Role Description The Sales Operations Analyst plays a critical role in supporting the day-to-day operations of the Kestra sales organization. This individual works closely with the Sales Operations Manager to provide analytical support for territory planning and collaborates regularly with sales leadership to ensure alignment on strategic initiatives. The Analyst helps Kestra’s commercial leaders make data-driven decisions by surfacing actionable insights through reports and dynamic visualizations. This role also partners with the Chief Commercial Officer and other key stakeholders to build and forecast commercial business opportunities. Essential Duties - Support daily operational needs of the sales organization, including data management, reporting, and process optimization - Collaborate regularly with sales leadership to review performance metrics, identify trends, and recommend strategic actions - Assist the Sales Operations Manager with territory planning analysis and optimization - Manage weekly and monthly updates to forecast models that integrate multiple variable inputs - Configure and maintain Salesforce.com data, including creation and management of custom reports and dashboards - Monitor and ensure data accuracy across integrated systems and metrics - Own MTD, QTD, and YTD reporting and visibility of Kestra’s Key Performance Indicators (KPIs) specific to commercial operations - Assist with project management for selected initiatives across the sales and commercial teams - Push and pull data from Kestra systems to support reporting and analysis needs - Develop and maintain reporting tools to support business decision-making - Contribute to the development and execution of overall sales operations strategy and objectives - Partner with departmental stakeholders to understand business goals and deliver data-driven insights Qualifications - Bachelor’s degree (BS or BA), preferably in Business or a related field - Minimum of 3 years of professional experience in sales, sales operations, or a related analytical role - Demonstrated ability to deliver valuable and timely reporting to all levels of Sales Leadership - Experience working with cloud-based systems such as Salesforce.com, including report and dashboard creation - Strong written and verbal communication skills, with the ability to present complex data clearly - Advanced proficiency in Microsoft Excel, including pivot tables, VLOOKUP across datasets, and nested IF formulas - Proficiency in Microsoft PowerPoint, including the ability to create clear and impactful chart visuals Preferred - Excellent organizational, interpersonal, and communication skills - Strong project management skills - Analytical mindset - High attention to detail and data accuracy Requirements - None Work Environment - Indoor open office environment - Minimal noise volume typical to an office environment - Extended/overtime hours when needed Physical Demands - Frequent repetitive motions that may include wrists, hands, and/or fingers, such as keyboard and mouse usage - Frequent stationary position, often standing or sitting for prolonged periods of time - Frequent computer use - Frequent phone and other business machine use - Occasional lifting to 20 pounds Travel - Occasional travel, domestic and international, may be required, less than 10% Benefits - Medical - Dental - 401K with Match Company Description Kestra manufactures and provides life-saving products regulated by the Federal Food and Drug Administration and under contract with Medicare. Kestra maintains a drug-free workplace and testing is a condition of employment post-offer.

• Manage day-to-day HubSpot administration and maintain foundational CRM hygiene across contacts, companies, deals, and pipeline stages. • Conduct weekly duplicate audits and resolution, with a goal of defining criteria and eventually automating the process. • Perform regular audits of deal and contact associations, lifecycle stages, and data consistency — correcting gaps proactively. • Build and manage lists, workflows, and sequences to support sales and marketing campaigns. • Support the deal review process by ensuring all required fields, approvals, and documentation are complete before deals progresses. • Partner with sales reps and leadership to manage deal exceptions, discounting approvals, and non-standard deal requests. • Maintain and enforce deal desk policies, pricing guidelines, and approval workflows to ensure consistency and compliance across the revenue team. • Track deal desk request volume, turnaround time, and outcomes to identify bottlenecks and continuously improve the deal review process. • Maintain and update a lead dashboard tracking pipeline activity, source attribution, and deal progression. • Build and manage KPI reporting across core metrics: win rate, average deal size, sales cycle length, and pipeline coverage. • Prepare and support business reviews with accurate, up-to-date performance data and pipeline summaries. • Surface trends, anomalies, and actionable insights from pipeline and performance data. • Manage call tracking, tagging, and organization in Gong across the full sales team. • Leverage Gong Agent Studio to build and maintain automated scorecards and alerts that flag deal risks, identify expansion opportunities, and surface positive buying signals. • Monitor calls for objection patterns, competitive mentions, and sentiment shifts — synthesizing findings into regular reports for sales leadership. • Partner with the Director of Sales Operations to translate Gong insights into coaching opportunities and process improvements. • Identify and implement AI tools and automations that reduce manual lift across the sales workflow. • Use AI to assist with call summarization, outreach drafting, and client insight extraction. • Stay current on emerging tools and proactively recommend adoption opportunities. • Partner with the Director of Sales Operations to design and implement lifecycle stage and lead status frameworks in HubSpot from the ground up. • Support the build-out of attribution models to ensure marketing and sales touchpoints are accurately captured and credited across the buyer journey. • Collaborate with marketing to define lead source standards, UTM structure, and MQL-to-SQL handoff criteria. • Once frameworks are established, manage and maintain ongoing accuracy — auditing for mismatches, stale statuses, and records that fall out of sync with actual deal activity. • Surface attribution insights to inform pipeline strategy and resource allocation.

• Calculate and track monthly/quarterly incentives for SDRs and AEs, ensuring alignment with attainment, SPIFFs, and comp plans • Maintain accurate payout trackers, reconcile discrepancies, and partner with Finance/RevOps to ensure transparent, well-documented processes • Own outbound performance reporting across activity, pipeline, and outcome metrics with clear dashboards in HubSpot and Sheets • Deliver weekly insights and MBR data packs with trend analysis, outliers, and actionable recommendations for leadership • Monitor domain health (SPF, DKIM, DMARC, BIMI), inbox placement, and key deliverability metrics, proactively resolving issues • Manage mailbox/domain warm-up, sequence audits, and collaborate with IT/vendors on DNS, blacklisting, and authentication fixes • Track and improve caller ID reputation, answer/connect rates, and spam flags across dialers • Manage number rotation, remediation (Hiya, TNS, etc.), and report call health trends to leadership • Own end-to-end tool provisioning (CRM, sequencing, dialer, enrichment) and ensure readiness before outreach begins • Maintain onboarding playbooks, streamline workflows with cross-functional teams, and support new hires with tool training and troubleshooting

Title: Head of Sales Strategy & Operations Location: Melbourne, VIC; Sydney, NSW Job Description: About the Team Our ANZ Sales team drives DoorDash's growth across Australia and New Zealand. The team has built strong momentum through disciplined execution, structural simplification, and record-breaking performance across topline growth, merchant investment, and sales productivity. As we scale into our next phase, the strength of our strategy and operations function must grow with it. About the Role As our Head of Sales Strategy & Operations for ANZ, you'll own the strategy and execution engine behind our entire sales organization across all verticals and segments. This means designing go-to-market playbooks, building sales forecasting and incentive frameworks, optimizing merchant acquisition and investment motions, and driving cross-functional initiatives that improve how we sell, what we sell, and who we sell to. You'll be responsible for turning market intelligence and commercial insights into operating plans that drive sustainable, profitable growth. We're looking for someone who is analytical, commercially sharp, and energized by building structure in a fast-moving, competitive market. This is a hybrid role with 3 days a week in office and 2 days remote. You’re excited about this opportunity because you will… - Own the ANZ sales strategy across all verticals and segments, translating market dynamics, competitive intelligence, and merchant insights into actionable plans - Build sales forecasting and incentive frameworks that align team behavior with strategic priorities and enable leadership to make informed investment decisions - Drive impact measurement across sales initiatives, building the analytical infrastructure to understand what's working, quantify incrementality, and scale what drives results - Build and lead a high-performing team, coaching and developing strategy and operations talent while fostering a culture of ownership, analytical rigor, and cross-functional partnership - Accelerate productivity through AI, identifying and deploying AI-powered workflows, rep enablement tools, and process automation that make the sales org faster and smarter We’re excited about you because… - You have 10+ years of experience in sales strategy, sales operations, revenue operations, or management consulting, with a track record of building and executing go-to-market plans across multiple business lines - You're deeply analytical and comfortable building models to size opportunities, forecast growth, design incentive structures, and evaluate the economics of strategic initiatives - You have experience with AI-driven sales tooling and are excited about applying AI to transform sales motions, targeting, and rep productivity - You've operated in a challenger or high-growth environment and understand how to compete for share, manage complex commercial motions, and drive alignment across diverse stakeholders - You're a proven people leader with experience building, coaching, and scaling high-performing strategy and operations teams - You communicate with clarity and can influence senior leaders with data, narrative, and a strong point of view