Sales Insights Analyst

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the analytical perspective on the pre-sale funnel from lead generation to closed-won deals.

• Develop and sustain funnel conversion reporting (Lead → MQL → SAL → SQL → Closed-Won).

• Identify conversion gaps by product, segment, channel, and representative cohort.

• Create and uphold pipeline quality scoring based on criteria such as fit, engagement, deal age, and stage velocity.

• Analyze pipeline velocity and pinpoint stall points.

• Measure the quality of inbound and outbound leads by source, channel, and campaign.

• Evaluate SDR conversion rates and recognize patterns among top performers.

• Assess AE performance, pipeline coverage, velocity, and closed-won rates.

• Conduct closed-lost analysis by stage, reason, segment, and competitor.

• Establish and maintain the Ideal Customer Profile (ICP) framework.

• Assist in ICP scoring models and refine lead scoring criteria.

• Analyze segment performance, win rates, ACV, sales cycle, CAC, and time-to-value.

• Create cohort analyses across products, segments, channels, and acquisition periods.

• Support TAM and addressable market analysis utilizing enrichment data.

• Monitor ICP deviations and identify trends in off-ICP win/loss.

• Lead the win/loss analysis program, encompassing methodology, reporting, and competitive intelligence.

• Produce regular win/loss reports and actionable insights for Sales and Product leadership.

• Aid GTM planning with funnel benchmarks, quota attainment, capacity modeling, and productivity analysis.

• Utilize AI tools (Claude, ChatGPT, etc.) to expedite analytics, reporting, and develop reusable prompt libraries.

• Construct and maintain Salesforce reports and dashboards for funnel analysis, pipeline quality, quota attainment, and self-service analytics.

⛳️ Requirements

• A minimum of 2 years in Sales Analytics, Revenue Operations, Business Intelligence, or GTM Analytics with responsibility for recurring reporting and analytical deliverables.

• Proficient in Salesforce reporting and dashboard creation, with an understanding of the SFDC data model and data quality management.

• Advanced skills in Excel (including Pivot Tables, XLOOKUP, formulas, and data modeling).

• Experience in constructing funnel, conversion, and pipeline analytics, including stage conversion and drop-off analysis.

• Strong analytical and problem-solving abilities, with the capacity to translate business inquiries into actionable insights.

• Comfortable working with imperfect data while driving ongoing improvements.

• Excellent written and verbal communication skills, with experience presenting insights to business leaders.

• Familiarity with AI/LLM tools (e.g., ChatGPT, Claude) to enhance analytics and reporting processes.

• Preferred experience with ICP analysis, pipeline quality scoring, or win/loss analysis.

• Knowledge of B2B SaaS metrics, including MQL, SQL, ACV, CAC, pipeline coverage, and sales cycle analytics.

• Experience in the Healthcare or HealthTech sector.

• Proficiency with BI tools such as Tableau, Power BI, Looker, or Metabase.

• SQL skills for self-service analysis.

• Familiarity with CRM enrichment or sales intelligence tools (Gong, 6sense, Bombora, ZoomInfo, etc.).

• Knowledge of prompt engineering and AI-assisted analytics, including AI agents or workflow automation.

🏝️ Benefits

• Flexibility to work where and how you prefer within your country of employment – whether in-office, remote, or hybrid.

• Ongoing investment in your professional development.

• Immediate access on Day 1 to a comprehensive health and wellness benefits package, which includes an annual wellness stipend.

• 401k plan with up to a 4% match and immediate vesting.

• Flexible and generous (FTO) time-off policy.

• Employee Stock Purchase Program.