Summary
Overview
Work History
Education
Skills
Certification
Timeline
Generic

Kanika Sharma

Sales Operations
Gurgaon,HR

Summary

Results-driven Sales Operations Specialist with 6+ years of experience optimizing sales processes, driving efficiency, and supporting revenue growth. Skilled in Salesforce administration, pipeline management, forecasting, and data-driven decision-making. Adept at collaborating with cross-functional teams to enhance CRM adoption, improve sales productivity, and develop insightful reporting for leadership. Strong analytical mindset with expertise in sales analytics, quota planning, and process automation. Passionate about enabling sales teams with the right tools, strategies, and insights to achieve business objectives.

Overview

8
8
years of professional experience
5
5
years of post-secondary education
1
1
Certification

Work History

Sr Sales Operations Specialist

Zeta Global
07.2023 - 04.2025
  • Maintain data hygiene in Salesforce CRM, ensuring accurate and up-to-date records.
  • Develop reports & dashboards for pipeline tracking, revenue analysis, and performance insights.
  • Conduct pipeline analysis and budget vs actuals revenue calculations.
  • Support weekly/monthly business cadence with key sales metrics and insights.
  • Perform mass data uploads using Salesforce Data Loader for efficient data management.
  • Manage Salesforce user administration, including account setup, login troubleshooting, and permissions management.
  • Resolve Salesforce support requests via JIRA tickets, addressing access and configuration issues.
  • Ensure compliance by maintaining reports that track closed date adherence, purchase order validation, and data completeness.
  • Led CRM adoption initiatives by developing and delivering onboarding and tactical training programs, leveraging digital tools to enhance user engagement and system utilization.
  • Managed end-to-end CRM helpdesk operations, analyzing support trends to improve training content and implementing automation to optimize resolution workflows.
  • Collaborate with Sales, Customer Success, Marketing, and Finance to align processes and drive revenue-impacting initiatives.
  • Managed end-to-end incentive plan processing, including crediting logic, quota attainment, and commission payouts using Xactly.
  • Develop and deliver training on Salesforce enabling GTM teams to maximize tool effectiveness.
  • Design and execute segmentation, personalization, and sequences for campaigns in collaboration with Marketing.
  • Document processes and best practices to enhance future sales operations efficiency.
  • Support sales automation tasks to ensure smooth processes execution.

Senior Revenue Operations Analyst

Everest Group
04.2022 - 07.2023
  • Enhance sales forecasting by identifying key metrics and ensuring accurate tracking.
  • Analyze and measure campaign performance to optimize marketing impact on revenue.
  • Develop reports to help Sales and Marketing teams assess KPIs like channel effectiveness, campaign performance, and pipeline contribution.
  • Managed escalations with professionalism and urgency, ensuring timely and effective resolution while protecting client relationships.
  • Supported onboarding and ongoing coaching initiatives to strengthen team members’ technical skills, CRM proficiency, and customer engagement capabilities.
  • Use Salesforce reports and Pivot Tables to generate insights into sales territory and account allocation.
  • Manage and support tools, including ZoomInfo, Salesforce, Marketo and LinkedIn Sales Navigator.
  • Coordinate with multiple stakeholders to align sales and marketing initiatives.
  • Oversee the inbound lead process, including acquisition, scoring, funnel tracking, and pipeline measurement.
  • Calculate and monitor weekly, monthly, and annual sales run rates.
  • Conduct data analysis to identify opportunities for process improvements and revenue optimization.
  • Perform Salesforce administration tasks, including troubleshooting, data updates, reporting, and user management.
  • Maintain data quality through reporting tools and best practices in Salesforce.
  • Automate report and dashboard development in Salesforce to streamline processes.
  • Manage integration between Salesforce and other connected applications.

Global Sales Operations & Enablement Analyst

IHS Markit (S&P Global)
03.2019 - 04.2022
  • Make CRM the go-to platform for accurate sales data by improving tools, encouraging learning, providing useful insights, and strengthening the brand.
  • Drive process improvements in sales operations, pipeline management, and innovation while fostering a culture of collaboration, learning, brand awareness, and change management.
  • Develop and manage interactive dashboards and reports to track sales performance, forecast accuracy, and team activities at both individual and leadership levels.
  • Oversee Salesforce CRM administration, including user management, license allocation, training, and lead management to ensure smooth operations.
  • Conduct ad hoc data analysis and reporting to support strategic decision-making.
  • Facilitate governance meetings and stakeholder communications with regular updates on sales operations and performance.
  • Work closely with global teams in marketing, sales, customer success, and finance to streamline sales processes and drive cross-functional alignment.
  • Lead the transition and stabilization of key sales processes to India, ensuring efficiency and seamless execution.

Sales Operations Coordinator

Mizuho Financial Bank
01.2017 - 03.2019
  • Map and improve sales and operations processes.
  • Conduct Market Research and Client Segmentation.
  • Maintain the hygiene of data in CRM.
  • Maintaining the data in Excel.
  • Creating PPTs for the sales training sessions.
  • Client Servicing & Operations Management.

Education

MBA - Finance

Institute of Management Technology
04.2021 - 01.2023

Bachelor of Commerce - BCom - Business/Commerce

Delhi University
01.2013 - 01.2016

Skills

Microsoft Excel

Certification

Salesforce ADM-201, Salesforce Certified Administrator

Timeline

Sr Sales Operations Specialist

Zeta Global
07.2023 - 04.2025

Senior Revenue Operations Analyst

Everest Group
04.2022 - 07.2023

MBA - Finance

Institute of Management Technology
04.2021 - 01.2023

Global Sales Operations & Enablement Analyst

IHS Markit (S&P Global)
03.2019 - 04.2022

Sales Operations Coordinator

Mizuho Financial Bank
01.2017 - 03.2019

Bachelor of Commerce - BCom - Business/Commerce

Delhi University
01.2013 - 01.2016

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Kanika SharmaSales Operations