Senior Sales Operations Analyst - Bestpass

We Speak Safety and Efficiency:  

In September of 2024, Bestpass, Fleetworthy, ExpressTruckTax and Drivewyze rebranded as Fleetworthy. This rebrand reflects our ongoing mission to simplify fleet safety, compliance, and toll management under one unified brand.

Fleetworthy is revolutionizing road safety and fleet management with a command center for safety, compliance, and efficiency. Our connected suite provides real-time insights and control, enabling customers to maximize efficiency, reduce risk, and save money.

With technology that unifies safety, compliance, toll management, weigh station bypass, and more, Fleetworthy empowers organizations to perform at their best. We simplify operations to ensure every vehicle and driver is not just compliant, but beyond compliant.  Supporting millions of drivers and vehicles, Fleetworthy is leading a new era in road safety and fleet technology.   

At Fleetworthy, you’re in the driver’s seat! 

The Senior Sales Operations Analyst will utilize their expertise in data analysis to understand and conduct data monitoring, analysis and pattern detection of the underlying data to identify areas of opportunity and to maximize revenue. This information will be shared with product and development teams to improve integrations. In this role, the Senior Sales Operations Analyst will also help troubleshoot complex GTM challenges with key stakeholders across the customer life cycle to improve the customer experience by helping to identify improvements in our internal processes. This role will be responsible for managing the Sales Operations analytics function. 

What Your Ride Will Look Like:

• Create and maintain Sales reporting on KPIs for leadership and the greater GTM team.  As an example, cross sell reporting for each business line and pipeline analysis. 
• Market Segmentation and penetration – Analyze and understand the addressable segments/markets where we are successful and our penetration in those markets. 
• Capacity and territory planning. - Use segmentation and penetration data to understand what is required to attack the opportunity with additional headcount and supporting opportunity rich territories. Analyze territory effectiveness based on metrics such as attainment, pipeline coverage, and forecast accuracy. 
• Win rate and why do we win or lose - Analyze the attributes of winning and losing to be able to double down on winning strategies or address the challenges where we lose. 
• Sales Velocity – Analyze the throughput of our sales cycles (each stage) to remove roadblocks and measure improvements as we make changes. 
• Pipeline growth, velocity and conversion rates – Develop predictive modeling of pipeline metrics with a deeper analysis on when, where and how pipeline is being generated. 
• Channel traction – Analyze our partner community on referrals, pipeline build, conversion rates and winning attributes. 
• GTM Metrics – double/triple clicking on key metrics like forecast accuracy, churn, renewals, conversion rates, etc. to uncover better predictive modeling and results. 
• ROI of new Sales tools – Analyze how new tools are helping us sell, ramp new reps, increase CSAT, reduce churn, etc. – Also, what additional tools do we need to improve? 
• Compensation analysis and planning – Analyze current plan components to drive a better incentive structure going forward at an annual, quarterly, monthly level and analyzing scenarios for any traps. 
• Price Discount analysis – Understand a deeper level of our current discounting practices by customer/prospect type, industry, size, etc. and how we should reflect that back in our pricing practices. 
• Create next level analytics on key reporting – a proactive summary analysis (the whys) on key changes in the weekly Insight report. 
• Data validation and clean up on data in our CRM, Salesforce.com to provide accurate reporting and analytics. 

Show Off What You Have:

• Minimum 5 years’ experience in a data analytics role preferably in a similar environment (SaaS) 
• College degree required 
• Advanced E