Sales Operations Analyst

Position Summary

We are looking for an analyst to help with sales operations for our Business Development team. This person will use automation and AI to find upcoming government and private construction projects, get them into our CRM, and narrow them down to the ones worth pursuing. A key focus is catching projects early through capital plans, bond programs, budget approvals, and grant awards.

This position is a good fit for someone with a background in sales operations, data analytics, CRM administration, or market research.

Key Responsibilities

Early-Stage Project Tracking

• Track projects at the planning and funding stage, before they are advertised for bid, by monitoring:
• Capital improvement plans
• Bond programs and referendums
• Budget approvals
• Federal and state grant awards
• Agency board agendas and meeting minutes
• Follow each project from first mention through funding, design, and bid, and keep its status current in the CRM.
• Alert Business Development leadership early enough to build relationships with owners and architects while projects are still in planning.
• Use AI tools to scan long public documents such as budgets, capital plans, and meeting minutes, and pull out relevant projects.

Automated Opportunity Sourcing

• Design, build, and maintain automated sourcing workflows that identify upcoming government and private construction projects from:
• Third-party project lead services and bid aggregators
• Public procurement portals and bid postings
• Conferences, industry publications, and other emerging sources
• Use AI tools, scripting, and workflow automation to reduce manual searching and expand coverage across agencies, regions, and facility types.
• Evaluate sourcing tools and subscriptions for coverage, accuracy, and cost, and recommend changes.

Project Imports & CRM Data Quality

• Own the import of sourced projects into the CRM, following the field standards and naming conventions set by Business Development leadership.
• Build and maintain import processes that move projects into the CRM with minimal manual entry.
• Deduplicate, tag, and keep records accurate for opportunities, owners and agencies, architects, general contractors, and other key accounts and contacts.
• Audit data quality on a regular schedule and correct errors at the source.
• Recommend changes to CRM fields, structure, or workflows to Business Development leadership.

Opportunity Screening & Prioritization

• Screen incoming opportunities and cull the pipeline down to projects worth pursuing.
• Give new leads a first-pass review against the Business Development team’s criteria, or set up AI tools to handle that review.
• Prepare short briefs on opportunities that make the cut, covering:
• Scope
• Budget (if applicable)
• Procurement type (hard bid, design-build, etc.)
• Provide data and recommendations that inform go/no-go decisions.

Pipeline Analytics & Reporting

• Build and maintain dashboards and reports covering pipeline volume and value, stage progression, sourcing coverage, and conversion from lead to bid to award.
• Own the pursuit calendar, staying on top of RFQ/RFP release dates, prequalification and bid deadlines, and award schedules so no opportunity is lost to a missed date.
• Analyze bid history and win/loss results to identify trends and refine targeting and screening criteria.
• Present findings and recommendations to Business Development leadership.

Process Improvement & Internal Coordination

• Document sourcing, screening, and data import processes so they are repeatable and scalable.
• Partner with sales, estimating, operations, and leadership so pipeline data supports forecasting and resource planning.
• Identify and implement opportunities to automate or streamline Business Development workflows.

Qualifications

• Bachelor’s degree in business, marketing, information systems, data analytics, construction management, or a related field.
• 2–5 years of experience in sales operations, business or data analytics, CRM administration, market research, or a related role preferred.
• Hands-on experience working in a CRM platform, including data imports and cleanup (e.g., Salesforce, HubSpot, Microsoft Dynamics, or similar).
• Data analytics skills; experience with reporting or data visualization tools preferred.
• Experience building automated workflows and using AI tools to streamline repetitive work.
• Strong research skills and the ability to turn large volumes of information into clear, usable conclusions.
• Familiarity with the construction industry and public-sector procurement is a plus but not required.

Core Skills & Competencies

• Data-driven
• Builds systems and processes that scale instead of relying on manual effort
• Commitment to data accuracy and data hygiene
• Comfortable collaborating across the company to reach goals
• Self-starter mindset with strong follow-through
• Curious about new tools and technology, including AI

What Success Looks Like

• Accelerate revenue growth for the company
• More projects are identified at the planning and funding stage, before they are advertised for bid
• Project data in the CRM is complete, accurate, and up to date
• Business Development leadership spends its time on viable opportunities instead of sorting raw leads
• Consistent screening criteria are applied to every opportunity
• Accurate pipeline and conversion reporting supports planning and forecasting