Sales Operations Analyst

Sales Operations Analyst

Position Summary

The Sales Operations Analyst supports the sales organization by ensuring data accuracy opportunity visibility and actionable insights that enable effective pipeline management and revenue growth. This role owns Salesforce opportunity hygiene prepares and analyzes data for sales pace calls and proactively identifies and qualifies new sales opportunities using external market intelligence tools before handing them off to the sales team.

This role sits at the intersection of data process and sales execution and is critical to helping the sales team focus on the highest-value opportunities.

At API we take our culture transformation seriously! To help find the best fit for our positions and organization we ask that you complete our 10-minute Culture Index Survey. Simply follow the link after submitting your application to help us use our interview time to dive deeper into your job behaviors and work history. You Will Do:

Salesforce & Opportunity Management

Own the accuracy completeness and timeliness of opportunity data in

Ensure opportunities are properly staged forecasted and updated in advance of sales pace calls

Enforce CRM standards and best practices for opportunity management and data quality

Develop and maintain dashboards and reports in CRM tools to track follow-up activities and customer engagement

Partner with sales reps to design and execute structured post-sale follow-up processes ensuring timely outreach and personalized communication.

Monitor customer feedback and escalate insights to sales marketing and product teams for continuous improvement.

Partner with sales leadership to continuously improve Salesforce processes and reporting

Sales Reporting & Pace Call Preparation

Prepare weekly and monthly sales pace call materials including pipeline bookings and forecast analysis

Analyze trends in pipeline health conversion rates deal velocity and close probability

Highlight risks gaps and opportunities in the pipeline for sales leadership

Provide ad hoc analysis to support decision-making and prioritization

Market Intelligence & Opportunity Identification

Use tools such as IIR Hoovers and other market intelligence platforms to:

o Identify target companies projects and market segments aligned with company solutions

o Research accounts and projects to assess fit timing and potential value

Qualify identified opportunities based on defined criteria (e.g. scope budget timing decision-makers)

Package and hand off qualified opportunities to the appropriate sales representatives with clear context and supporting data

Sales Team Enablement

Act as a trusted analytical partner to the sales team

Support pipeline management by ensuring accurate data entry follow-up task tracking and timely updates.

Collaborate with the Sales Team to define and align follow-up strategies and assist with corresponding customer communications .

Support Sales Team with account insights data requests and opportunity research

Help standardize opportunity qualification and pipeline discipline across the sales organization

Outbound Customer Follow Up

Recommend process enhancements and automation opportunities to improve follow-up efficiency and consistency.

What You Bring:

Bachelors degree in Business Finance Analytics or a related field (or equivalent experience)

25 years of experience in sales operations sales analytics business analysis or a related role

Strong working knowledge of (opportunity management reporting dashboards)

Experience using market intelligence tools such as IIR Hoovers or similar platforms

Strong analytical skills with the ability to translate data into clear insights and recommendations

High attention to detail and strong data discipline

Ability to work cross-functionally with sales leadership and frontline sales teams

Key Skills

Salesforce reporting and data management

Pipeline and forecast analysis

Market and account research

Opportunity qualification frameworks

Excel / Google Sheets (advanced)

Clear written and verbal communication

Ability to prioritize and manage recurring deadlines (e.g. pace calls)

Success Metrics (First 612 Months)

Improved accuracy and timeliness of Salesforce opportunity data

Increased confidence in pipeline and forecast reporting

Consistent high-quality pace call preparation

Number and quality of qualified opportunities identified and handed off to sales

Positive feedback from sales leadership and sales reps on data and insights

Physical Requirements

- Ability to sit stand and walk within both office and production floor environments.

- Occasional lifting of up to 20 lbs.

- Visual acuity for screens and documents.

- Ability to wear PPE on the shop floor.

- Frequent use of hands for typing and document handling.

What We Offer You:

Opportunity to learn from and contribute to a premier global engineering team!

Be part of leading-edge technology for the heat transfer industry

Ability to impact customers across multiple industries

Full health & welfare benefits 401(k) PTO and developmental opportunities!

Salary: $65000-$85000 annually based upon education and experience

Equal Employment Opportunity Statement

We are an Equal Opportunity Employer and comply with all applicable federal state and local fair employment practices laws. We do not discriminate based on any protected status.

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