to maximize the adoption
- Ultimately when the tool is deployed, work together with the Legal department in harmonizing contracts with Forterro future’s standards framework
Sales Compensation & Performance Management
- Track, calculate, and issue sales compensation plans, ensuring accuracy and alignment with business goals.
- Support quota setting, territory planning, and performance tracking.
- Monitor and optimize the effectiveness of sales incentive programs.
Skills, Knowledge and Expertise
- Experience: 5+ years in Sales Operations, Revenue Operations, or a related field within a B2B SaaS or IT/software industry.
- French & English mandatory, Spanish is a plus.
- Possible to work from the Forterro offices, and in certain cases remotely
- Salesforce Expertise: Strong experience with Salesforce CRM, including pipeline management, forecasting, and reporting.
- Analytical Skills: Proficiency in analyzing sales data to drive insights and decision-making.
- Process Improvement: Proven ability to streamline and improve sales workflows.
- Compensation Management: Experience with sales compensation tracking and calculations.
- Collaboration & Communication: Strong ability to partner with sales, marketing, and finance teams.
- Industry Knowledge: Familiarity with sales methodologies, pipeline management, and revenue forecasting in a software or IT environment.
About Forterro
Founded in 2012, Forterro has grown to become a category leader in industrial software – with strongholds in Europe’s top production economies, as well as regional service hubs and development centres around the world. From more than 40 office locations, our 1,700+ employees provide and support software for more than 13,000 industrial businesses. Our products are deeply rooted in the demands of their local geography. And each is designed to strengthen and accelerate our customers’ ability to operate efficiently and compete effectively.
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