Sales Operations Specialist

About this role

Company Description

CP One Japan provides the “Rocket Now” food delivery service in Japan, leveraging Coupang’s technological capabilities and innovative logistics solutions to offer fast, reliable, and customer‑focused food delivery services to consumers in Japan. CP One Japan LLC is a wholly owned subsidiary of Coupang, Inc. (NYSE: CPNG). Coupang, Inc. is a Fortune 150 company listed on the New York Stock Exchange and is known as a leading technology company.

Role Overview

The Sales Operations Manager for Enterprise Sales plays a core role in building and running the operational infrastructure behind Rocket Now’s B2B growth engine. This is a highly analytical, process-oriented position designed to optimize sales effectiveness, streamline deal execution, and drive predictability across the entire B2B sales funnel.

You will be responsible for the end-to-end sales ops architecture: managing sales forecasting, pipeline hygiene, territory alignment, and quota attainment. Rather than building external client presentations, you will focus internally—equipping sales leaders and account executives with the frameworks, dashboards, and automated tools needed to maximize seller productivity, reduce sales friction, and hit target metrics.

Key Responsibilities

• Sales Strategy, Account Allocation & Pipeline Management

• Account Allocation & Coverage Planning: Analyze total addressable market (TAM) data and store penetration to build optimal, balanced account allocation frameworks and rep assignment models.

• Pipeline Governance: Own pipeline hygiene, deal-stage definitions, and sales cadence, ensuring clean data and accurate funnel tracking across all Enterprise sales reps.

• Sales Velocity: Identify operational bottlenecks in the sales process to reduce time-to-close and improve conversion rates across stages.

2. Performance Management, Quota & Forecasting

• Target Setting & Quota Tracking: Partner with sales leadership to design, model, and deploy quota structures, target attainment tracking, and incentive/commission frameworks.

• Forecasting & Revenue Predictability: Build and manage predictable revenue forecasting models to give executive leadership visibility into projected deal closures and target achievements.

• Sales Rep Productivity: Track seller performance metrics (activity rates, deal sizes, cycle times) to identify top-performing behaviors and isolate areas for coaching or operational support.

3. Reporting, BI & Sales Tooling Automation

• Executive Dashboards: Design, build, and maintain automated dashboards tracking key sales KPIs (e.g., acquisition, store coverage, martech adoption) for presentation to senior leadership.

• Process Automation: Identify repetitive manual tasks in the sales workflow and build scalable, repeatable solutions using G-Suite, Microsoft Office, and internal tools.

• SQL-Driven Analysis: Independently query large data sets to evaluate sales funnel metrics, deal unit economics, and sales capacity planning hypotheses.

4. Cross-Functional Operations & Alignment

• Operations Hand-off: Partner closely with Merchant Operations, Finance, and Legal to ensure seamless hand-offs post-contract signature (e.g., contract execution, commission updates via BTS, onboarding alignment).

• Strategic Partner to Leadership: Act as the strategic thought partner to Enterprise Sales Directors, providing analytical rigor and data-backed recommendations during planning cycles.

Qualifications

Required

• Sales Operations Experience: Proven background in Sales Operations, Revenue Operations, Business Operations, or Strategy & Analytics supporting B2B sales organizations.

• Technical Skillset: Strong proficiency in SQL is mandatory (ability to query databases, aggregate data, and build data models without relying on pre-built reports).

• Advanced Analytics & Visualization: Advanced proficiency in Spreadsheets (Excel/Google Sheets) for complex modeling. Experience building dashboards in BI tools (e.g., Looker, Tableau) or CRM reporting environments.

• Metric & Incentive Design: Demonstrated experience with sales funnel analytics, quota setting, territory mapping, and sales forecasting methodologies.

• Language: Business-level English.

Preferred

• Experience in fast-paced B2B marketplaces, e-commerce, or food delivery platforms.

• Experience managing CRM platforms, sales pipeline tools, or automated workflow integrations.

• Proven track record of improving sales rep productivity through process design and operational rigor.

What Success Looks Like

• Predictable Forecasting: Sales leadership has accurate, real-time visibility into pipeline health, revenue projections, and target attainment.

• Seller Productivity: Sales reps spend less time on administrative friction and more time closing high-value deals due to streamlined tools and clear territory models.

• Data Integrity: The Enterprise Sales team operates on a single, standardized source of truth for all sales performance data.

• Operational Alignment: Seamless hand-off processes between Enterprise Sales, Merchant Operations, and Finance.

Recruitment Process

• Application Review - Phone Interview - Onsite (or Virtual Onsite) Interview – Offer

• The exact nature of the recruitment process may vary according to the specific job and may be changed due to scheduling or other circumstances.

• Interview schedules and the results will be informed to the applicant via the e-mail address submitted at the application stage.

Working Conditions

• Employment Type

• Probationary Period

• Duration of contract (if applicable)

• Other details will be provided separately

Details to Consider

• This job posting may be closed prior to the stated end date for application if all openings are filled.

• Coupang has the right to rescind an offer of employment if a candidate is found to have submitted false information as part of the application process.

• Those eligible for employment protection (recipients of…