Lead Field Sales Operations Analyst (Revenue Operations Analyst)

OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with highly regarded companies worldwide, tackle complex issues, and contribute to projects shaping the future of digital transformation. AI is at the heart of everything we do—powering innovation, transforming work, and empowering digital knowledge workers.

About the role

Join a global, fast-moving Field Sales Operations team that acts as the operating system behind revenue generation. The Field Sales Operations Analyst is a trusted partner to sellers and sales leadership, connecting field operations with corporate teams in finance, compensation, and systems. This office-based role will be located in the USA or Canada.

The mission: enable Field Sales to exceed revenue goals through accurate forecasting, clean data, and operational excellence that drives seller productivity. You will transform real-time GTM data into actionable decisions—running forecast and pipeline inspection, governing opportunity ownership, maintaining data integrity, and using AI to automate repetitive tasks so leaders can act faster.

This role operates in a dual-capacity model: supporting both regional field execution and global Business Unit priorities. In the field-facing capacity, you will provide day-to-day operational support and analysis to a Sales VP/leader and their teams across an assigned coverage area (e.g., US Public Sector, Canada, LATAM). You will own recurring operational cadences, resolve execution blockers, and drive process excellence in partnership with Field Ops, PMO, and Center of Excellence functions. In parallel, you will support a designated Worldwide Business Unit and BU Leader by enabling global reporting, business performance visibility, process consistency, and alignment across regions. Success requires balancing local sales execution needs with broader strategic priorities while providing fast, accurate support under real forecast and quarter-close deadlines.

Responsibilities

• Forecast Management & Inspection
  • Run weekly forecast and pipeline inspection; proactively follow up on deals needing clarification and flag risk, coverage gaps, and quality issues.
  • Maintain live forecast files and exception reporting; surface week-2-to-close variance, participation, and accuracy trends to leadership.
  • Support daily/monthly/quarterly forecast calls and quarter-close, including Q4 close and new-fiscal-year launch cycles.
• Opportunity Governance & Data Integrity
  • Ensure account and opportunity data in Salesforce (SFDC) is accurate; proactively resolve ownership, routing, and roll-up discrepancies (e.g., mis-assigned or out-market opportunities).
  • Drive opportunity ownership corrections, mass transfers, and reassignments during territory and management-alignment changes; partner with WWFO/IT on tickets and data loads.
  • Validate segmentation in PTEP/SFDC (e.g., Mid-Market vs. Commercial thresholds) and keep client/coverage mapping current.
• Reporting & Analytics
  • Build and maintain management dashboards and Power BI views; deliver thoughtful analysis on pipeline, closed-deal, coverage, and competitive trends.
  • Prepare executive-ready reporting and QBR/deal-review materials that translate data into clear decisions and next steps.
  • Perform advanced Excel modeling on large datasets (pivots, Power Query) to support planning, reconciliation, and ad-hoc leadership requests.
• GTM Growth Program Development and Execution
  • Assist in the development of growth programs and sales plays to drive positive Business Unit results globally.
  • Develop reporting systems to monitor success, drive adoption, and influence execution of growth initiatives.
  • Implement mechanisms for feedback gathering and iterative improvement.
• Segmentation, Quota & Coverage
  • Support client segmentation, account assignments, territory coverage, and quota deployment/alignment changes across the assigned region.
  • Contribute to sales staffing, hiring, and onboarding processes as coverage and org design evolve.
• AI, Automation & Process Excellence
  • Champion AI in the daily workflow—use Microsoft Copilot, Power Automate, and AI-assisted reporting to automate prioritized, repetitive tasks.
  • Identify and lead process-improvement initiatives; standardize and document SOPs so every critical workflow has primary and backup coverage.
  • Answer seller and manager questions on ordering, SFDC, pricing, and process, redirecting to authoritative sources where available.
• Business Partnership
  • Partner with sales leaders and Field Ops peers on business planning, progress reporting, and outcome measurement.
  • Collaborate cross-functionally (finance, compensation, legal, IT, partner ops) in support of company goals; take on other key result areas as required.

Requirements

• Bachelor’s degree required; MBA or relevant Master’s a plus.
• Minimum 3–5 years of relevant business experience, ideally supporting a B2B/technology sales environment.
• Proficiency in Salesforce/CRM, Power BI, and advanced Excel; exposure to Anaplan, Power Automate, Microsoft Forms, SharePoint, and Teams is a plus.
• AI fluency: Comfortable with AI-assisted work (e.g., Copilot) and eager to automate manual processes.
• Strong analytical rigor, attention to detail, sound judgment under deadlines, clear communication, and a documentation-first, ownership mindset.

Benefits

OpenText offers a thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. Eligible roles may include variable and commission compensation opportunities, vacation entitlement, and paid time off.

Pay

Salary Range: $101,000.00 - $151,600.00. Depending on the candidate’s education, experience, skills, geographical location, and alignment with internal equity and external market, actual salary may vary and be higher or lower than the range posted. California residents: In addition to the comprehensive benefits, the role may be eligible for bonus or commissions.