The Sales Operations Business Process Analyst improves sales execution by optimizing Salesforce-supported processes, translating business needs into practical solutions, and delivering trusted reporting and insights. The role partners with Sales Leadership, Sales Operations, Finance, IT, and Salesforce administrators to strengthen pipeline management, forecasting, data quality, user adoption, and decision-making.Key Responsibilities·Business Process Optimization & Governance- Analyze, document, and improve sales processes supporting opportunity management, qualification, pipeline progression, forecasting, territory management, lead management, and account planning.
- Establish and maintain business rules, field definitions, standard operating procedures, governance controls, review cadences, and escalation paths.
- Identify inefficiencies and recommend scalable process, training, data, automation, or system improvements that increase productivity, adoption, data quality, and forecast discipline.
- Support change adoption through clear communication, user guidance, training, and measurement of corrective actions.
·Business Analysis & Solution Delivery- Partner with business and technical stakeholders to define needs, desired outcomes, requirements, dependencies, priorities, risks, and acceptance criteria.
- Evaluate solution options and recommend the best approach based on business processes, data availability and accuracy, tool capabilities, benefits, and implementation considerations.
- Maintain and prioritize the Salesforce process and reporting enhancement backlog, with clear visibility to status, decisions, risks, and unresolved issues.
- Support solution design, testing, validation, deployment readiness, business acceptance, and post-implementation review.
·Reporting, Analytics & Business Insights- Design, maintain, and govern dashboards, reports, scorecards, exception reporting, and recurring business-review analytics supporting pipeline, forecasting, bookings, revenue, customer activity, and sales execution.
- Apply consistent definitions, fields, filters, calculations, data sources, and reporting periods; validate results and resolve differences between dashboards, source reports, and underlying data.
- Perform historical, trend, variance, and root-cause analysis of forecast accuracy, opportunity movement, pipeline aging, deal slippage, stage progression, conversion, value changes, timing changes, and data-quality issues.
- Identify material risks, exceptions, and performance drivers; provide concise, executive-ready insights and practical recommendations for monthly, quarterly, and annual business reviews.
- Monitor process adoption, required-field completion, update timeliness, and forecast compliance while evaluating AI, automation, and analytical capabilities that improve efficiency and decision-making.
Required Qualifications- Bachelor's degree in Business, Finance, Analytics, Information Systems, or a related field, or equivalent relevant experience.
- 5+ years’ experience in Sales Operations, Revenue Operations, business analysis, CRM process improvement, business analytics, or a related function.
- 3+ years’ of hands-on experience with Salesforce Lightning reporting, dashboards, process optimization, deployment support, or related sales capabilities.
- Strong understanding of opportunity management, pipeline management, sales forecasting, bookings, revenue reporting, and KPI measurement.
- Demonstrated experience translating business needs into requirements, evaluating solution options, managing enhancement priorities, and supporting testing and business acceptance.
- Strong analytical, variance-analysis, data-validation, root-cause, process-design, and problem-solving skills.
- Ability to communicate complex information clearly to executive, business, and technical audiences.
Preferred Qualifications- Salesforce Administrator or Salesforce Business Analyst certification.
- Experience with Salesforce AI, CRM Analytics, Tableau, Power BI, Oracle Analytics, or comparable reporting and analytical platforms.
- Experience with historical snapshots, forecast-movement reporting, pipeline trend analysis, complex bookings or revenue forecasting, and global B2B sales organizations.
- Advanced Excel and data-analysis capabilities.
The anticipated base pay range for this full-time position in all geographic locations is $120,000.00 - $135,000.00 annually. Actual compensation within the range will be determined based on a variety of factors, including, but not limited to the candidate’s experience, skills and education. The compensation package also includes eligibility for an incentive plan and comprehensive benefits, subject to applicable requirements.
