Sales Operations Specialist

Position Title: Sales Operations Specialist

Location: India (ERM Global Delivery Center)

Direct GDC Report To: Sales Operations CoE Manager

Dotted Line Reports To: Regional Commercial Director (assigned region)

Direct Reports: None

Function: Commercial / Sales Enablement

Work Pattern: Hybrid; flexibility for shift overlap with the assigned region required

About ERM

ERM is the world's largest pure-play sustainability consultancy, partnering with the world's leading organizations to create innovative solutions to sustainability challenges and unlock commercial opportunities that meet the needs of today while preserving opportunity for future generations. Sustainability is our business.

As we continue to scale our commercial organization globally, we are establishing a Sales Operations Center of Excellence (COE) to provide consistent, high-quality operational support to our regional commercial leaders. This role is core to that mission.

Position Summary

The Sales Operations Analyst is a regionally aligned operations professional within ERM's Sales Operations COE, providing day-to-day pipeline management, forecasting support, and sales analysis to a designated ERM regions and partnering with the Regional Commercial Director (RCDs).

Forecasting & Sales Predictability

• Improve forecast accuracy through regional analysis at regional and business unit performance levels.
• Strengthen forecasting process support to increase sales predictability and accuracy across the assigned region.
• Partner with regional leadership to run standardized sales forecasting reviews and embed forecast discipline.
• Translate forecast variances into clear narratives, root-cause analysis, and corrective actions for the RCD and the Sales Operations Manager.

Pipeline & Sales Performance Insights

• Provide actionable pipeline and sales-performance insights, including root causes, leading and lagging indicators, to RCDs.
• Drive accountability by surfacing aged and stalled opportunities and enforcing discipline in stage, close date, and value accuracy.
• Deliver insight on pipeline velocity, evolution, conversion, and opportunity health to inform commercial decision-making.
• Coordinate with Revenue Management and the Data & Analytics team to ensure a single, trusted source of truth for commercial reporting in the region.

Sales Process Standardization & Enablement

• Execute standardized sales processes for the region, including consistent sales operations analyses, pipeline reviews, key metrics, and enablement support.
• Operate standardized pipeline hygiene practices and review cadences to drive consistent opportunity management across the region.
• Apply AI-enabled tools within the sales operations toolkit to scale insight generation and focus regional teams on judgement-led work.

Operating Cadence & Business Management

• Support the operational cadence for the assigned region, including Monthly Business Reviews (MBRs), Quarterly Business Reviews (QBRs), and Operating Plan (OP) meetings.
• Apply standard tools and templates from the COE to ensure consistency across regions.
• Maintain regional inputs into the global Business Management System to provide a consistent, end-to-end view of commercial performance.
• Develop streamlined materials and executive-ready narratives on the state of the regional business.

Basic Qualifications

• Hands-on Salesforce Sales Cloud experience including reports, dashboards, opportunity management, and forecasting modules.
• 4+ years of experience in sales operations, sales strategy, business operations, business analytics, or other related fields.
• Experience supporting a multi-geographical or multi-business-unit sales organization.
• Bachelor's degree in Business Administration, Finance, Economics, Computer Science, or a related field.
• Strong analytical skills with proficiency in Salesforce and reporting/BI tools (Excel, Power BI, or Tableau).
• Excellent verbal and written communication skills, with the ability to translate data into clear, executive-ready narratives.
• Self-starter with strong cross-functional collaboration skills and a willingness to be hands-on.

Preferred Qualifications

• Experience in business-process design and continuous improvement methodologies.
• Experience working within a high-growth, multi-region, professional-services or technology environment.
• Familiarity with sustainability or consulting industry commercial models is a plus.
• Comfort operating in shifts to support stakeholders in the assigned region.