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)