[Hiring] Sales Operations Analyst @Impiricus

Role Description

We’re looking for an execution-oriented Sales Operations Analyst to serve as the operational backbone of our revenue team. Reporting to the Director of Sales Operations, you’ll manage CRM hygiene, reporting, and process execution — freeing up leadership to focus on strategy. The ideal candidate is highly organized, data-driven, and genuinely curious about applying AI tools to make operations smarter and faster.

Responsibilities

• CRM Administration & Data Integrity
  • Manage day-to-day HubSpot administration and maintain foundational CRM hygiene across contacts, companies, deals, and pipeline stages.
  • Conduct weekly duplicate audits and resolution, with a goal of defining criteria and eventually automating the process.
  • Perform regular audits of deal and contact associations, lifecycle stages, and data consistency — correcting gaps proactively.
  • Build and manage lists, workflows, and sequences to support sales and marketing campaigns.
• Deal Desk
  • Support the deal review process by ensuring all required fields, approvals, and documentation are complete before deals progress.
  • Partner with sales reps and leadership to manage deal exceptions, discounting approvals, and non-standard deal requests.
  • Maintain and enforce deal desk policies, pricing guidelines, and approval workflows to ensure consistency and compliance across the revenue team.
  • Track deal desk request volume, turnaround time, and outcomes to identify bottlenecks and continuously improve the deal review process.
• Reporting & Analytics
  • Maintain and update a lead dashboard tracking pipeline activity, source attribution, and deal progression.
  • Build and manage KPI reporting across core metrics: win rate, average deal size, sales cycle length, and pipeline coverage.
  • Prepare and support business reviews with accurate, up-to-date performance data and pipeline summaries.
  • Surface trends, anomalies, and actionable insights from pipeline and performance data.
• Gong & Call Intelligence
  • Manage call tracking, tagging, and organization in Gong across the full sales team.
  • Leverage Gong Agent Studio to build and maintain automated scorecards and alerts that flag deal risks, identify expansion opportunities, and surface positive buying signals.
  • Monitor calls for objection patterns, competitive mentions, and sentiment shifts — synthesizing findings into regular reports for sales leadership.
  • Partner with the Director of Sales Operations to translate Gong insights into coaching opportunities and process improvements.
• AI Optimization & Workflow Automation
  • Identify and implement AI tools and automations that reduce manual lift across the sales workflow.
  • Use AI to assist with call summarization, outreach drafting, and client insight extraction.
  • Stay current on emerging tools and proactively recommend adoption opportunities.
• Lifecycle Management, Lead Status & Attribution
  • Partner with the Director of Sales Operations to design and implement lifecycle stage and lead status frameworks in HubSpot from the ground up.
  • Support the build-out of attribution models to ensure marketing and sales touchpoints are accurately captured and credited across the buyer journey.
  • Collaborate with marketing to define lead source standards, UTM structure, and MQL-to-SQL handoff criteria.
  • Once frameworks are established, manage and maintain ongoing accuracy — auditing for mismatches, stale statuses, and records that fall out of sync with actual deal activity.
  • Surface attribution insights to inform pipeline strategy and resource allocation.

Qualifications

• 1–3 years in sales operations, revenue operations, or a related role.
• Hands-on HubSpot experience (or comparable CRM), including lifecycle stages, lead status management, and attribution tracking.
• Working knowledge of automation and workflow tools, whether in HubSpot, Clay, or similar platforms, and the ability to build, troubleshoot, and optimize them.
• Experience with Gong or a comparable call intelligence platform, including familiarity with scorecards, alerts, and conversation analytics.
• Ability to build and maintain sales dashboards and KPI reports.
• Working knowledge of AI tools (Claude, ChatGPT, or similar) applied to real business workflows — not just casual use.
• Strong Excel/Google Sheets skills and comfort with large datasets.
• Highly organized, detail-oriented, and able to manage competing priorities.

Preferred

• Background in pharma, healthtech, or HCP marketing.
• Experience with Gong Agent Studio or similar automation features within call intelligence platforms.
• Familiarity with Clay or similar data enrichment tools.
• Experience with Asana or similar project management platforms.

Benefits

• Healthcare: Medical, dental, and vision coverage for you and your dependents + on-demand healthcare concierge.
• HSA, FSA & DCFSA: Pre-tax savings options for healthcare and dependent care, with monthly employer contributions to HSA (if enrolled in a high-deductible plan).
• Coverage & Protection: 100% paid short- and long-term disability, plus life and AD&D insurance.
• Flexible Time Off: Take the time you need with a flexible vacation policy — recharge your batteries your way.
• Parental Leave: Paid parental leave to spend time with your newborn, adopted, or foster child (available after 6 months).
• Your Work, Your Way: If you’re close to an office, we encourage spending some time in-person to collaborate and connect. If not, remote is always an option.
• Home Office Setup: We’ll ship you the gear you need to create a comfortable workspace at home.
• 401(k): Save for your future with tax advantages (and company match!).