Sales Operations Analyst - Local Markets

Overview

You support the Local Markets inside sales team—the reps who sell Flock's license plate readers and cameras to smaller municipalities, HOAs, and businesses. You report to Nicole Kenny (who runs this team) and act as her operations partner: building dashboards, fixing process gaps, managing tool integrations, and keeping the CRM clean enough that pipeline forecasts are believable.

Role Snapshot

Company Context

Stage: Late-stage growth (1,461 employees, likely Series D+)

Size: 1,461 employees

Growth: Hiring aggressively across sales—this "Local Markets" team is a key growth lever

Market Position: Leader in public safety tech (LPR/camera systems), but selling into government/community buyers means education + relationship cycles

GTM Reality

Pipeline Sources:

• 40% Inbound - communities reach out after crime incidents or seeing neighbors use Flock
• 50% Outbound - inside reps cold call city managers, HOA boards, property managers
• 10% Referrals - existing customers tell neighboring towns

SDR/AE Structure: This IS the inside sales team—likely a mix of SDRs booking meetings and AEs closing smaller deals

SE Support: Unknown, but product demos likely require walking through camera footage UI and showing how LPR data integrates with law enforcement systems

What You'll Actually Do

Time Breakdown

Reporting & Dashboards (30%) | Process Fixes (25%) | Tool Admin (20%) | Comp & Territory Planning (15%) | Meetings (10%)

Key Activities

• Salesforce Admin: You're the person who fixes fields, builds views, and explains to reps why their opportunities aren't rolling up correctly. You spend a lot of time cleaning messy data (misspelled city names, duplicate accounts).
• Reporting: Nicole asks you for weekly pipeline snapshots, month-end forecasts, and "why did we miss quota" analyses. You build these in Salesforce or Tableau and present them in sales leadership meetings.
• Process Optimization: The team complains about something ("too many fields to fill out," "demos aren't getting scheduled fast enough"). You figure out if it's a tool problem, a training problem, or a process problem, then fix it.
• Territory & Comp Planning: When they're hiring new reps or rebalancing territories, you build the models showing how accounts should be split and what quotas are realistic based on TAM.
• Tool Integrations: You manage connections between Salesforce, Outreach/SalesLoft, Gong, and whatever else they use. When something breaks, you troubleshoot or escalate to the vendor.

The Honest Reality

What's Hard

• Data Is Always Messy: Reps don't log calls consistently. Opportunity stages are subjective. You spend hours cleaning before you can analyze anything.
• Competing Priorities: Nicole needs a forecast analysis by EOD. A rep's Salesforce login isn't working. The CFO wants a three-year TAM model. You're constantly triaging.
• Limited Control: You can build the perfect dashboard, but if reps don't change their behavior, nothing improves. You influence without authority.
• Public Sector Quirks: Deals slip because city councils vote quarterly or budgets freeze. Your forecast model has to account for政治/procurement timelines, which are unpredictable.

What Success Looks Like

• Nicole can see real-time pipeline health and trusts your forecast (within 10% accuracy)
• Reps spend less time on admin and more time selling because you've streamlined their workflow
• New hire ramp time drops because you've documented processes and automated onboarding tasks

Who You're Supporting

Primary Stakeholders:

• VP of Local Markets (Nicole Kenny): Your main customer. She needs visibility into her team's performance and wants you to free up her time by handling ops details.
• Inside Sales Reps: 10-30 reps (estimate) who sell to smaller accounts. They need tools that work and clear guidance on process.

What They Care About:

• Nicole: Hitting team quota, accurate forecasts, efficient use of headcount
• Reps: Easy-to-use tools, fair comp plans, territories with enough winnable accounts

Requirements

• 2-4 years in sales operations, rev ops, or business operations (preferably supporting inside sales or SMB teams)
• Strong Salesforce admin skills—you should be able to build reports, dashboards, and custom fields without waiting on an admin
• Excel/Google Sheets fluency for building territory models and comp calculators
• Experience with sales tools (Outreach, Gong, ZoomInfo, etc.) and troubleshooting integrations
• Comfortable presenting to sales leaders—you'll be in weekly pipeline reviews explaining your analyses
• Bonus: Familiarity with public sector sales cycles (government procurement, budget timelines)