Sales Operations Analyst

API Heat Transfer•Town of Cheektowaga, NY

4d•$65,000 - $85,000•Onsite

About The Position

The Sales Operations Analyst supports the sales organization by ensuring data accuracy, opportunity visibility, and actionable insights that enable effective pipeline management and revenue growth. This role owns Salesforce opportunity hygiene, prepares and analyzes data for sales pace calls, and proactively identifies and qualifies new sales opportunities using external market intelligence tools before handing them off to the sales team. This role sits at the intersection of data, process, and sales execution and is critical to helping the sales team focus on the highest-value opportunities.

Requirements

Bachelor’s degree in Business, Finance, Analytics, or a related field (or equivalent experience)
2–5 years of experience in sales operations, sales analytics, business analysis, or a related role
Strong working knowledge of Salesforce.com (opportunity management, reporting, dashboards)
Experience using market intelligence tools such as IIR, Hoovers, or similar platforms
Strong analytical skills with the ability to translate data into clear insights and recommendations
High attention to detail and strong data discipline
Ability to work cross-functionally with sales leadership and frontline sales teams
Salesforce reporting and data management
Pipeline and forecast analysis
Market and account research
Opportunity qualification frameworks
Excel / Google Sheets (advanced)
Clear written and verbal communication
Ability to prioritize and manage recurring deadlines (e.g., pace calls)

Responsibilities

Own the accuracy, completeness, and timeliness of opportunity data in Salesforce.com
Ensure opportunities are properly staged, forecasted, and updated in advance of sales pace calls
Enforce CRM standards and best practices for opportunity management and data quality
Develop and maintain dashboards and reports in CRM tools to track follow-up activities and customer engagement
Partner with sales reps to design and execute structured post-sale follow-up processes, ensuring timely outreach and personalized communication.
Monitor customer feedback and escalate insights to sales, marketing, and product teams for continuous improvement.
Partner with sales leadership to continuously improve Salesforce processes and reporting
Prepare weekly and monthly sales pace call materials, including pipeline, bookings, and forecast analysis
Analyze trends in pipeline health, conversion rates, deal velocity, and close probability
Highlight risks, gaps, and opportunities in the pipeline for sales leadership
Provide ad hoc analysis to support decision-making and prioritization
Use tools such as IIR, Hoovers, and other market intelligence platforms to identify target companies, projects, and market segments aligned with company solutions
Research accounts and projects to assess fit, timing, and potential value
Qualify identified opportunities based on defined criteria (e.g., scope, budget, timing, decision-makers)
Package and hand off qualified opportunities to the appropriate sales representatives with clear context and supporting data
Act as a trusted analytical partner to the sales team
Support pipeline management by ensuring accurate data entry, follow-up task tracking, and timely updates.
Collaborate with the Sales Team to define and align follow-up strategies and assist with corresponding customer communications .
Support Sales Team with account insights, data requests, and opportunity research
Help standardize opportunity qualification and pipeline discipline across the sales organization
Recommend process enhancements and automation opportunities to improve follow-up efficiency and consistency.