Principal Specialist - Sales Operations

Wood Mackenzie is the global data and analytics business for the renewables, energy, and natural resources industries. We provide reliable and actionable insight to help companies and governments lead the transition to a sustainable future. Our team of over 2,400 experts across 30 locations offers real‑time analytics, consultancy, events and thought leadership.

Role Purpose

As a key member of the Revenue Operations team, you will enable a high‑performing, scalable sales organization. You will balance day‑to‑day operational ownership with strategic projects across forecasting, CRM excellence, and sales process optimisation. You will use data to improve pipeline visibility, highlight trends and support informed decision‑making, creating reporting and guidance that enables clarity and focus for Sales teams.

Main Responsibilities

• Lead analysis of sales performance, pipeline, and activity data to identify trends, risks and opportunities that shape commercial decisions and sales priorities.
• Produce accurate and timely forecasting in partnership with Sales Leadership, improving predictability through better data quality, pipeline visibility and process discipline.
• Champion CRM excellence by ensuring data accuracy, usability and adoption; train Sales teams on best practices and lead ongoing enhancement of workflows, fields and processes.
• Drive continuous improvement of sales processes, eliminating friction, introducing automation and ensuring cross‑functional alignment across Sales, Marketing, Finance and Product.
• Provide strategic recommendations to Sales Leadership on sales operations strategy and revenue optimisation initiatives.
• Design, maintain and evolve the sales territory model in partnership with Vertical Leaders, maximizing GTM effectiveness and reflecting market demand; manage territory changes.
• Lead and drive major internal business initiatives focused on sales operations transformation, process optimisation, and cross‑functional integration to support organisational growth objectives.
• Manage operational policies and sales enquiries related to rules of engagement, account and lead allocation, ensuring clarity and consistent application across the organisation.
• Partner with Finance and Commissions to ensure month‑end processes are completed accurately and on time, with the correct inputs for compensation and reporting.
• Oversee end‑to‑end systems and data processes for starters, movers and leavers within Sales, ensuring smooth onboarding, access and territory/account transitions.

About You

• Experience in Sales Ops, Enablement, Support, or Commercial Enablement.
• Growth mindset; proactively identifies and tackles challenges.
• Strong analytical skills with excellent attention to detail.
• Advanced Microsoft Excel and Office skills.
• Hands‑on Salesforce experience; reporting, dashboards, and CRM administration.
• General understanding of Marketing, Finance and Product operations.
• Comfortable interpreting data and translating into actionable insights, with strong commercial awareness of market positioning and competitive landscape to inform strategic recommendations.
• Works collaboratively across teams.
• Thrives in fast‑paced, growth‑focused environments.
• Strong communication skills; able to influence and build alignment.

Expectations

Hybrid working is required; the successful applicant is expected to be physically present in the office at least 2 days per week (subject to change). Due to the global nature of the team, a degree of flexible working will be required to accommodate different time zones. While this is expected to be a full‑time role, part‑time or flexible working arrangements will be considered.

Values

• Inclusive – we succeed together
• Trusting – we choose to trust each other
• Customer committed – we put customers at the heart of our decisions
• Future focused – we accelerate change
• Curious – we turn knowledge into action

Equal Opportunities

We are an equal opportunities employer. We are committed to recruiting the best people regardless of race, colour, religion, age, sex, national origin, disability or protected veteran status. You can find out more about your rights under the law at www.eeoc.gov. If you are applying for a role and have a physical or mental disability, we will support you with your application or through the hiring process.