Description
The Sales Operations Analyst supports the VP of Sales and a team of 6 enterprise account executives selling into hospital and health system leadership. This role is the operational heartbeat of the sales team — owning CRM data, reporting, the systems that help reps spend more time selling, the data handoff into FP&A, and the sales content library that arms reps in the field. This is a high-visibility role with a clear path to senior analyst, manager, and beyond as the team grows.
Requirements
DUTIES AND RESPONSIBILITIES: List essential duties and responsibilities.
- CRM, data, and reporting
- Own Salesforce data quality — keep accounts, contacts, and opportunities clean, current, and accurate.
- Build and maintain the weekly pipeline report, rep scorecards, and leader dashboards.
- Prep data and materials for weekly pipeline reviews and quarterly business reviews.
- Run ad-hoc analyses for the VP Sales — win/loss patterns, territory coverage, lead source effectiveness, sales cycle drivers.
- Track sales activity and leading indicators (calls, meetings, demos, RFP responses) and surface what's working.
- Finance & FP&A partnership
- Partner closely with FP&A to ensure sales pipeline, bookings, and forecast data flow cleanly into the company financial model and reporting.
- Be the bridge between Salesforce and FP&A — translating sales data into the formats Finance needs, reconciling pipeline-to-revenue assumptions, and supporting board and leadership reporting.
- Calculate monthly and quarterly commissions; partner with Finance on bookings and accruals.
- Support annual planning — capacity modeling, ramp assumptions for new reps, headcount tracking, productivity benchmarking.
- Sales enablement & content
- Own the sales content library — the single source of truth for selling materials. Marketing creates the content (decks, one-pagers, case studies, ROI tools, battle cards, proposal templates); organize it, keep it current, retire stale assets, tag and surface the right materials for the right deal stage, track usage, and gather feedback from reps on what's missing or needs an update.
- Coordinate sales onboarding for new hires — schedule training, track certification, manage 30/60/90-day ramp milestones.
- Partner with Marketing on lead handoff quality, MQL-to-SQL conversion, and feedback loops on campaign performance.
- Lead and territory administration
- Maintain lead routing rules and assignments so leads get to the right rep quickly.
- Track lead SLA compliance (speed to lead, response times) and surface gaps.
- Administer territory and named account assignments; keep account tiering current.
- Maintain account hierarchies for IDNs and parent–subsidiary relationships in health systems.
- Support conference and event follow-up — clean lead imports, assignment, and tracking attribution to pipeline.
- Sales process and tech stack
- Maintain Salesforce process — stage definitions, required fields, validation rules, approval workflows.
- Day-to-day admin of the broader sales tech stack (sequencing tool, conversation intelligence, content management platform, prospecting tools).
- Manage user licenses, access, and basic configuration for sales tools.
- Troubleshoot tool issues for reps; coordinate with vendors on support tickets.
- Evaluate and pilot new tools when asked by the VP Sales (analyst supports the evaluation; decision stays with leadership).
- Deal desk and pricing support
- Maintain pricing sheets, services rate cards, and proposal templates with input from VP Sales, Finance and product leaders.
- Establish and manage workflows to route discount and non-standard term approvals through the right approvers.
- Track contracts from verbal close through signature; flag stuck deals.
- Partner with Legal and Finance on contract template updates.
- Quota, comp, and performance tracking
- Administer quotas — track attainment, manage quota relief requests, communicate quota letters.
- Handle commission splits, SPIFFs, and ad-hoc incentives.
- Maintain the rep performance scorecard and surface coaching opportunities to the VP.
- Win/loss and customer intelligence
- Run a simple win/loss program — short post-decision surveys with prospects, synthesize themes quarterly for VP Sales and Marketing.
- Track competitive mentions in deals and feed Marketing for battle card updates.
- Performs other duties as assigned.
KNOWLEDGE, SKILLS AND ABILITIES: Abilities may be assessed through written, verbal, and other evaluation methods.
- 2–3 years of experience in sales operations, business operations, sales analytics, FP&A, or a related analytical role.
- Strong Salesforce skills — comfortable building reports and dashboards on their own (admin certification a plus).
- Excel or Google Sheets power user — pivots, VLOOKUP/XLOOKUP, conditional logic, basic data modeling.
- Comfort working with finance teams — understands the difference between bookings, revenue, and forecast, and can talk to an FP&A analyst in their language.
- Organized and process-minded — has owned a shared resource (library, knowledge base, repository) and kept it clean and useful.
- Sharp attention to detail and pride in clean, accurate work.
- Comfortable communicating with sales reps and leadership — can push back politely when the data doesn't say what someone wants it to say.
- Bachelor's degree in business, finance, analytics, healthcare admin, or a related field.
WORK EXPERIENCE, EDUCATION AND CERTIFICATIONS: List preferred/required work experience, education, and certifications.
- Exposure to healthcare — hospitals, health systems, revenue cycle, healthcare services, or healthcare tech.
- SQL or BI tool experience (Tableau, Power BI, Looker, Sigma).
- Experience with Outreach, Salesloft, Gong, or similar sales tools.
- Experience with sales content management platforms (Highspot, Seismic, Showpad, Mindtickle) or strong intuition for taxonomy and content organization in SharePoint / Google Drive.
- Experience with Definitive Healthcare a plus.
- Commission calculation or quota administration experience.
- Direct experience supporting FP&A processes or working in a finance-adjacent operational role.
- Experience administering lead routing, territory assignments, or sales process workflows in Salesforce.
- Familiarity with RFP/proposal coordination, especially in services or enterprise B2B contexts.
- Exposure to win/loss programs or competitive intelligence work.
WORKING CONDITIONS AND PHYSICAL REQUIREMENTS: List physical demands and usual work conditions.
Conditions typically associated with a hybrid office environment. While performing the essential duties and responsibilities, the employee is regularly required to speak or hear. May be frequently required to sit, stand, or walk. Moderate to prolonged reading, typing, and computer work. Ability to perform tasks involving physical activity that may include lifting up to 25 pounds. Subject to standard office environmental conditions.
This job description is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all responsibilities, duties and skills required to perform this job.
