Business Analyst, Sales Operations & Excellence

The Opportunity

The Business Analyst, Sales Operations & Excellence supports the behaviors and governance, 
and execution discipline side of Sales Operations & Excellence, playing a pivotal role in ensuring that the processes, tools, and standards introduced across the function are adopted, reinforced, and consistently utilized by the seller community. 

This role works hands‑on with the seller community, sales leaders, and account teams to translate execution standards, governance, and expectations into practical, repeatable selling behaviors across the sales lifecycle — from Marketing top‑of‑funnel through Sales execution and Strategic Account Management. The Business Analyst helps sellers understand what is expected, why it matters, and how to apply those expectations in real selling scenarios, with a focus on pipeline health, forecasting confidence, and execution quality. 

The role directly supports the Sr. Manager, Sales Operations & Excellence, including day‑to‑day execution of key governance and incentive‑related programs such as the Sales Incentive Plan (SIP). It also partners closely with Sales Enablement to ensure the right training, educational materials, programs, and reinforcement mechanisms are available to sellers — continuously advocating for the seller community as they look to strengthen skills and execution effectiveness. 

Operating with a strong services mindset, this role balances governance with empathy for seller realities, prioritizing adoption, utilization, reinforcement, and continuous improvement over inspection for its own sake. Success in this role is defined by sustained behavior change and ensuring that investments in processes, tools, incentives, and governance translate into how the seller community operates day‑to‑day

Key Responsibilities

• Serve as a key execution partner to the Sr. Manager, Sales Operations & Excellence, supporting daily governance activities, execution discipline, and reinforcement of expectations. 
• Support day‑to‑day administration and execution of the Sales Incentive Plan (SIP), including data validation, seller inquiries, issue resolution, and coordination with Finance and HR partners.
• Act as the adoption and reinforcement engine for changes introduced across Sales Operations & Excellence, ensuring sellers understand what is changing, why it  matters, and how to apply it consistently.
• Reinforce disciplined selling behaviors across the sales lifecycle, including opportunity hygiene, stage progression, approvals, forecasting inputs, account planning, renewals, and retention‑related activities.
• Support sellers and account teams in understanding what “good” looks like, why it matters, and how execution standards connect to outcomes and incentives. 
• Assist in preparing, supporting, and following up on sales operating rhythms and  governance moments, such as pipeline reviews, forecast reviews, deal reviews, and account reviews.
• Support adoption and utilization of tools and processes by reinforcing when and how they should be used in alignment with approved workflows and governance standards. 
• Partner closely with Sales Enablement to: 
  
  • Identify skill gaps or reinforcement needs tied to execution challenges 
  • Ensure training, educational materials, and programs align to execution standards 
  • Support rollout and reinforcement of learning tied to new processes, tools, or behaviors 
• Support the Reporting & Analytics side of the team by assisting with report pulls, dashboard support, data validation, and preparation of executive‑level readouts and insights in partnership with the Sales Analyst. 
• Help translate data and insights into clear narratives that reinforce execution discipline, pipeline health, and forecast confidence. 
• Own the day‑to‑day management of third‑party proposal platforms, including subscription management, data accuracy, content updates, and compliance across external proposal and qualification sites. 
• Ensure the organization is accurately represented as compliant, capable, and competitive across external proposal platforms used by prospects and clients. 
• Execute work with awareness of upstream and downstream impacts, recognizing how behavior changes affect systems usage, reporting, analytics, inspection, incentives, and broader Enterprise Sales and Marketing activities. 
• Observe execution patterns, recurring questions, and friction points; surface insights and improvement opportunities to the Sr. Manager. 
• Support continuous improvement by capturing seller feedback and contributing to refinements in execution standards, governance, incentives reinforcement, documentation, and operating rhythms over time

Preferred Qualifications

• Bachelor’s degree in business, sales, operations, analytics, finance, or related field. 
• 5–9+ years of experience in sales operations, sales excellence, business analysis, or 
  related commercial support roles, with scope and complexity commensurate to level (SAM 15–17). 
• Demonstrated experience supporting sales execution, governance, or operational programs, including working closely with sellers, sales leaders, or account teams. 
• Experience supporting incentive‑aligned behaviors, sales governance, or execution standards (e.g., pipeline hygiene, forecasting inputs, approvals, account planning). 
• Experience working with sales data and reports, including pulling reports, validating data, supporting dashboards, or preparing summaries for leadership. 
• Experience providing day‑to‑day operational support for seller‑facing programs or platforms. 
• Strong written and verbal communication skills, with the ability to explain expectations, insights, and governance clearly and practically to the seller community. 
• Strong attention to detail, follow‑through, and comfort operating in environments that require consistency, discipline, and judgment. 
• Experience supporting Sales Incentive Plans (SIP), compensation administration, quota‑related programs, or incentive governance. 
• Experience partnering with Sales Analysts, Reporting & Analytics teams, or Finance to support executive‑level readouts, dashboards, or insights. 
• Experience managing or supporting third‑party proposals, qualifications, or compliance platforms, including data accuracy and subscription oversight. 
• Familiarity with the full sales lifecycle, including lead management, opportunity execution, forecasting, account management, renewals, retention, and CSAT. 
• Experience assisting with change management and reinforcement, including communications, seller outreach, or governance rollouts. 
• Experience working cross‑functionally with Sales Enablement, helping identify training or reinforcement needs tied to execution challenges. 
• Demonstrated services mindset, balance governance and accountability with empathy for seller realities and a focus on enabling success. 
• Comfort working in a continuous improvement environment, identifying friction points, improving clarity, and strengthening execution over time. 

Minimum Qualifications

• Bachelor's Degree required
• All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations.

Work Environment/Physical Demands

Hybrid or flexible work options may be offered after the first 90 days of employment based upon manager discretion, job performance and work assignments.

Salary Plan

Job Grade