Senior Analyst, Sales Tools & Processes

About Us:
We are the leader in human-centric cybersecurity. Half a million customers, including 87 of the Fortune 100, rely on Proofpoint to protect their organizations. We’re driven by a mission to stay ahead of bad actors and safeguard the digital world. Join us in our pursuit to defend data and protect people.

How We Work:
At Proofpoint, you’ll be part of a global team that breaks barriers to redefine cybersecurity, guided by our BRAVE core values: Bold in how we dream and innovate, Responsive to feedback, challenges, and opportunities, Accountable for results and best-in-class outcomes, Visionary in future-focused problem-solving, Exceptional in execution and impact.

About Us

Proofpoint is a leading cybersecurity company protecting organizations' greatest assets and biggest risks: their people. We provide cutting-edge solutions to defend against cyber threats, protect data, and ensure compliance. Our team is passionate, innovative, and dedicated to helping businesses safeguard their critical information.

Role Summary

We are seeking a Senior Analyst, Sales Tools & Processes to lead and optimize sales tools and process initiatives across our global revenue organization. In this high-impact role, you’ll drive operational scale, data integrity, and seller productivity by improving the tools and workflows that power our lead-to-cash lifecycle.

This is an ideal role for someone with strong Salesforce and process fluency, who thrives in cross-functional environments and takes pride in driving measurable business value. You’ll partner closely with Sales Operations leadership, IT, Finance, Marketing, and Sales Enablement to deliver scalable solutions that enhance both seller experience and GTM execution.

This role reports to the Senior Director, Sales Operations and works closely with Field Sales Ops, Systems teams, and Enablement leaders to ensure alignment across stakeholders and platforms.

Key Responsibilities

• Lead cross-functional initiatives to streamline the lead-to-cash process, reduce seller friction, and scale GTM operations
• Gather and translate business requirements into functional designs for Salesforce Sales Cloud and CPQ; collaborate with IT to implement and iterate
• Drive data hygiene and forecast accuracy through process improvements, change management, and stakeholder alignment
• Identify and resolve complex operational issues related to data quality, seller experience, or system usability
• Build and maintain auditable, high-visibility Salesforce and Clari reports/dashboards to support sales productivity, forecasting, and visibility
• Partner with Sales Enablement to plan and deliver rollout of new tools or process changes—including training, documentation, and adoption support
• Train or support the training of sales team members on new system features and workflows
• Own or contribute to tool evaluations, system integrations, and vendor discussions—representing Sales Operations’ priorities and use cases
• Identify emerging tools and workflow automation opportunities to drive efficiency across GTM systems
• Stay informed on evolving GTM needs and proactively recommend system enhancements or process innovations that support scale
• Influence roadmap for sales tools by identifying high-impact improvements and advocating for investments that improve seller experience and revenue outcomes
• Support a high-growth cybersecurity and enterprise SaaS GTM model through scalable process design and data-informed decision-making

Required Qualifications

• 6+ years of experience in Sales Operations, Revenue Operations, or Business Systems roles supporting B2B sales organizations
• Strong hands-on experience with Salesforce Sales Cloud and CPQ
• Demonstrated ability to lead or significantly contribute to cross-functional operational initiatives with measurable impact
• Proven track record of translating business needs into functional system requirements and partnering with technical teams to deliver
• Excellent attention to detail, process orientation, and problem-solving capabilities
• High proficiency in Salesforce reporting, Excel, and workflow design
• Strong collaboration and communication skills; experienced working across Sales, IT, Finance, Marketing, and Enablement functions

Preferred Qualifications

• Salesforce Administrator certification strongly preferred. Candidates without certification should demonstrate equivalent experience and a willingness to pursue certification within the first year
• Experience with Clari or other sales forecasting tools
• Familiarity with lead-to-cash processes, quoting workflows, and sa