• Partner with Sales and Executive Leadership to translate company strategy into scalable sales operating plans • Own annual and quarterly sales planning processes, including capacity modeling, territory design, quota setting, and forecasting cadence • Drive forecasting rigor, accuracy, and accountability across the sales organization • Provide executive-level insights into pipeline health, coverage, conversion, and growth risks • Own and continuously improve the end-to-end quote-to-cash process across direct and partner sales • Define and enforce deal approval frameworks for pricing, discounting, and non-standard commercial terms • Partner with Finance and Legal to ensure clean bookings, compliant contracts, and smooth invoicing • Own Salesforce and adjacent sales tools strategy, data integrity, and reporting standards • Standardize and document sales processes, policies, and operating cadences • Build, lead, and develop a high-performing Sales Operations team

• Partner with Sales and Executive Leadership to translate company strategy into scalable sales operating plans • Own annual and quarterly sales planning processes, including capacity modeling, territory design, quota setting, and forecasting cadence • Drive forecasting rigor, accuracy, and accountability across the sales organization • Provide executive-level insights into pipeline health, coverage, conversion, and growth risks • Own and continuously improve the end-to-end quote-to-cash process across direct and partner sales • Define and enforce deal approval frameworks for pricing, discounting, and non-standard commercial terms • Partner with Finance and Legal to ensure clean bookings, compliant contracts, and smooth invoicing • Ensure subscription entitlement accuracy, revenue recognition readiness, and auditability • Own Salesforce and adjacent sales tools strategy, data integrity, and reporting standards • Define and maintain core sales KPIs, dashboards, and executive reporting • Drive automation and simplification of sales processes to reduce friction and manual effort • Lead cross-functional initiatives related to CRM, CPQ, billing, and revenue systems • Standardize and document sales processes, policies, and operating cadences • Partner with Sales Enablement to ensure operational processes are clearly understood and adopted • Lead change management for new tools, processes, and go-to-market motions • Act as an escalation point for complex operational issues impacting deals or customers • Build, lead, and develop a high-performing Sales Operations team • Serve as the primary operational partner and trusted advisor to Sales Leadership • Collaborate closely with Finance, Legal, Marketing Ops, Product Ops, and other RevOps stakeholders • Drive alignment across functions to ensure a seamless seller and customer experience.

• Lead the design, build, and annual refresh of the company's value selling framework - including core value pillars, differentiated positioning, proof points, and buyer-facing narratives — developed in close partnership with Sales, Marketing, and Product leadership. • Facilitate cross-functional alignment sessions with Sales, Marketing, and Product to ensure the value framework remains a living asset - consistently reflected in messaging, content, campaigns, and seller conversations. • Partner with Marketing to build and manage a world-class sales content library - including pitch decks, business case templates, battle cards, and discovery guides - aligned to buyer personas, verticals, and stages of the sales cycle. • Design and lead a global value selling curriculum - including onboarding modules, ongoing skills training, and manager coaching frameworks - that equips new hires and tenured reps to sell on business outcomes, not features. • You will partner with regional enablement leads to deliver these programs globally — directly owning delivery across the Americas, and partnering with regional enablement leads in EMEA and APAC to adapt and execute them in those markets. • Coach sellers on discovery best practices - helping them uncover business pain, quantify impact, and connect solutions to measurable customer outcomes. • Build and maintain documentation and training content for each stage of the sales cycle - including qualification, discovery, solution framing, forecasting, business case development, and closing motions • Develop manager enablement content that equips frontline leaders to coach their teams on sales process adherence, deal progression, and pipeline quality • Partner with Revenue Operations to ensure the sales process is reflected accurately in CRM and that stage definitions align to how deals are actually won.

Sales Operations Analyst (Remote) About the role: We are seeking a strategic, detail-oriented Sales Operations Analyst to join our growing Revenue Operations team. ZestyAI is looking for a Sales Operations Analyst to play a critical role in scaling systems, processes and policies for the organization. This role will partner with senior leaders across ZestyAI’s go-to-market teams to design, build and run critical business capabilities for our world-class sales organization. This role also focus on deal support, serving as a critical partner to our sales organization by ensuring complex deals are structured, reviewed, and processed efficiently and in alignment with company policies and goals. This is a high-impact role that requires cross-functional collaboration with Sales, Finance, Legal, Product, and Customer Success. The ideal candidate has a strong background in sales operations, pricing strategy, and deal desk functions, with excellent communication and problem-solving skills. Key Responsibilities: - Deal Desk - Partner with Account Executives, Sales Leadership, and other internal stakeholders to support and guide complex deal proposals, structuring, pricing, and commercial terms. - Sales Support & Enablement - Act as the go-to expert for deal related queries. - Provide timely support to ensure the sales cycle progresses efficiently and effectively. - Process Optimization/Automation - Identify and drive improvements in deal review workflows, approval processes, and sales tools to reduce friction and increase velocity. - Policy Enforcement & Compliance - Ensure deals adhere to internal pricing guidelines, legal standards, and financial policies. - Work closely with Legal and Finance to manage exceptions and escalate appropriately. - Quote-to-Cash Oversight Support - Accurate and timely quote/opportunity generation, order forms, and other documentation throughout the sales process. - Accurate and timeline NDA and master ordering agreement drafting, including support through the contract process. - Reporting & Insights - Deliver actionable insights on deal performance, discounting trends, approval cycle times, and process bottlenecks to sales leadership. - Cross-Functional Collaboration - Work with Product, Marketing, and Customer Success to ensure deal strategies align with customer needs, product capabilities, and company goals Qualifications -- To be successful in this role you have: - Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry. - 5-8 years of experience in Sales Operations, Deal Desk, or Revenue Operations, preferably in a SaaS or B2B tech environment. Experience supporting Enterprise or Strategic Sales teams. - Strong understanding of sales cycles, deal structuring, pricing models, and revenue recognition principles. - Familiarity with Salesforce. - Exceptional attention to detail and strong analytical thinking. - Ability to thrive in a fast-paced, cross-functional environment. - Excellent written and verbal communication skills. - Desired: Bachelor's degree, MBA or similar advanced degree. A day in the life: Note, this is primarily a field-facing role. - Salesforce hygiene (CQ and NQ reporting) - Sync with each sales rep on next steps in pipeline deals - Contract management (manage NDA and eval/order form drafting and initial intake) - Create sales enablement (salesforce enablement, process enablement – drafting docs, finding agreements) - Proposal management (work with sales to create pricing proposals and streamline our proposal decks)