Impiricus - Sales Operations Analyst

• 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 • Deal Desk • Support the deal review process by ensuring all required fields, approvals, and documentation are complete before deals progresses. • 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.