Sales Operations Business Partner

Job description

ABOUT PLEO Messy spend management is tricky business. And tedious processes are a lose-lose situation for all involved, not just finance. At Pleo, we're changing that. We build spend solutions that make managing money seamless, empowering, and surprisingly effective for finance teams and employees alike - with a vision to help all businesses ‘go beyond’. The word ‘Pleo’ actually means ‘more than you’d expect’, and living by that mantra has been the secret to our success over the last 10 years. Now, we’re at a pivotal moment in our journey; every move we make has a direct impact on our 40,000+ customers, our business, and our collective success. We need people who take pride in uncovering customer needs, who turn complex problems into simple solutions, challenge the way things are done (respectfully), and always aim high. With great ambitions driving us forward, we can’t say we’ve got this whole thing figured out. And frankly, that’s half the fun! What we can say is that we’re a driven, progressive, and, importantly, a kind bunch of 850+ people from over 100 nationalities, all committed to delivering the future of business spending, together. About the role We’re looking for a Sales Operations Business Partner to sit between our sales leadership and the systems, data, and processes that run the revenue engine. You’ll help the sales team understand where deals stand, where revenue is coming from, and where it’s at risk. You’ll own how we track pipeline, report on performance, and build the dashboards leaders rely on to make decisions. This is a role for someone who thinks in business outcomes first and uses data and tools as the means to get there. What you’ll do - Own pipeline management processes, including stage definitions, forecasting cadence, and hygiene standards, and work with sales managers to keep the pipeline accurate. - Build and maintain regular sales reporting covering bookings, pipeline coverage, conversion rates, win/loss, and rep and team performance. - Design, build, and maintain dashboards that give leadership and frontline managers a clear view of performance against targets. - Act as a business partner to sales leaders: understand their priorities, translate them into operational requirements, and bring data-backed recommendations to planning and business reviews. - Support forecasting and quarterly business reviews by preparing the data, challenging assumptions, and flagging risks early. - Own day-to-day administration and configuration of the CRM (e.g. Salesforce or HubSpot), including fields, workflows, user access, and reporting structure, in partnership with the RevOps or systems team. - Drive adoption of CRM and sales processes by working with managers and reps, and by making the right behaviour the easy one. - Support territory, quota, and compensation-related analysis as needed, in partnership with Finance. - Identify process gaps and inefficiencies across the sales funnel and lead improvements, documenting changes and training the team on them. - Work cross-functionally with Marketing, Finance, Customer Success, and Product Ops to keep data consistent across systems. What you’ll bring - 7+ years of experience in sales operations, revenue operations, GTM operations, or a related commercial role, ideally in a [B2B SaaS / relevant industry] environment. - Strong experience with CRM systems, ideally Salesforce or HubSpot, including reporting and basic administration. - Solid understanding of sales metrics and funnel dynamics, including pipeline coverage, conversion, forecasting accuracy, and sales cycle length. - Proven ability to build clear reports and dashboards in tools such as Excel/Google Sheets, Looker, Tableau, or Power BI. You don’t need to write code, but you should be comfortable working with data and spotting what matters. - Experience running pipeline reviews or forecast calls, or supporting leaders who do. - A consultative approach: you can listen to a sales leader, ask the right questions, and turn their needs into a practical solution. - Strong communication skills, with the ability to present findings clearly to senior stakeholders and explain trade-offs simply. - Good judgement and attention to detail, with the ability to balance speed and accuracy. - Comfortable operating in a fast-paced environment with multiple priorities. Nice to have - Experience supporting a sales team through a scaling or transformation phase. - Familiarity with sales compensation or territory planning tools. - Exposure to revenue analytics or forecasting methodologies. - Experience with a BI tool or basic SQL, though this is not required. What success looks like - Leadership trusts the pipeline and forecast numbers and uses them to make decisions. - Sales managers run their reviews from the dashboards you’ve built, without needing manual reports. - CRM data quality improves measurably over time. - Sales leaders see you as a partn