Sales Operations Data Analyst

Position Summary

The Sales Operations Data Analyst plays a critical role in supporting Casella’s Sales organization by gathering, interpreting, and presenting sales, revenue, pipeline, pricing, and operational data to drive informed decision-making. This role transforms complex data sets into actionable insights that help Sales leadership evaluate performance, manage risk, improve forecasting accuracy, and optimize sales processes. The Sales Operations Data Analyst partners closely with Sales Operations leadership, Sales Management, Finance, Pricing, Marketing, and other cross-functional teams to ensure data accuracy, reporting consistency, and alignment across systems and processes. This role also supports the development of tools, analytics, and models that enable improved sales execution, efficiency, and profitable growth.

 

Key Responsibilities

• Collects, validates, and analyzes sales and revenue data to support organizational decision-making, including identification of performance trends, risks, and opportunities across pipeline, bookings, renewals, and customer segments.
• Maintains and enhances sales reporting, dashboards, and datasets to support pipeline management, forecasting, performance tracking, and sales productivity analysis.
• Partners with Sales Operations and Sales leadership to support territory planning, quota modeling, capacity planning, and resource alignment based on growth objectives.
• Monitors and reports on key sales performance indicators such as pipeline health, conversion rates, win and loss trends, pricing effectiveness, forecasting accuracy, and sales cycle metrics.
• Conducts root cause analyses on sales performance gaps, forecasting variances, lost opportunities, pricing issues, and process breakdowns, translating findings into actionable recommendations.
• Supports the development, testing, and optimization of sales tools, automation, and CRM enhancements by defining metrics, tracking adoption, and measuring impact.
• Provides analytical and operational support to Sales and cross-functional partners including Finance, Pricing, Marketing, Legal, and IT to support alignment across Lead to Cash processes.
• Independently leads analytical projects aligned to Sales Operations priorities, including predictive modeling, scenario analysis, and multi-source data models.
• Participates in training and development to expand knowledge of Casella’s sales processes, systems, regulatory considerations, and safety practices.

Career Path Definitions and Distinctions:

Sales Operations Data Analyst I: Has 1-3 years of progressively complex experience in Sales Operations, Analytics, Finance, or a related business function. Demonstrates working knowledge of sales processes, CRM systems, and reporting fundamentals. Manages assigned datasets and analytics with limited guidance.

Sales Operations Data Analyst II: Has 3-5 years of progressively complex experience in Sales Operations and Data Analytics. Demonstrates strong understanding of the sales lifecycle, forecasting, pipeline management, and performance analysis. Works independently and may mentor junior analysts.

Senior Sales Operations Data Analyst: Has 6+ years of experience in Sales Operations and advanced analytics. Demonstrates deep expertise in sales performance measurement, forecasting models, and executive-level reporting. Leads complex initiatives and mentors team members.

Education, Experience & Qualifications

The role requires strong skills and knowledge, including outstanding relationship management, excellent listening, communication, and problem-solving abilities, and exceptional organizational skills. Candidates must demonstrate proficiency with MS Office and other related platforms and possess the ability to teach and train others effectively. The position requires a demonstrated ability to work as part of a team in a collaborative environment, along with one to three years of progressive experience in Sales Operations, Analytics, Finance, or a related field. Experience working with sales data, CRM systems, and relevant data platforms such as Excel and PowerBI is also required. A bachelor’s degree in Business Analytics, Data Science, Business Administration, or a related field is required, and candidates must be legally eligible to work in the United States.

 

Attributes

The successful candidate will be Organized, team-oriented individual who is a self-starter that can understand and synthesize data and information from any number of sources for others to consume and is curious and driven toward continuous learning and process improvement.

Benefits

Medical, Dental, Vision, Life & Disability Insurance, Maternity & Parental Leave, Flexible Spending Accounts, Discounted Stock Program, 40