Sales Operations Specialist & Analyst, AirHelp
€45-55k
1-5 days a week in office
Claims management company for flight disruptions
Be an early applicant
Claims management company for flight disruptions
201-500 employees
Be an early applicant
€45-55k
1-5 days a week in office
201-500 employees
Company mission
To make claiming compensation as easy and seamless as possible.
Role
Who you are
- This role is for someone who thrives on impact and ownership: a builder who spots inefficiencies and fixes them, a problem-solver who makes complex data clear, and a collaborator who raises the game of everyone around them
- If you’ve already proven you can optimize systems like Salesforce or HubSpot, forecast with accuracy, and drive measurable results - we want you
- 2–4 years’ experience in sales operations, business analysis, or CRM management (ideally B2B), with a proven track record of owning and optimising platforms such as Salesforce, HubSpot, or equivalent
- Strong understanding of sales performance metrics and forecasting methods, enabling data-driven decision-making and growth
- Proven experience implementing and managing AI/automation in sales operations
- Confident with Excel, Google Sheets, and BI tools, with the ability to transform raw numbers into clear, actionable narratives
- Skilled at identifying trends, diagnosing performance issues, and creating visual reports that influence strategy
- A process mindset - mapping, simplifying, and optimising workflows to improve efficiency across teams
- Adept at implementing scalable, repeatable processes that support both short-term targets and long-term growth
- Strong communicator, able to align cross-functional teams around shared goals
- Capable of translating technical or data-heavy insights into language that resonates with both commercial and operational stakeholders
- Owner mentality - proactive, self-motivated, and driven to test, learn, and continuously improve
- Thrives in environments that value both speed and accuracy, with the resilience to adapt to changing priorities
What the job involves
- We’re looking for a Sales Operations Specialist & Analyst who doesn’t just run processes - but builds them to scale. In this role, you’ll be the engine behind AirHelp’s global B2B partnerships:
- Own the sales operations framework, CRM ecosystem, and performance analytics
- Translate data into strategy and give leadership the insights to make faster, smarter decisions
- Design processes that win - enabling our teams to acquire, retain, and grow partnerships across global markets
- Design, implement, and continuously improve workflows that make it easier for the Partnerships team to move fast and close better deals
- Keep the sales pipeline accurate and actionable with clear stage definitions and reliable forecasting
- Use AI process-mining and automation tools to identify bottlenecks, recommend improvements, and streamline operations
- Partner with leadership to align processes with growth priorities
- Fully own and optimise the CRM (Salesforce, HubSpot, or equivalent), ensuring clean, trustworthy data and high adoption
- Manage configuration, automation, and reporting so the CRM is a productivity hub, not a chore
- Lead user onboarding, permissions, and training to help the team get maximum value from the tools
- Deliver clear, actionable reports on sales performance, pipeline health, and partner engagement
- Analyse deal cycles, conversion rates, and win/loss trends - incorporating natural language BI and NLP analysis to surface insights from both structured and unstructured data
- Analyse deal cycles, conversion rates, and win/loss trends to spot opportunities for improvement
- Provide data-driven insights to guide strategic decisions and negotiations
- Keep partner records, contracts, and performance metrics accurate and easy to access
- Support smooth partner onboarding with the right processes and materials in place
- Prepare partnership performance reviews and account planning resources
- By month 3:
- Audit and document current sales processes, pipeline definitions, and improve CRM usage across the B2B Partnerships team
- Identify and present top 3 process gaps or inefficiencies, with proposed solutions
- Deliver an “adoption improvement plan” for CRM, including training and automation opportunities
- By Month 6
- Achieve 95% CRM data completeness for active opportunities (contact details, stage, value, close date)
- Improve forecast accuracy to within 10% variance for the current quarter
- Deliver a set of 3 core dashboards in the CRM (e.g., pipeline health, partner performance, conversion funnel) used regularly by leadership
- Reduce average deal cycle time by 10% through process improvements or automation
- By Month 9
- Establish and roll out a quarterly pipeline review process for the Partnerships team
- Maintain CRM adoption at 90%+ active weekly usage by relevant team members
- Implement at least two new automations in CRM that reduce manual work for the team
- Provide win/loss analysis reports that lead to at least two concrete changes in sales or partnership approach
- By Month 12
- Maintain 95%+ CRM data quality across all active opportunities and partner accounts
- Keep forecast accuracy at 5–8% variance across two consecutive quarters
- Deliver a year-end analytics review highlighting trends, conversion rates, and top drivers of partner revenue growth
- Demonstrate a measurable increase in pipeline velocity (time from first contact to deal close) compared to baseline
- Earn positive feedback from 80%+ of the B2B Partnerships team in an internal support satisfaction survey
- Reporting To: Bryan Porter
Our take
Customer support and claims tech are most often reserved for law firms and legal teams, but AirHelp’s focus on the air travel industry has carved them out a niche and amassed the company a client base of 16 million people. Focusing on assisting travellers with air travel rights, delays, cancellations, missed connections, strikes, baggage loss, and denied boarding compensation, AirHelp’s team speak 17 languages and works in partnership with law firms in 30 countries.
AirHelp’s law firm partnerships are a vital asset to the company, which must navigate a shifting sands ecosystem where different countries and companies have different laws. So far, AirHelp has amassed a significant amount of funding from the likes of ABRY Partners, which should help it continue building these partnerships and expand its operations.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 3 rounds)
Aug 2016
$12m
SERIES A
Aug 2014
$0.2m
SEED
Total funding: $12.4m
Company benefits
- Internal training programs and knowledge-sharing events
- Personalized progression plan
- Language classes
- Mindfulness platform
- Lunch subsidy
- Flexible benefits: gym membership, personal education, childcare, public transportation or leisure travel subsidy
- Health benefits
- MacBook Air
- Unlimited, free use of AirHelp's services
- Work from anywhere for 2 weeks a year
- Team days
- Events and parties
Company HQ
Friedrichshain, Berlin, Germany
Leadership
Tomasz Pawliszyn
(CEO)A Member of the Revenue Collective. Previously worked at Studio Moderna for over 9 years, while there they held Directorial and Operations roles. Prior to that, they worked as a Senior Project Leader at Toyota Motors Europe.
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