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, this role maintains lead-routing rules, monitors pipeline performance, and analyzes sales velocity, conversion trends, and Outreach activity and engagement data. The analyst will turn data from multiple systems into timely, actionable insights that improve lead follow-up, pipeline visibility, and overall sales execution.
Key Responsibilities
- Lead Routing and Assignment: Maintain lead-assignment rules, queues, and ownership logic across go-to-market teams. Partner with Sales and Marketing leaders to validate routing criteria, resolve exceptions, and ensure leads reach the appropriate owner promptly.
- Lead Follow-Up and Service Levels: Monitor lead response times, aging, disposition, and follow-up against established service-level expectations. Identify unworked or stalled leads, coordinate corrective action, and support consistent execution across teams.
- Funnel and Pipeline Reporting: Prepare recurring reporting that tracks leads from initial engagement through opportunity creation and pipeline progression. Provide clear visibility into funnel volume, stage movement, pipeline creation, source, segment, and ownership.
- Sales Velocity Analysis: Measure lead and opportunity aging, time between funnel stages, sales-cycle duration, and other velocity indicators. Surface bottlenecks and trends that may require operational or management action.
- Conversion Trend Analysis: Analyze conversion rates by source, campaign, segment, team, and other relevant dimensions. Distinguish meaningful changes from normal variation and summarize the business implications for Sales Operations and sales leadership.
- Outreach Activity and Engagement Reporting: Maintain reporting on 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.
- Data Quality and Operational Support: Reconcile lead, activity, and opportunity data across HubSpot, PEGA, Outreach, and related systems. Investigate discrepancies, coordinate corrections, document reporting definitions and processes, and provide timely support for recurring and time-sensitive requests.
Qualifications
- 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 (e.g., Salesforce, HubSpot, PEGA, or Outreach), 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 creating recurring reports or dashboards; familiarity with business intelligence tools or SQL is a plus.
- Experience using AI-assisted tools (e.g. copilots, summarization tools, or chatbots) with an ability to critically evaluate and verify AI-generated outputs
- Demonstrated ability to learn, evaluate, adapt to, propose and implement AI-augmented workflows to continually enhance your own, and the team’s 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.
We are an equal-opportunity employer and do not discriminate because of race, color, religion, sex, national origin, ancestry, marital status, veteran status, age, disability, sexual orientation or gender identity or expression or any other legally protected category. Confidential (Registered Users Only) is an E-Verify Employer in the United States.
Confidential (Registered Users Only) is providing a current good faith estimate of the anticipated base salary range for this position depending on a variety of factors including experience, education, skills, and performance.
Other compensation may include a discretionary annual variable target incentive.
The company also provides generous employee benefits including:
- Medical, vision, and dental insurance
- Short-term and long-term disability, and life insurance
- 401(k) Profit Sharing Contribution
- Paid Time Off and Holidays
- Parental Leave
- Tuition reimbursement
About Confidential (Registered Users Only)
Confidential (Registered Users Only), a creative data technology provider, delivers a unified foundation for next-generation applications for healthcare, finance, manufacturing, and supply chain customers in more than 80 countries. Our data platforms solve interoperability, speed, and scalability problems for large organizations around the globe to unlock the power of data and allow people to perceive data in imaginative ways. Established in 1978, Confidential (Registered Users Only) is committed to excellence through its 24×7 support for customers and partners around the world. Privately held and headquartered in Boston, Massachusetts, Confidential (Registered Users Only) has 38 offices in 28 countries worldwide. For more information, please visit Confidential (Registered Users Only).com.
AI Disclaimer
Confidential (Registered Users Only) may use AI tools for its internal operations including administrative tasks during recruitment (e.g., organizing candidate information). Confidential (Registered Users Only)’ approach to AI is guided by the Confidential (Registered Users Only) Responsible AI Guidelines. AI is not used to make or influence hiring decisions. All decisions are made by Confidential (Registered Users Only) employees.
Candidates may use AI for CV or interview preparation, provided materials are truthful and reflect their own experience. AI tools and third-party transcription services must not be used during interviews or assessments.
Please note that the use of wearable technology, including any AI-related tools or other technology-connected devices (such as META or Google smart glasses and/or wearables, and/or any similar devices), is strictly prohibited during the interview and screening process with Confidential (Registered Users Only). Any applicant who requires a wearable device or any type of technology support during the interview process as a reasonable accommodation under the ADA or applicable state or country laws and regulations must contact the Confidential (Registered Users Only) Human Resources Department prior to attending or participating in any interview or screening process.