Overview:
We are looking for a highly analytical and results-driven Principal Sales Operations Analyst to support and scale end-to-end sales operations across the full Go-To-Market (GTM) lifecycle. This role will partner closely with U.S.-based stakeholders, providing operational leadership, strategic insights, process optimization, and project coordination to drive revenue growth, pipeline health, and execution efficiency.
In addition to hands-on operational responsibilities, this role will provide first-level oversight and mentorship to junior analysts/associates by supporting prioritization, execution quality, and operational best practices. The role will also serve as an escalation point for complex requests while driving cross-functional initiatives and operational excellence across the team. Candidates must be comfortable working during U.S. Eastern Time hours and collaborating with global teams in a fast-paced, dynamic environment.
About Us:
ICIMS is a leading enterprise hiring platform that combines the scale and reliability of enterprise software with the transformative power of AI. Thousands of organizations across more than 200 countries and territories trust ICIMS to find and hire the people who shape their future and drive their business forward. Powered by insights from billions of hiring interactions, continuous AI innovation, and a highly extensible platform, ICIMS helps organizations turn talent acquisition into a competitive advantage. For more than 25 years, ICIMS has delivered end-to-end hiring solutions that improve recruiting efficiency, reduce costs and create exceptional candidate experiences.
ICIMS helps solve one of the biggest challenges businesses face today: building a workforce that can adapt, scale, and perform in an increasingly competitive and unpredictable talent market. We uniquely do that by combining enterprise-grade hiring technology, AI-powered insights and automation, and connected talent experiences to help organizations improve hiring outcomes while driving measurable impact.
Responsibilities:
GTM & Sales Operations Leadership
-
Support both prospect (new business) and customer (retention and expansion) motions, including post-sales functions such as Customer Success, Support, and Professional Services.
-
Act as a strategic operations partner across pipeline management, territory planning, forecasting, reporting, opportunity lifecycle governance, and operational strategy
Forecasting & Pipeline Management
-
Partner with Sales and GTM leadership to drive forecast accuracy, territory modeling, quota planning, and pipeline governance.
-
Analyze stage progression, win rates, deal velocity, renewal trends, and pipeline hygiene to identify business risks and opportunities.
-
Drive operational rigor by proactively identifying gaps in data quality, reporting accuracy, and sales process adherence.
Stakeholder Management & Communication
-
Collaborate closely with U.S.-based sales and GTM teams, translating high-level or ambiguous business requests into structured operational outputs and scalable solutions.
-
Demonstrate strong executive communication skills and the ability to influence stakeholders across functions and levels.
-
Act as a trusted advisor to business leaders by providing actionable recommendations backed by data and operational insights.
Process Improvement & Project Management
-
Lead or contribute to strategic sales operations and transformation initiatives across systems, reporting, forecasting, and process optimization.
-
Drive project management activities including requirement gathering, task coordination, stakeholder communication, tracking deliverables, and ensuring timely execution.
-
Design, document, standardize, and scale operational processes across multiple sales segments and GTM functions.
-
Maintain process governance by enforcing data quality standards and validating field inputs.
Case Management & Operational Support
-
Manage and resolve complex Sales Operations support cases with accuracy and timely follow-through.
-
Provide escalation support and operational guidance to team members where needed.
-
Perform ongoing sales and pipeline analysis to support business reviews and performance optimization.
Cross-Functional Collaboration
-
Partner with Marketing, Finance, Customer Success, and Professional Services teams to align revenue processes, business metrics, and automation initiatives.
-
Act as a strategic liaison across departments, proactively identifying opportunities for operational efficiency and collaboration.
Reporting, Insights & Executive Presentations
-
Build and maintain dashboards and reporting frameworks to provide visibility into pipeline, bookings, forecast accuracy, revenue performance, and customer health.
-
Develop executive-ready presentations and reporting packages (QBRs, EBRs, board-level reviews, etc.) leveraging AI-enabled reporting and automation tools.
-
Monitor KPIs and performance trends to drive actionable business insights and decision-making.
Qualifications:
- Bachelor’s degree in Business, Finance, Economics, Engineering, or a related field
-
8–10 years of experience in Sales Operations, Revenue Operations, or related GTM operational roles
-
Strong understanding of end-to-end GTM processes, including sales, renewals, customer success, and support operations
-
Experience leading operational initiatives and coordinating cross-functional projects, mentoring junior analysts/associates, reviewing deliverables, or acting as a team lead is preferred
-
Excellent verbal and written communication skills with strong stakeholder management abilities
-
Advanced knowledge of Salesforce, including reports, dashboards, workflows, and opportunity management
-
Experience with Tableau, Power BI, Looker, Clari, Gong, Gainsight, CPQ, or similar GTM platforms is preferred
-
Strong Excel/Google Sheets skills (pivot tables, lookups, formulas, data validation, etc.)
-
Ability to work independently in globally distributed teams and effectively collaborate across time zones
-
Strong analytical mindset with attention to detail, ownership, and problem-solving capabilities
EEO Statement:
iCIMS is a place where everyone belongs. We celebrate diversity and are committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at iCIMS. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you’d like to request an accommodation due to a disability, please contact us at
[email protected].
