At a Glance
- Tasks: Join our team to analyse customer conversations and drive sales performance with innovative AI tools.
- Company: Optimizely, a leader in marketing technology, known for its collaborative and inclusive culture.
- Benefits: Competitive salary, flexible work options, and opportunities for professional growth.
- Other info: Join a diverse team that values curiosity, collaboration, and innovation.
- Why this job: Be part of a dynamic team shaping the future of marketing technology with real impact.
- Qualifications: Experience in Sales Operations or Revenue Operations, and familiarity with AI tools.
The predicted salary is between 60750 - 74250 £ per year.
Optimizely is seeking a Sales Operations Analyst, Conversation Intelligence to join our GTM Operations team. Every day, Optimizely generates thousands of recorded customer conversations — discovery and negotiation calls, onboarding and implementation sessions, QBRs and renewal discussions, support interactions, and AI-agent exchanges. This role exists to build that system. You will own how conversation data is captured, structured and turned into decisions across the revenue organization — starting with seller performance and deal health, and extending across the full customer lifecycle. This is a build role, not a reporting role. You will be the connective tissue between Sales, Customer Success, Onboarding & Services, Enablement, Marketing, Product and our Operations, Technology, Data & Analytics team.
Job Responsibilities
- The conversation data foundation
- CI Strategy & Roadmap: Execute Zoom Revenue Accelerator (ZRA) strategy across Sales, CS, and Onboarding.
- Signal Taxonomy & Routing: Build a cross-functional signal taxonomy and routing logic to direct insights to owners.
- Data Quality & Capture Strategy: Track recording coverage, establish quality thresholds, and manage tooling capture strategies.
- Sales execution and performance
- Workflow Transformation & Auditing: Integrate transcript insights into key deal milestones and use Salesforce data to audit deal stages and forecast accuracy.
- Methodology Adherence & Performance: Build scorecards to measure sales methodology on live calls and surface coaching insights.
- Productivity & Win/Loss Program: Scale top-performing rep behaviors and run a win/loss program to identify cycle friction.
- Retention, onboarding and expansion
- CS & Onboarding Workflows: Operationalize CI across adoption, onboarding, risk identification, and renewals.
- Risk & Health Signals: Define early risk indicators to feed health scores and alert CSMs early.
- Expansion Detection: Surface cross-sell opportunities for Optimizely One and route qualified signals to CSMs/sellers.
- Competitive & Pricing Insights: Provide evidence on competitors, objections, and discount triggers to PMM, Deal Desk, and Finance.
- Product & Messaging Feedback: Extract feature requests for Product and deliver ICP/messaging evidence to Marketing.
- Enablement & Risk Flagging: Measure post-enablement behavior, flag off-script commitment risks, and create process docs.
- Platform and AI operations
- Platform & Prompt Management: Build, test, and maintain AI prompt frameworks (e.g., ZRA, LLMs) and optimize the CI tech stack.
- Product Fluency: Maintain functional knowledge of our Opal platform and apply internal AI capabilities to GTM ops.
What Success Looks Like
- Expanded Coverage: Measurable conversation coverage across Revenue with shrinking blind spots.
- Methodology Impact: Documented methodology adherence that correlates with higher win rates.
- Forecast Accuracy: Improved forecast accuracy via conversation-validated deal stages.
- Proactive CS Signals: Early risk and expansion signals delivered to CS and Onboarding.
- Cross-Functional Trust: A recurring intelligence readout consumed outside Revenue.
- Process-First Mindset: Strong project management background to build scalable AI workflows in a fast-paced environment.
- Outcome-Oriented: Prioritise work aligning with company objectives and business outcomes.
- Cross-Functional Influence: Operate comfortably across boundaries to align non-direct-report teams.
- Accountability & Problem-Solving: Blameless mindset focused on transparency and preventative solutions.
- Self-Driven Innovation: Continuously experiment, research, and self-teach emerging AI/CI tools.
- Curious & Transparent: Curious about GTM AI tech, maintaining clear communication and healthy work/life balance.
Knowledge and Experience
- 2+ years of experience in Sales Operations, Revenue Operations, or GTM Process Strategy, ideally at a SaaS company.
- Conversation intelligence and AI tool fluency: hands-on experience with conversation intelligence platforms (e.g. Zoom Revenue Accelerator, Gong, Clari, Chorus) and modern GTM AI tools, including large language models and prompt engineering.
- Analytical acumen: comfortable turning qualitative conversational data and AI outputs into clear, actionable metrics for leadership.
- Taxonomy and data structuring instinct: able to impose consistent structure on unstructured, messy conversational data.
- Cross-functional delivery: experience running programs that span Sales, CS and other functions.
- Experience with Salesforce or a comparable enterprise CRM.
Education
- Bachelor’s degree or related educational degree or certificates.
Optimizely is committed to a diverse and inclusive workplace. Optimizely is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.
Sales Operations Junior Analyst employer: Optimizely
At Optimizely, we pride ourselves on fostering a vibrant and inclusive work culture where innovation thrives. As a Director of Security Engineering, you'll be part of a dynamic team that values collaboration and real conversations, empowering you to drive meaningful change in the marketing technology landscape. With ample opportunities for professional growth and a commitment to leveraging cutting-edge AI technologies, you'll find a rewarding environment that not only challenges you but also supports your career aspirations.
StudySmarter Expert Advice🤫
We think this is how you could land Sales Operations Junior Analyst
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Sales Operations Junior Analyst at Optimizely, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Optimizely. Tailor your message to explain why you’re drawn to them and how you can contribute as a Sales Operations Junior Analyst. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Sales Operations Junior Analyst
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Optimizely:When writing your cover letter, make sure to tailor your message specifically for Optimizely. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Optimizely
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Optimizely that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Optimizely that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Optimizely’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
