Sales Ops Analyst – Pipeline

InterSystems•Boston, MA

7h•$70,000 - $86,000

About The Position

The Sales Operations Analyst is responsible for lead assignment and funnel reporting across all go-to-market segments. Working closely with Sales Operations leadership, Sales Management, Marketing, and the BDR organization, the analyst maintains lead-routing rules, monitors pipeline performance, and analyzes sales velocity, conversion trends, and Outreach activity and engagement data. The role turns data from multiple systems into timely, actionable insights that improve lead follow-up, pipeline visibility, and overall sales execution.

Requirements

Bachelor's degree in Business, Finance, Analytics, Information Systems, or a related field, or equivalent practical experience.
2 to 4 years of experience in Sales Operations, Revenue Operations, business operations, marketing operations, analytics, or a related role.
Strong Excel or spreadsheet skills and the ability to reconcile, analyze, and summarize data from multiple sources with close attention to detail.
Experience with CRM, marketing automation, or sales engagement data, including leads, activities, opportunities, stages, and ownership.
Understanding of funnel metrics such as response time, conversion rate, pipeline creation, stage progression, aging, and sales velocity.
Experience using AI-assisted tools, such as copilots, summarization tools, or chatbots, and the ability to critically evaluate and verify AI-generated outputs.
Ability to learn, evaluate, adapt to, propose, and implement AI-augmented workflows to continually enhance individual and team productivity.
Clear written and verbal communication skills, with the judgment to escalate exceptions and explain decisions to sales managers and business partners.
Ability to manage recurring operational work alongside time-sensitive requests while meeting established service levels.

Nice To Haves

Familiarity with business intelligence tools or SQL.

Responsibilities

Maintain lead-assignment rules, queues, and ownership logic across go-to-market teams; validate routing criteria with Sales and Marketing leaders, resolve exceptions, and ensure leads reach the appropriate owner promptly.
Monitor lead response times, aging, disposition, and follow-up against service-level expectations; identify unworked or stalled leads, coordinate corrective action, and support consistent execution.
Prepare recurring reports tracking leads from initial engagement through opportunity creation and pipeline progression, including funnel volume, stage movement, pipeline creation, source, segment, and ownership.
Measure lead and opportunity aging, time between funnel stages, sales-cycle duration, and other sales-velocity indicators; surface bottlenecks and trends requiring operational or management action.
Analyze conversion rates by source, campaign, segment, team, and other relevant dimensions; identify meaningful changes and summarize their business implications.
Maintain reporting on Outreach calls, emails, sequences, meetings, and prospect engagement; monitor adoption and activity quality, connect engagement patterns to funnel outcomes, and identify opportunities to improve outreach effectiveness.
Reconcile lead, activity, and opportunity data across HubSpot, PEGA, Outreach, and related systems; investigate discrepancies, coordinate corrections, and document reporting definitions and processes.
Provide timely support for recurring and time-sensitive requests.