Senior Sales Operations & Reporting Analyst

Job Description

Job Description

Role Overview

We’re seeking a highly analytical Sales Operations & Reporting Analyst to improve sales performance through systems, data, and process optimization. This role focuses on improving how the sales team operates by identifying friction points and implementing scalable solutions.

In addition to hands‐on sales operations and reporting, this role serves as a trusted operational partner to sales leadership, helping ensure day‐to‐day continuity, process adherence, and performance visibility when the Sales Manager is out of the office or traveling.

Working closely with leadership, this role evaluates the full client lifecycle, identifies where deals stall, and implements improvements across CRM configuration, sales scripting, and workflows to drive measurable results.

Key Responsibilities

CRM & Sales Systems Support

• Maintain and administer the CRM (PipeDrive preferred), including pipelines, fields, automations, permissions, and user setup
• Ensure accurate data entry, pipeline hygiene, and consistent CRM usage across the sales team
• Troubleshoot CRM issues and implement system enhancements to improve usability and data integrity

Sales Process & Workflow Execution

• Support the end‐to‐end sales lifecycle from lead intake through close
• Implement and maintain defined sales processes, scripts, and talk tracks within CRM and supporting tools
• Assist with lead routing, follow‐up workflows, and handoff processes between teams
• Document sales processes and ensure updates are reflected in systems, training materials, and internal documentation

Reporting & Analysis

• Build and maintain standard sales reports and dashboards (daily, weekly, monthly)
• Analyze pipeline data to identify:
• Stalled deals
• Conversion gaps by stage
• Activity and performance trends
• Proactively surface insights and recommendations to support sales leadership decision‐making

Sales Team Enablement & Operational Leadership

• Act as the primary point of contact for sales systems, process, and operational questions when the Sales Manager is out of the office
• Support day‐to‐day sales team execution by reinforcing CRM usage standards, sales workflows, and follow‐up expectations
• Monitor pipeline health and activity levels to identify execution risks or stalled opportunities
• Escalate urgent issues, trends, or deal risks to sales leadership with clear data and recommended actions
• Reinforce sales scripts, talk tracks, and process adherence through system guidance, documentation, and operational coaching (no direct people management or quota ownership)

Cross‐Functional Collaboration

• Gather feedback from sales reps on system usability and process effectiveness
• Partner with marketing to support lead quality tracking and conversion analysis
• Support onboarding of new sales reps by ensuring systems, reporting, and processes are properly configured
• Serve as an operational bridge between sales, marketing, and leadership to ensure continuity during leadership travel or transitions

Qualifications & Skills

Required :

• 2–4 years in Sales Ops, RevOps (sales‐focused), CRM admin, or sales reporting
• Hands‐on CRM experience (pipelines, fields, workflows, reporting)
• Understanding of sales funnels, conversion rates, and deal velocity
• Experience building recurring sales reports and dashboards
• Strong analytical skills and attention to data accuracy
• Process‐oriented with experience improving workflows
• Ability to work with sales, marketing, and operations teams
• Clear written and verbal communication skills

Preferred

• Experience with PipeDrive or similar CRMs (Salesforce, HubSpot)
• Experience identifying stalled deals or pipeline bottlenecks
• Familiarity with lead routing, follow‐up workflows, or automations
• Experience supporting sales onboarding or process documentation
• Proficiency with Excel for reporting and analysis
• Experience serving as an operational lead or point of contact for a sales team without direct authority
• Experience in a scaling or fast‐paced environment

Starting pay at $72,000 or compensated with experience.

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Life insurance
• Vision insurance

Company Description

Thornberry Group is a privately held investment and acquisitions firm based in Indianapolis, IN, dedicated to supporting, acquiring, and operating small businesses with strong roots. We provide long-term stability, hands-on operational support, and a thoughtful approach to succession, allowing owners to transition with confidence.

We are quiet partners and steady builders, focused not on flash, but on foundations. Our involvement is intentional and active, designed to preserve what works, strengthen what’s next, and protect the legacy you've built.

Whether you're a business owner exploring succession options or a company seeking a stable, values-driven partner, Thornberry Group delivers the tools and trust to help organizations thrive.

Company Description

Thornberry Group is a privately held investment and acquisitions firm based in Indianapolis, IN, dedicated to supporting, acquiring, and operating small businesses with strong roots. We provide long-term stability, hands-on operational support, and a thoughtful approach to succession, allowing owners to transition with confidence.\n\nWe are quiet partners and steady builders, focused not on flash, but on foundations. Our involvement is intentional and active, designed to preserve what works, strengthen what’s next, and protect the legacy you've built.\n\nWhether you're a business owner exploring succession options or a company seeking a stable, values-driven partner, Thornberry Group delivers the tools and trust to help organizations thrive.