Principal Sales Operations Analyst

Duties And Responsibilities

• Provide actionable analysis on key sales KPIs, including forecast accuracy, pipeline quality, deal movement, booking trends, ARR, average deal size, discounting, and quarterly performance drivers.
• Partner directly with sales leaders, including RVPs and frontline leadership, to support business reviews, forecast calls, pipeline reviews, and performance discussions.
• Analyze pipeline coverage, pipeline creation, stage-level health, and conversion trends to identify gaps, risks, and opportunities for improved sales execution.
• Own deep-dive analysis of pipeline funnel performance across lead, opportunity, stage progression, conversion, and closed-won outcomes.
• Analyze SDR performance, productivity, efficiency, and KPI trends, including activity quality, meeting creation, conversion to opportunity, pipeline contribution, and handoff effectiveness.
• Evaluate funnel and deal-stage movement, including stage conversion, time spent in each stage, progression trends, deal slippage, push rates, aging pipeline, and stalled opportunities.
• Identify bottlenecks across the sales cycle and recommend data-driven actions to improve pipeline velocity, conversion, quality, and revenue predictability.
• Recommend and help implement process improvements, automation, dashboard enhancements, and operating cadences that improve sales efficiency and funnel transparency.
• Drive alignment across teams on pipeline definitions, KPI measurement, handoff processes, funnel performance, and action plans to improve results.
• Lead cross-functional initiatives that modernize pipeline management, improve forecast accuracy, enhance funnel visibility, and strengthen GTM operating discipline.
• Mentor junior analysts and model strong analytical rigor, business acumen, stakeholder management, and continuous improvement practices.
• Other duties as assigned and required.

Qualifications

• Bachelor’s degree in business, Finance, Marketing, or a related field (MBA preferred).
• 8-10+ years' experience in revenue operations, sales strategy, or revenue growth roles, with at least 5 years in a leadership position.
• Deep knowledge of sales funnels, demand generation, and revenue lifecycle management.
• Solid data-analytical skills, with experience in CRM platforms (Salesforce) and revenue intelligence tools.
• Proven ability to improve sales processes and revenue forecasting.
• Excellent communication, leadership, and cross-functional partnership skills.
• Experience working in technology, or enterprise sales environments.
• Expertise in sales automation, lead scoring, and account-based marketing (ABM).
• Experience driving alignment between marketing, sales, and customer success teams.
• Effective problem-solving mindset with a focus on operational excellence.

Pay

This position offers a total compensation range of $164,000 to $174,000 (inclusive of base salary and variable compensation, such as bonuses and incentives).