Revenue Ops Lead: Lead-to-Close & Analytics

At Nielsen, we are passionate about our work to power a better media future for all people by providing powerful insights that drive client decisions and deliver extraordinary results. Our talented, global workforce is dedicated to capturing audience engagement with content - wherever and whenever it’s consumed. Together, we are proudly rooted in our deep legacy as we stand at the forefront of the media revolution. When you join Nielsen, you will join a dynamic team committed to excellence, perseverance, and the ambition to make an impact together. We champion you, because when you succeed, we do too. We enable your best to power our future

Job Description

The Senior Marketing Sales Analyst owns the process that turns sales leads into closed/won business. This person designs and continuously improves the steps sellers follow from lead to close — the workflow, the tools, the service-level agreements (SLAs) at each stage, and the KPIs used to measure conversion. They build and maintain the reporting that keeps the CRO, sales managers, and individual sellers aligned on performance, train new hires on the process, and serve as the go-to resource when sellers have questions about how to work a lead correctly. They also partner closely with Marketing to close the loop on lead reporting and ensure any process changes on either side of the handoff are understood and adopted.

The role is primarily focused on U.S. mid-market and small enterprise sellers — a high-volume, quick-turnaround segment — but carries responsibility for the consistency of the lead process globally, including EMEA and Asia/Pacific.

Design, document, and continuously improve the end-to-end lead-to-opportunity process, including the steps sellers follow, the tools used at each stage, and the SLAs governing each step.

Identify process bottlenecks and inefficiencies in lead conversion and drive fixes in partnership with sales leadership.

KPIs & reporting

Define and maintain the KPIs used to measure lead conversion performance (e.g., speed-to-lead, contact and connect rates, stage-to-stage conversion, cycle time, win rate).

Build and maintain the reporting and dashboards that support the CRO, sales managers, and individual sellers — in Salesforce natively, in connected tools like Google Sheets, and in AI-based reporting front ends.

Ensure reporting stays accurate and trusted as the source of truth for lead-to-close performance.

Enablement & training

Train new sales hires on the lead process, required tools, and SLAs as part of onboarding.

Monitor adherence to the process and proactively address gaps with sellers and managers.

Serve as the point of contact for sellers' day-to-day questions about how to follow the process correctly.

Cross-functional partnership

Work closely with Marketing to maintain a closed loop on lead reporting and analytics between Marketing and Sales.

Ensure any changes to the lead process — whether initiated by Marketing or Sales — are understood, documented, and consistently rolled out to sellers.

Global consistency

Maintain a U.S.-first focus while ensuring the lead-to-close process, tooling, and reporting stay consistent across EMEA and Asia/Pacific.

Partner with regional Revenue Operations/Sales Operations counterparts to align global process standards.

Qualifications

Bachelor's degree required.

10+ years of hands-on experience with Salesforce and Pardot (Marketing Cloud Account Engagement).

Experience in a sales enablement role within Revenue Operations, Sales Operations, or a similar function.

Strong foundation in Salesforce reporting infrastructure — comfortable building reports/dashboards natively in Salesforce, in connected applications such as Google Sheets, and in AI-based reporting front ends; experience with Gemini and/or Claude is a plus.

Experience supporting sellers who manage mid-market or small enterprise accounts — high-volume, quick-turnaround business — strongly preferred.

Experience supporting or coordinating with global sales teams (EMEA, Asia/Pacific) is a plus.

Strong process design, project management, and analytical skills, with the ability to translate data into clear recommendations.

Excellent communication skills; able to train and coach sellers directly and to present performance and process updates to senior leadership, including the CRO.

Additional Information

This role is based in New York, NY, with an expectation of being in the office 2–3 days per week.

Enabling your best to power a better media future.

Holistic Rewards: We are committed to an inclusive benefits package that supports our employees and their families. This includes comprehensive health and wellness plans, a 401(k) with a Nielsen company match, and a generous paid time off policy. Depending on the role, additional benefits may include a company-provided vehicle and/or discretionary incentive/bonus eligibility.

Compensation Transparency: The posted base salary range is a reasonable estimate that may be adjusted based on the final work location of the selected employee. Individual pay within the range is determined by factors such as experience, training, geography, certifications, and business needs. Beyond base salary, this role may be eligible for bonuses, equity, or other incentives .

Nielsen makes hiring decisions without regard to disability status, protected veteran status, or membership in any other protected class.

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