Sales Operations Analyst

Overview

You're the person who keeps Uber's B2B sales machine running. You manage Salesforce configuration, build reports and dashboards for sales leadership, maintain data hygiene, and support sales process improvements. When pipeline numbers don't match or territories need to be reassigned, you're the one making it happen in the CRM.

Role Snapshot

Company Context

Stage: Public company ($10B+ revenue scale)

Size: ~149,000 employees globally

Growth: Mature core business, growing B2B segments. Heavy focus on operational efficiency and AI-driven automation.

Market Position: Dominant in consumer rideshare/delivery, expanding enterprise presence in corporate transportation and restaurant technology

GTM Reality

Who You Support:

• Enterprise sales teams selling Uber for Business (corporate accounts)
• Uber Eats restaurant partnership sales teams
• Uber Freight sales teams (shippers and carriers)
• Account management teams managing renewals and expansion
• Sales leadership across regions (Americas, EMEA, APAC, LATAM)

Sales Tech Stack: Salesforce as primary CRM, likely integrated with tools like Outreach/Salesloft, Gong, Tableau/Looker for analytics, and various data sources. Probably some homegrown internal tools given Uber's engineering culture.

Org Structure: You report into the Revenue Operations team being built by the Head of GTM Rev Ops. This is a new "agentic-first" team focused on AI/automation, so expect new tools and processes being implemented.

What You'll Actually Do

Time Breakdown

Reporting/Dashboards (35%) | Salesforce Admin (25%) | Data Cleanup (20%) | Ad-hoc Requests (15%) | Projects (5%)

Key Activities

• Salesforce Administration: Configure fields, workflows, validation rules, and automations. Set up new user accounts, manage permissions, and troubleshoot when things break. Sales reps will Slack you constantly about CRM issues.
• Pipeline Reporting: Build and maintain weekly/monthly pipeline reports for sales leadership. Pull data on bookings, forecast accuracy, win rates, and sales velocity. Create executive dashboards in Tableau or Looker.
• Data Quality Management: Run regular data hygiene audits. Flag duplicate accounts, incomplete opportunities, and stale pipeline. Build automated alerts for bad data. Chase reps to clean up their records before QBRs.
• Territory and Quota Management: Update territory assignments when org changes happen (frequently at this scale). Load quota data into Salesforce and build commission tracking reports.
• Sales Process Support: Document process changes, train reps on new CRM features, and field questions about how to log activities correctly. Create Loom videos explaining common workflows.
• Ad-hoc Analysis: Leadership asks for one-off analyses constantly. "Which AEs have the highest win rates in EMEA?" "How many deals slipped from Q3 to Q4?" "What's our average discount by deal size?" You pull the data and build the slides.
• Integration Support: Work with IT and engineering teams to maintain integrations between Salesforce and other tools. Debug data sync issues.
• Process Improvement Projects: Partner with sales leadership to redesign sales stages, build new automation, or implement new tools. These are the interesting projects but they're maybe 5% of your time.

The Honest Reality

What's Hard

• Constant firefighting: Your day is driven by Slack messages and urgent requests. You plan to work on strategic projects but spend most of your time fixing immediate issues.
• Sales reps don't maintain data: You build great systems but reps don't follow process. You're constantly cleaning up after people who log deals incorrectly or don't update stages.
• Everyone wants custom reports: Every VP wants a slightly different version of the pipeline report. You maintain 15 versions of basically the same dashboard.
• You're caught in the middle: Sales leadership wants accurate forecasts, but reps inflate pipeline to look good. You know the data is wrong but it's not your place to call out specific reps.
• Legacy debt: Uber has grown through acquisitions and global expansion. The CRM has years of technical debt, custom objects that nobody remembers why they exist, and different processes by region.
• Scale challenges: Supporting sales teams across 5+ regions and 3+ business lines means you're always in meetings across time zones. Urgent issue in APAC comes in while you're asleep.

What Success Looks Like

• Maintaining >95% CRM uptime and rapid resolution of user issues
• Clean, accurate pipeline data that leadership trusts for forecasting
• Reducing time sales reps spend on CRM admin through automation
• Delivering reports on schedule without last-minute fire drills
• Successful implementation of process changes without breaking existing workflows

Who You're Supporting

Internal Stakeholders:

• Sales Reps: Want the CRM to be fast, simple, and not require much effort. Will complain when you add required fields.
• Sales Managers: Need visibility into team performance and pipeline health. Want dashboards that update in real-time.
• Sales Leadership (VPs/SVP): Care about forecast accuracy, win rates, and resource allocation. Want strategic insights, not just data dumps.
• Finance: Need accurate bookings data for revenue recognition and planning.
• Rev Ops Leadership: Want to modernize systems, implement AI/automation, and scale processes globally.

What They Care About:

• Reps: System working without slowing them down
• Managers: Real-time visibility into team metrics
• Leadership: Accurate forecasting and strategic insights
• Finance: Clean data that matches their systems

Requirements

• 2-4 years in sales operations, CRM administration, or business systems
• Salesforce admin experience required (certification preferred but not required)
• Strong Excel/Google Sheets and SQL skills for data analysis
• Experience building dashboards in Tableau, Looker, or similar BI tools
• Understanding of B2B sales processes and metrics
• Ability to translate business requirements into system configurations
• Project management skills - you'll be juggling multiple requests
• Comfortable working in a fast-paced, ambiguous environment
• Experience at scale-ups or large tech companies preferred