Sales Operations Analyst
Location: Baltimore, MD
Reports To: VP of Sales Operations (with direct support to CRO/CEO)
A high‑impact Sales Operations Analyst responsible for driving pricing strategy, sales profitability insights, executive‑level reporting, and advanced financial modeling. This role sits at the center of Sales, Finance, and Executive Leadership—providing the analysis, tools, and strategic recommendations that shape revenue performance and commercial decision‑making.
As the organization scales, this position is designed to evolve into a people‑leadership role, overseeing analysts and owning core sales operations processes.
Key Responsibilities
Pricing Strategy & Revenue Optimization
- Analyze pricing performance across products, customers, and channels to identify margin opportunities.
- Build and maintain pricing models that evaluate elasticity, discounting behavior, and profitability impacts.
- Partner with Sales Leadership to recommend pricing adjustments, deal structures, and strategic customer proposals.
- Develop frameworks for standardized pricing, discount governance, and deal approval workflows.
Sales Profitability & Performance Analytics
- Evaluate customer‑level and product‑level profitability, including gross margin, contribution margin, and lifetime value.
- Build dashboards and scorecards that highlight trends in revenue, pipeline health, win rates, and sales productivity.
- Identify underperforming segments and recommend actions to improve commercial outcomes.
- Support annual planning, quota setting, and territory optimization with data‑driven insights.
Financial Modeling & Scenario Analysis
- Create dynamic financial models to support pricing decisions, new product launches, strategic initiatives, and revenue forecasting.
- Conduct scenario analysis to evaluate the impact of pricing changes, market shifts, and sales strategies.
- Partner with Finance to align revenue projections with corporate budgeting and forecasting cycles.
Executive Reporting & Strategic Support
- Produce high‑quality, executive‑ready reporting for the CEO, CRO, and senior leadership team.
- Translate complex data into clear narratives that drive strategic decision‑making.
- Prepare board‑level materials summarizing sales performance, pricing trends, and profitability insights.
- Lead ad hoc analyses for urgent executive requests, strategic initiatives, or emerging commercial opportunities.
Sales Operations Infrastructure & Process Improvement
- Improve CRM data quality, reporting templates, and sales workflows to increase accuracy and efficiency.
- Partner with IT and RevOps to enhance systems, automation, and analytics capabilities.
- Develop scalable processes for pricing approvals, forecasting, and sales performance tracking.
Leadership Development & Future Team Management
- Mentor junior analysts and cross‑functional partners on data literacy, modeling, and reporting best practices.
- Contribute to building a high‑performing Sales Operations function with clear roles, processes, and KPIs.
- Prepare to step into a people‑leadership role as the team expands—owning hiring, development, and performance management.
Qualifications
- Bachelor’s degree in Finance, Business, Economics, Data Analytics, or related field; MBA a plus.
- 2–4 years of experience in Sales Operations, FP&A, Pricing, Revenue Operations, or similar analytical roles.
- Strong financial modeling skills (Excel, SQL, BI tools).
- Experience with CRM platforms (Salesforce preferred) and sales analytics tools.
- Ability to synthesize complex data into clear, concise executive‑level insights.
- Strong communication skills and comfort working directly with senior leadership.
- Demonstrated interest in developing into a people leader.
Must be in the Baltimore area and be able to show up 4 days in office.
To find out more please send a resume to JohnEvans@JERecruit.com
