Sales Ops Analyst – Pipeline

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. InterSystems is an E-Verify Employer in the United States.