Senior Sales Operations Analyst

About Canonical

Canonical is a leading provider of open-source software and operating systems for global enterprise and technology markets. The company's platform, Ubuntu, supports enterprise initiatives in public cloud, data science, AI, engineering innovation, and IoT. Canonical operates with a globally distributed team of over 1200 colleagues across more than 75 countries, with limited office-based roles. Teams convene in person two to four times annually for strategic alignment.

The Role: Senior Sales Operations Analyst

Canonical is seeking a Senior Sales Operations Analyst to join its team in Riyadh, Saudi Arabia. This full-time role involves leading and managing global direct, alliance, channel partner, and online sales operations. The position focuses on analyzing and implementing interventions to maximize customer retention and on developing robust processes for revenue planning, management, and delivery. The Senior Sales Operations Analyst will collaborate with Canonical’s executive team across various departments, including sales, business development, customer success, marketing, product management, commercial systems, delivery, finance, and legal, to drive continuous improvements in processes, systems, governance, and data quality.

Key Responsibilities

• Deliver precise and scalable revenue operations across direct, indirect, and online channels.
• Lead and develop a team of revenue operations analysts in policy development, process execution, and daily operational support for sales teams and partners.
• Drive initiatives related to Sales Engagement, Training/Enablement/Data Enrichment, Customer Relationship Management, Configure Price Quote, Analytics, and Commissions.
• Instrument, measure, and improve policies and processes across the entire revenue operations spectrum.
• Provide metrics and reporting to monitor and enhance revenue operations effectiveness, covering new leads, pipeline, velocity, sales productivity, and renewals.
• Utilize data for insight generation, territory and channel management, productivity improvement, and to implement actionable changes with executive management through regular reviews.
• Oversee sales technology and processes, driving automation and improvements in partnership with the commercial systems engineering team.
• Lead the introduction of new products, pricing, packaging, and bundling through user-friendly systems for sales and partners.
• Ensure data quality through order processing, new hire training, process documentation, reporting, and data cleansing.
• Lead and enhance the commercial review process for evaluating and steering sales and alliance opportunities.
• Manage the commission plan, including goal setting, evaluation, and payment processes.

Qualifications and Experience

• 5-10 years of experience in a leadership Revenue Operations role, with a focus on direct, channel, and alliance partnerships.
• Demonstrated data-driven and analytical approach with high attention to detail.
• Proven track record of delivering insights through CRM and other Revenue Operations technology platforms, data, analytics, and compensation systems.
• Systematic problem-solver with expertise in measuring, identifying, and implementing systems and processes for repeatable, scalable outcomes.
• Ability to manage commercial pressure and drive performance within revenue teams.
• Strong organizational skills and ability to interact with stakeholders at all organizational levels.
• Exceptional academic record from both high school and university.
• Undergraduate degree in a related field, preferably Science, Technology, Engineering, Mathematics, or Economics, or a compelling alternative background.
• Strong communication, interpersonal, negotiation, and influencing skills.
• Professional written and spoken English with excellent presentation skills.
• Ability to travel internationally up to four times annually for company events, each up to two weeks in duration.

Preferred Skills

• Experience within a technology subscription-based business.
• Deep understanding of working in a global, multicultural organization, including managing remotely based teams across multiple time zones.
• Experience in mentoring and coaching team members on technical and soft skills to support professional development and performance improvement.

Work Environment and Compensation

Canonical offers a performance-driven annual bonus or commission in addition to base pay, with compensation reviewed annually. The company provides benefits designed to meet local needs while ensuring global fairness. Canonical is an equal opportunity employer, committed to fostering a workplace free from discrimination and valuing diversity of experience, perspectives, and background.