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About the Role
Optimizely is seeking a Sales Operations Analyst, Conversation Intelligence to join our GTM Operations team. This role exists to build a system for capturing, structuring, and utilizing conversation data to drive decisions across the revenue organization, focusing initially on seller performance and deal health, and expanding across the customer lifecycle. This is a build role requiring collaboration across multiple departments.
Responsibilities
- Execute Zoom Revenue Accelerator (ZRA) strategy across Sales, CS, and Onboarding.
- Build a cross-functional signal taxonomy and routing logic to direct insights to owners.
- Track recording coverage, establish quality thresholds, and manage tooling capture strategies.
- Integrate transcript insights into key deal milestones and use Salesforce data to audit deal stages and forecast accuracy.
- Build scorecards to measure sales methodology on live calls and surface coaching insights.
- Scale top-performing rep behaviors and run a win/loss program to identify cycle friction.
- Operationalize CI across adoption, onboarding, risk identification, and renewals.
- Define early risk indicators to feed health scores and alert CSMs early.
- Surface cross-sell opportunities for Optimizely One and route qualified signals to CSMs/sellers.
- Provide evidence on competitors, objections, and discount triggers to PMM, Deal Desk, and Finance.
- Extract feature requests for Product and deliver ICP/messaging evidence to Marketing.
- Measure post-enablement behavior, flag off-script commitment risks, and create process docs.
- Build, test, and maintain AI prompt frameworks (e.g., ZRA, LLMs) and optimize the CI tech stack.
- Maintain functional knowledge of our Opal platform and apply internal AI capabilities to GTM ops.
Requirements
- 2+ years of experience in Sales Operations, Revenue Operations, or GTM Process Strategy, ideally at a SaaS company.
- Hands-on experience with conversation intelligence platforms (e.g. Zoom Revenue Accelerator, Gong, Clari, Chorus) and modern GTM AI tools, including large language models and prompt engineering.
- Comfortable turning qualitative conversational data and AI outputs into clear, actionable metrics for leadership.
- Able to impose consistent structure on unstructured, messy conversational data.
- Experience running programs that span Sales, CS and other functions.
- Experience with Salesforce or a comparable enterprise CRM.
Skills
- Conversation intelligence
- AI tools
- Large language models
- Prompt engineering
- Analytical acumen
- Taxonomy and data structuring
- Cross-functional delivery
- Salesforce
- Project management
- AI workflows
- GTM AI tech
Experience Level
- 2+ years
Education Level
- Bachelor’s degree or related educational degree or certificates
About the Company
- Optimizely is a MarTech company providing AI-powered content creation, world-class CMS, and an experimentation platform.
- 10,000+ brands including H&M, PayPal, and Zoom use Optimizely.
- Recognized as leaders in MarTech by Gartner, Forrester, and IDC.
- Has 1,600+ employees across 12 global offices.
- Fosters a culture of curiosity, collaboration, and genuine care for the work.
Equal Opportunity
- Optimizely is committed to a diverse and inclusive workplace.
- Optimizely is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.