Sales Operations Analyst

The Sales Operations Analyst at Institutional Investor (II) supports the effectiveness and efficiency of II’s global commercial organization. This role works closely with Sales Operations leadership and sales teams to deliver data-driven insights, maintain sales infrastructure, and optimize processes that drive revenue growth.

The Analyst plays a key role in ensuring accurate reporting, strong CRM hygiene, and actionable analytics to support II’s client-centric, subscription-led business model.

Key Responsibilities

Data & Analytics

• Build and maintain dashboards tracking pipeline activity, bookings, renewals, and client retention across institutional client segments
• Analyze key performance indicators (KPIs), including ARR (Annual Recurring Revenue), sales productivity, and conversion rates
• Support recurring reporting cycles (weekly, monthly, quarterly) for sales leadership
• Assist in forecasting subscription and event revenue with a focus on accuracy and data integrity
• Segment and analyze clients (asset managers, asset owners, banks, etc.) to identify trends and growth opportunities

CRM & Data Management

• Maintain data quality within Salesforce, ensuring accuracy and completeness of accounts, opportunities, and contacts
• Support CRM adoption by troubleshooting issues and reinforcing best practices across teams
• Assist in managing workflows, reports, and dashboards within Salesforce
• Partner with Marketing Operations to ensure proper lead flow, tracking, and attribution

Process Support & Optimization

• Assist in documenting and improving core sales processes, including lead-to-revenue workflows
• Identify inefficiencies in pipeline management, renewals, and account tracking
• Support standardization of processes across regions while accommodating business-specific needs
• Contribute to initiatives aimed at improving sales productivity and operational efficiency

Sales Planning & Performance Tracking

• Support territory alignment and account assignments across global client segments
• Assist in quota tracking and performance reporting across product lines
• Contribute to pipeline reviews and business performance analysis
• Help prepare data inputs for compensation calculations and performance metrics

Training & Enablement

• Support onboarding of new sales hires by providing tools, data, and process training
• Maintain sales documentation, reporting guides, and CRM best practices
• Assist in updating sales playbooks and operational resources

Cross-Functional Collaboration

• Partner with Sales, Marketing, Finance, Product, and Editorial teams to ensure alignment on data and processes
• Support go-to-market execution for new research offerings, rankings, and events
• Act as a point of contact for operational and reporting-related inquiries

Qualifications & Requirements

Education

• Bachelor’s degree in Business, Finance, Economics, Marketing, or a related field

Skills & Experience

• 2-3 years of experience in Sales Operations, Revenue Operations, Business Analytics, or a related field, or 3-4 years of professional experience is a must.
• Internship or exposure to financial services, media, SaaS, or subscription-based businesses preferred
• Familiarity with the asset management industry and financial markets is a plus
• Proficiency in Excel or Google Sheets (e.g., pivot tables, formulas, data manipulation)
• Experience with CRM systems (Salesforce preferred)
• Exposure to BI tools (Tableau, Power BI, or similar) is a plus
• Basic understanding of pipeline management, forecasting, and revenue metrics
• Strong analytical and problem-solving skills
• High attention to detail with a focus on data accuracy
• Effective communication and ability to collaborate across teams
• Organized and able to manage multiple priorities in a fast-paced environment
• Eagerness to learn and grow in a data-driven sales environment

Success Metrics

• Accuracy and consistency of sales reporting and dashboards
• Improved data quality and CRM adoption
• Timeliness and reliability of forecasting and performance tracking
• Increased visibility into pipeline health and sales performance
• Strong support of cross-functional initiatives and sales operations processes