Role Overview
We’re seeking a highly analytical Sales Operations & Reporting Analyst to improve sales performance through systems, data, and process optimization. This role focuses on improving how the sales team operates by identifying friction points and implementing scalable solutions.
In addition to hands‐on sales operations and reporting, this role serves as a trusted operational partner to sales leadership, helping ensure day‐to‐day continuity, process adherence, and performance visibility when the Sales Manager is out of the office or traveling.
Working closely with leadership, this role evaluates the full client lifecycle, identifies where deals stall, and implements improvements across CRM configuration, sales scripting, and workflows to drive measurable results.
Key Responsibilities
CRM & Sales Systems Support
Maintain and administer the CRM (PipeDrive preferred), including pipelines, fields, automations, permissions, and user setupEnsure accurate data entry, pipeline hygiene, and consistent CRM usage across the sales teamTroubleshoot CRM issues and implement system enhancements to improve usability and data integritySales Process & Workflow Execution
Support the end‐to‐end sales lifecycle from lead intake through closeImplement and maintain defined sales processes, scripts, and talk tracks within CRM and supporting toolsAssist with lead routing, follow‐up workflows, and handoff processes between teamsDocument sales processes and ensure updates are reflected in systems, training materials, and internal documentationReporting & Analysis
Build and maintain standard sales reports and dashboards (daily, weekly, monthly)Analyze pipeline data to identify:Stalled dealsConversion gaps by stageActivity and performance trendsProactively surface insights and recommendations to support sales leadership decision‐makingSales Team Enablement & Operational Leadership
Act as the primary point of contact for sales systems, process, and operational questions when the Sales Manager is out of the officeSupport day‐to‐day sales team execution by reinforcing CRM usage standards, sales workflows, and follow‐up expectationsMonitor pipeline health and activity levels to identify execution risks or stalled opportunitiesEscalate urgent issues, trends, or deal risks to sales leadership with clear data and recommended actionsReinforce sales scripts, talk tracks, and process adherence through system guidance, documentation, and operational coaching (no direct people management or quota ownership)Cross‐Functional Collaboration
Gather feedback from sales reps on system usability and process effectivenessPartner with marketing to support lead quality tracking and conversion analysisSupport onboarding of new sales reps by ensuring systems, reporting, and processes are properly configuredServe as an operational bridge between sales, marketing, and leadership to ensure continuity during leadership travel or transitionsQualifications & Skills
Required:
2–4 years in Sales Ops, RevOps (sales‐focused), CRM admin, or sales reportingHands‐on CRM experience (pipelines, fields, workflows, reporting)Understanding of sales funnels, conversion rates, and deal velocityExperience building recurring sales reports and dashboardsStrong analytical skills and attention to data accuracyProcess‐oriented with experience improving workflowsAbility to work with sales, marketing, and operations teamsClear written and verbal communication skillsPreferred
Experience with PipeDrive or similar CRMs (Salesforce, HubSpot)Experience identifying stalled deals or pipeline bottlenecksFamiliarity with lead routing, follow‐up workflows, or automationsExperience supporting sales onboarding or process documentationProficiency with Excel for reporting and analysisExperience serving as an operational lead or point of contact for a sales team without direct authorityExperience in a scaling or fast‐paced environmentStarting pay at $72,000 or compensated with experience.
Benefits:
401(k)401(k) matchingDental insuranceHealth insuranceLife insuranceVision insuranceCompany DescriptionThornberry Group is a privately held investment and acquisitions firm based in Indianapolis, IN, dedicated to supporting, acquiring, and operating small businesses with strong roots. We provide long-term stability, hands-on operational support, and a thoughtful approach to succession, allowing owners to transition with confidence.