Sales Operations Analyst

US Green Building Council • Remote, US,

12h • $75,000 - $95,000 • Remote

About The Position

The Sales Operations Analyst supports the commercial operations of USGBC and GBCI by turning commercial data and business needs into reliable analysis, actionable insights, and effective Salesforce workflows. The role supports Market Leads, Account Management teams, and leadership with pipeline, forecasting, account coverage, customer retention, expansion, and partner performance reporting. It also performs business analysis to define Salesforce requirements, test workflows, and support adoption of approved commercial processes.

The position supports global sales operations across all regions by establishing consistent reporting practices, improving data quality, and providing accurate commercial insights for decision-making across markets. It is an individual contributor on the global sales operations team, reporting to the Director of Sales Operations and working with regional directors, market leads, account management, client solutions, sales enablement, technology, and finance. The role helps standardize commercial data, reporting, and business processes while meeting regional teams’ operational and analytical needs.

Requirements

• At least three years of experience in sales operations, revenue operations, commercial analytics, or business analysis supporting customer-facing teams, including at least two years of hands-on Salesforce reporting and commercial workflow experience.
• Demonstrated experience developing reports and dashboards, improving data quality, conducting user acceptance testing, and supporting business-process adoption.
• Experience independently producing sales or business performance analysis and communicating findings to nontechnical stakeholders.
• Working experience with Salesforce reporting and commercial workflows, including accounts, contacts, leads, opportunities, required fields, and process handoffs.
• Experience gathering and documenting business requirements, mapping processes, defining acceptance criteria, conducting user acceptance testing, and tracking defects or issues.
• Experience supporting sales operations, commercial reporting, or business analysis for teams operating across multiple regions or business units.
• Demonstrated ability to analyze and consolidate data from multiple sources to support accurate performance reporting and business decisions.
• Experience supporting commercial reporting or sales operations in a global or multinational organization.
• Familiarity with SQL or other data querying methods used for business reporting and analysis.
• Experience developing reporting dashboards, improving CRM data quality, or supporting process automation initiatives.
• Bachelor’s degree in business administration, finance, economics, business analytics, information systems, statistics, or a related field.
• Proficiency with Salesforce CRM, including reporting, dashboards, account and contact management, lead and opportunity workflows, and data quality monitoring.
• Advanced proficiency with Microsoft Excel, including pivot tables, lookup functions, data validation, data reconciliation, and reporting analysis.
• Experience with Microsoft Power BI, Tableau, or comparable business intelligence and data visualization tools.
• Proficiency with Microsoft 365 applications, including Word, PowerPoint, Outlook, Teams, and SharePoint, or comparable business productivity and collaboration platforms.
• Experience with business requirements documentation, workflow mapping, user acceptance testing, and issue-tracking tools.
• Familiarity with data preparation, reporting automation, and structured data analysis for commercial operations.
• Strong spreadsheet analysis, data preparation, reconciliation, reporting, and quality-control skills, including documenting metric definitions and investigating inconsistencies.
• Strong analytical and problem-solving skills, with the ability to assess data independently, identify trends, and communicate actionable findings.
• Clear written and verbal communication skills, including the ability to explain technical or analytical information to nontechnical stakeholders.
• Attention to detail, discretion when handling confidential commercial data, and sound judgment when prioritizing competing requests.
• Ability to work effectively across business and technical teams, support user adoption, and communicate analytical limitations without overstating certainty.
• Strong organizational and time-management skills, with the ability to manage multiple reporting requests, system improvements, and deadlines across global regions.
• Ability to collaborate across cultures, geographic regions, and time zones.
• Ability to balance standardized global reporting requirements with regional business needs while maintaining data accuracy and consistency.
• Commitment to the missions of USGBC and GBCI and an interest in advancing sustainability in the built environment.

Nice To Haves

• Advanced degree in business analytics, information systems, business administration, or a related discipline.
• Salesforce Certified Administrator, Salesforce Business Analyst, or comparable CRM or business analytics certification.
• LEED Green Associate or LEED AP credential.

Responsibilities

• Build and maintain approved global reports and dashboards covering sales pipeline, conversion rates, opportunity stage aging, win/loss trends, account coverage, customer retention and expansion, and channel partner contributions.
• Coordinate with marketing and communications on campaign performance, lead routing, and return-on-investment reporting; analyze trends and data limitations and recommend follow-up actions.
• Prepare forecasting inputs, assumptions, scenarios, and variance analyses; identify incomplete information, inconsistent opportunity values, and reporting discrepancies.
• Support territory planning, account coverage, quota and KPI distribution, workload analysis, and consolidation of forecast data across global regions.
• Monitor and improve data accuracy across Salesforce accounts, contacts, opportunities, account hierarchies, required fields, customer and partner relationships, and commercial records.
• Identify duplicate or incomplete records, coordinate corrections with record owners, and reconcile approved commercial measures with finance to prevent duplicate attribution.
• Gather and document business requirements, workflows, user needs, field definitions, reporting logic, process handoffs, and acceptance criteria.
• Maintain a prioritized Salesforce business-improvement backlog with the Director of Sales Operations and technology, and support scalable improvements aligned with approved global processes.
• Prepare and execute user acceptance testing, coordinate business testers, document defects, track results, and validate requirements; support change readiness and coordinate with authorized technology teams on remediation and deployment.
• Develop process documentation, job aids, and user guidance; demonstrate systems, address business-process questions, collaborate on training, and escalate technical or access issues to the appropriate teams.
• Maintain reporting schedules, metric definitions, process documentation, and audit trails; identify opportunities to improve reporting efficiency, reduce manual work, and strengthen processes through automation.
• Protect confidential customer and partner information and operate within approved system permissions.
• Partner with regional directors, market leads, account managers, finance, technology, marketing, product, client solutions, and sales enablement to resolve reporting issues and support operational improvements.
• Independently manage assigned reports, dashboards, data quality checks, requirements, and testing; select appropriate analytical methods, document findings and limitations, and recommend corrective actions.
• Recommend improvements to commercial metrics, Salesforce workflows, reporting processes, and release readiness based on evidence; escalate unresolved disputes, defects, sensitive information concerns, and competing priorities.
• Preserve established decision-making authority, with business owners approving material requirements and authorized technology owners approving system releases.

Benefits

• Competitive compensation.
• 401(k) with employer matching.
• Professional development reimbursement.
• Healthcare plan through Cigna, including medical, dental, vision, and prescription drugs; USGBC covers 100% of premiums and provides an HRA to assist employees and dependents with the in-network medical deductible.
• Paid time off, including 12 paid holidays, 9 paid personal sick days, and 2 to 3 weeks of PTO based on career level.
• Operations close for a full week between Christmas and New Year’s.
• Six weeks of paid renewal leave after 7 years of continuous service.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level