Sales Operations Analyst

About the role

In the past, to be a successful restaurateur, you simply had to have a passion for food and a passion for people - but to succeed as a digital restaurateur you also need to have a passion for technology. We believe in the joy of serving others, and that's why we created Otter - to help restaurateurs succeed in online food delivery. Restaurants around the world, both large and small, including Chick-fil-A, Ben & Jerry's, KFC, and Eataly trust our software to power their delivery business. We increase sales, reduce order issues, and decrease delivery headaches.

Responsibilities

• Lead Management & Pipeline Support
• Manage inbound lead routing and qualification processes to ensure timely assignment and follow-up by Account Executives.
• Analyze lead quality and conversion trends to identify opportunities for pipeline optimization.
• Partner with Sales Development Representatives (SDRs) and Account Executives to improve territory planning and lead prioritization.
• Market Research & Business Insights
• Conduct market research to identify high-potential customer segments, industries, and strategic growth opportunities.
• Analyze competitive trends, customer behavior, and market dynamics to support go-to-market initiatives.
• Build business cases and recommendations that help drive commercial strategy and resource allocation.
• Sales Enablement & Commercial Operations
• Develop sales assets, reporting, and operational tools that improve sales productivity and customer engagement.
• Support proposal development, RFP/RFI responses, and strategic customer opportunities.
• Assist with the rollout of new sales processes, programs, and initiatives that improve team performance.
• CRM & Data Management
• Maintain CRM data integrity and drive adherence to sales processes and best practices.
• Identify opportunities to improve Salesforce workflows, reporting, and automation.
• Partner with Revenue Operations to establish scalable processes and reporting structures.
• Analytics & Reporting
• Build and maintain dashboards, reports, and analyses that track key sales and business performance metrics.
• Use data to identify trends, diagnose performance gaps, and provide actionable recommendations.
• Communicate findings clearly to stakeholders across sales, operations, and leadership teams.

Requirements

• Required Qualifications
• 3-5+ years of experience in Sales Operations, Business Operations, Revenue Operations, Strategy, Consulting, or a related field.
• 1-3 years of experience supporting commercial, sales, or go-to-market organizations.
• Strong business acumen with the ability to connect data insights to business outcomes.
• Advanced Salesforce experience, including reporting, dashboards, and CRM process management.
• Strong analytical skills with proficiency in Google Suite.
• Experience working cross-functionally with Sales, Marketing, and Operations teams.
• Excellent communication and stakeholder management skills.
• Experience in SaaS, technology, or high-growth startup environments.
• Background in management consulting or technology consulting (Accenture, Deloitte, EY, PwC, etc.).
• SQL proficiency is a must.
• Python experience.
• Salesforce certifications (Bonus points).
• Experience supporting sales enablement, go-to-market strategy, or revenue operations initiatives.
• Highly analytical and naturally curious.
• Comfortable working with data while also influencing stakeholders across the organization.
• Organized and detail-oriented, with the ability to manage multiple priorities simultaneously.
• Proactive and self-directed; you identify problems and take ownership of solutions.
• Excited to work in a fast-paced environment where processes are continuously evolving.
• Motivated by helping teams perform at their highest level and driving measurable business impact.
• Why join us
• Demand for online food delivery is growing really fast! In the last 5 years, just in the US, the overall market has expanded 10X from $10B to $100B, and could expand to $500bn- $1T by 2030.
• Changing the restaurant industry: You'll be part of a team that helps restaurants succeed in online food delivery.
• Collaborative environment: You will receive support and guidance from experienced colleagues and managers, helping you to learn, grow and achieve your goals, and you'll work closely with other teams to ensure our customer's success.
• What else you need to know
• This role is based in our Toronto office location. As a company driven by innovation and continuous change, close collaboration is essential. We're constantly reimagining our industry, creating new products, and refining our processes,

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