Sales Operations Analyst (Field Sales)

We’re looking for an experienced Operations Analyst based in London to join our European Operations team. This role is critical to maximising the efficiency and effectiveness of our field sales representatives across Europe. By analysing performance, optimising field logic, and managing key operational data, you will ensure our Salesforce is always focused on the highest-propensity opportunities and our field representatives are in the right place, at the right time, with the right data. If you love solving complex logistical puzzles, balancing large datasets with human feedback, and driving efficiency in a high-growth environment, then this is the role for you.

What you’ll be doing:

• The Field Operations function is the operational core of our physical salesforce, providing the intelligence that drives success.
• Translate high-level sales strategies into actionable prioritisation rules within Salesforce to guide representatives toward the highest-propensity accounts.
• Act as a trusted advisor to Regional Directors and local Field Managers.
• Facilitate performance reviews, manage expectations during planning cycles, and secure leadership buy-in for territory, routing, and prioritisation strategies.
• Collaborate with the HQ Growth Team to maintain a clean CRM (Customer Relationship Management) and Total Addressable Market (TAM).
• Define key sourcing requirements and manage data flow to ensure the field receives high-quality, actionable accounts.
• Analyse field activity data to pinpoint coverage gaps and opportunities to minimise travel time while maximising face‑to‑face selling opportunities.
• Serve as the primary link between the Field, Data, and Growth teams.
• Triage representative feedback regarding data accuracy.
• Develop clear reports and visual dashboards that track Territory Yield and Pipeline Health, providing Regional Directors with insights into sales performance drivers.
• Monitor adherence to field processes and collaborate with Enablement teams to coach on behaviours that impact data quality.
• Execute crucial ad‑hoc projects such as quarterly territory re‑carving, new market entry planning, and the rollout of new field sales technologies.

What you need to bring:

• We are looking for a highly analytical and collaborative professional with 2‑5 years of experience within a relevant operations role.
• Territory Management Expertise: Experience managing large-scale territory assignments and design. Familiarity with geo‑spatial tools like Salesforce Maps, Geopointe, or similar is a strong advantage.
• Exceptional Stakeholder Management: Proven ability to build trusted, effective relationships with sales leadership. Skill in navigating complex discussions, managing conflicting priorities, and clearly communicating technical operational changes to non‑technical audiences.
• Operational Acumen: Translating complex business goals into clearly defined, equitable, and transparent territory rules, approach and definitions.
• Analytical Proficiency: High level of skill in business intelligence tools (Looker, Tableau) and advanced proficiency in Excel/Google Sheets for capacity planning and coverage model analysis.
• CRM Mastery: Essential experience working with Salesforce (Standard Objects, Assignment Rules, Reporting).
• Collaborative Mindset: Experience driving cross‑functional outcomes, specifically interfacing with Growth/Data teams and Front‑Line Sales Managers.
• Fluency in English as a working language is required.

What’s in it for you:

• Genuine career opportunities in a company that’s creating new jobs every day.
• Work in a team large enough for growth but lean enough to make a real impact.
• Exposure to modern and proven technology.
• Ability to work and grow in a truly flexible environment.
• Opportunity to learn, expand your skill set, forge wonderful relationships and make your mark within the diverse and inclusive Lightspeed culture.
• Plus benefits designed to keep you happy, healthy and fulfilled.

At Lightspeed, your growth is our priority. We invest in you with continuous learning opportunities, global mobility and benefits designed to support you—all within a driven, diverse and inclusive team that’s passionate about empowering our communities.

Lightspeed is a proud equal opportunity employer and we are committed to creating an inclusive and barrier‑free workplace. Lightspeed welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.