Description
The Sales Operations & Enablement Analyst is the process backbone of the sales organization, supporting the VP of Sales and a team of enterprise SDRs, account executives and account managers selling into hospital and health system leadership. This role owns the systems, territory structure, sales content, and automation that enable the sales team to execute efficiently and at scale.
The Analyst is responsible for sales process automation, pipeline reporting, and the sales content library, and works directly with the VP of Sales to convert operational priorities into functioning systems the sales team relies on daily.
Requirements
Sales Process Automation & AI Enablement
- Identify repetitive, manual steps in the sales process and build automated or AI-assisted solutions to remove them.
- Build AI-driven tools and workflows that drive consistency in account executive sales processes, follow-ups, and next-step recommendations.
- Translate the VP of Sales' priorities into working tools account executives use daily.
- Measure adoption and impact of automation and AI tools; iterate based on account executive feedback.
Sales Content & Enablement
- Own the sales content library, the single source of truth for selling materials, including decks, one-pagers, case studies, ROI tools, battle cards, and proposal templates developed by Marketing.
- Organize, tag, and retire content so account executives can identify the right asset for each deal stage; track usage and collect feedback on content gaps.
- Coordinate sales onboarding for new hires, including training schedules and 30/60/90-day ramp milestones.
- Partner with Marketing on KPIs for lead handoff quality and campaign feedback loops, including definition, measurement and maintenance of lead to ICP validation. MQL and SQL KPI’s
Pipeline Reporting & CRM
- Build and maintain pipeline reporting, account executive scorecards, and leadership dashboards in Salesforce.
- Maintain Salesforce data integrity across accounts, contacts, and opportunities.
- Prepare materials for pipeline reviews and quarterly business reviews; conduct ad-hoc analyses, including win/loss patterns and lead source effectiveness.
- Maintain Salesforce process standards, including stage definitions, required fields, and validation rules.
- Ensure pipeline and bookings and other key sales data flow cleanly to FP&A and serve as the primary link between Salesforce and Finance's reporting requirements.
Territory Design & Management
- Assist VP of Sales in building and maintaining territory structures that provide fair, balanced opportunity across account executives, based on account potential, geography, and historical performance.
- Score territory penetration by account executive and surface underdeveloped accounts and territories to the VP of Sales.
- Use penetration scoring to inform account executive coaching, account reassignment, and territory rebalancing decisions.
- Maintain account hierarchies for IDNs and parent-subsidiary relationships in health systems to keep territory mapping accurate.
- Working with VP of Sales, analyze and rebalance territories when account executives are added, promoted, or exit.
- Maintain lead routing rules and assignments so leads reach the right account executive quickly; track lead SLA compliance and surface gaps.
Other duties as assigned.
Skills
The ideal candidate will be:
- Extremely process-oriented, with a demonstrated ability to build and own systems that a sales team depends on.
- An experienced sales operations, sales enablement, or business operations professional with 2+ years of relevant experience.
- Extensive experience with Salesforce or similar CRM, including building reports and dashboards independently.
- Able to design and defend territory models and account penetration scoring that hold up to scrutiny from a sales team.
- Able to identify repetitive processes and automate them, with direct experience using AI tools to do so.
- Proficient in Excel or Google Sheets, including pivot tables, lookups, and basic modeling.
- Able to own a shared resource, such as a content library or knowledge base, and keep it accurate and current.
- Able to communicate directly with account executives and leadership, including pushing back when data does not support a given conclusion.
- Bachelor's degree in business, analytics, or a related field.
Preferred Qualifications
- Exposure to healthcare — hospitals, health systems, or healthcare technology.
- Commission calculation or quota administration experience.
- Experience with sales content platforms (Salesforce, ZoomInfo, Definitive Health) or strong content taxonomy experience in OneDrive.
- Experience with Claude.AI highly preferred.
- Experience with sales engagement tools such as Outreach, Salesloft, or Gong.
- SQL or BI tool experience (Tableau, Power BI, Looker, Sigma).
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.
