Senior Analyst Sales Intelligence

Great Place To Work; Mumbai; On-site; INR 900,000 - 1,300,000; Full time

Job summary

Great Place To Work is seeking a dynamic Sales Intelligence & Analytics professional to transform CRM and business data into actionable insights. You will design dashboards, monitor MQL funnel, and drive governance across Leads, Deals, Accounts, and reporting modules.

You will lead AI-enabled productivity and automation initiatives, collaborate with Sales, Marketing, Technology and Operations, and help teams adopt data-driven practices with training and playbooks.

Qualifications

• Design, develop and maintain dashboards covering MQL funnel, lead journey, TAT, campaign analysis, industry funnel, employee size funnel, stale leads and proposal tracking.
• Analyse sales and CRM data to identify bottlenecks, conversion gaps and improvement opportunities across the lead lifecycle.
• Create daily, weekly and monthly reports that provide sales leadership with clear visibility on performance and governance metrics.
• Own CRM process improvement initiatives including requirement gathering, workflow design, field mapping, automation logic, testing and deployment support.
• Maintain CRM hygiene through data checks, validation rules, clean-ups and alignment across Leads, Deals, Accounts and reporting modules.
• Coordinate with technology partners and internal teams to raise, track and close CRM enhancement requests.
• Design and improve lead assignment rules, lead prioritisation, qualification workflows, follow-up processes and lifecycle tracking.
• Monitor turnaround time across lead stages and enable teams to reduce delays through alerts, dashboards and process nudges.
• Support sales teams with better funnel visibility, lead intelligence and prioritised action points.
• Identify and implement AI-enabled use cases for sales research, lead qualification, follow-up nudges, knowledge management and reporting productivity.
• Use Generative AI platforms such as Microsoft Copilot, Claude AI and ChatGPT to improve research speed, content creation, process documentation and decision support.
• Partner with business teams to convert repetitive manual workflows into automated or semi-automated processes.
• Create industry insights, competitor intelligence, market research summaries and conversation starters to support consultative sales conversations.
• Build and maintain sales enablement repositories including case studies, blogs, podcast insights, battle cards and industry reports.
• Enable sales teams to position Great Place To Work solutions with stronger business context and objection-handling support.
• Create SOPs, process documents, CRM usage guides and training material for sales and supporting teams.
• Conduct CRM, dashboard and process training sessions to improve adoption and consistent usage.
• Collect feedback from stakeholders and continuously improve dashboards, reports and workflows based on business needs.
• Preferred candidate profile: Sales Intelligence & Analytics: Ability to convert CRM and business data into actionable insights for sales leadership and teams

Responsibilities

• Design, develop and maintain business dashboards covering MQL funnel, lead journey, TAT, campaign analysis, industry funnel, employee size funnel, stale leads and proposal tracking.
• Analyse sales and CRM data to identify bottlenecks, conversion gaps and improvement opportunities across the lead lifecycle.
• Create daily, weekly and monthly reports that provide sales leadership with clear visibility on performance and governance metrics.
• Own CRM process improvement initiatives including requirement gathering, workflow design, field mapping, automation logic, testing and deployment support.
• Maintain CRM hygiene through data checks, validation rules, clean-ups and alignment across Leads, Deals, Accounts and reporting modules.
• Coordinate with technology partners and internal teams to raise, track and close CRM enhancement requests.
• Design and improve lead assignment rules, lead prioritisation, qualification workflows, follow-up processes and lifecycle tracking.
• Monitor turnaround time across lead stages and enable teams to reduce delays through alerts, dashboards and process nudges.
• Support sales teams with better funnel visibility, lead intelligence and prioritised action points.
• Identify and implement AI-enabled use cases for sales research, lead qualification, follow-up nudges, knowledge management and reporting productivity.
• Use Generative AI platforms such as Microsoft Copilot, Claude AI and ChatGPT to improve research speed, content creation, process documentation and decision support.
• Partner with business teams to convert repetitive manual workflows into automated or semi-automated processes.
• Create industry insights, competitor intelligence, market research summaries and conversation starters to support consultative sales conversations.
• Build and maintain sales enablement repositories including case studies, blogs, podcast insights, battle cards and industry reports.
• Enable sales teams to position Great Place To Work solutions with stronger business context and objection-handling support.
• Create SOPs, process documents, CRM usage guides and training material for sales and supporting teams.
• Conduct CRM, dashboard and process training sessions to improve adoption and consistent usage.
• Collect feedback from stakeholders and continuously improve dashboards, reports and workflows based on business needs.
• Cross-functional issue management and closure to ensure alignment across teams.

Skills

Sales Intelligence

CRM Governance

Dashboarding

AI Enablement

Process Improvement

Stakeholder Management

Communication

Tools

Excel

CRM System

Power BI

Job description

1. Sales Intelligence & Business Analytics

Design, develop and maintain business dashboards covering MQL funnel, lead journey, TAT, campaign analysis, industry funnel, employee size funnel, stale leads and proposal tracking.

Analyse sales and CRM data to identify bottlenecks, conversion gaps and improvement opportunities across the lead lifecycle.

Create daily, weekly and monthly reports that provide sales leadership with clear visibility on performance and governance metrics.

2. CRM Governance & Transformation

Own CRM process improvement initiatives including requirement gathering, workflow design, field mapping, automation logic, testing and deployment support.

Maintain CRM hygiene through data checks, validation rules, clean-ups and alignment across Leads, Deals, Accounts and reporting modules.

Coordinate with technology partners and internal teams to raise, track and close CRM enhancement requests.

Design and improve lead assignment rules, lead prioritisation, qualification workflows, follow-up processes and lifecycle tracking.

Monitor turnaround time across lead stages and enable teams to reduce delays through alerts, dashboards and process nudges.

Support sales teams with better funnel visibility, lead intelligence and prioritised action points.

4. AI, Automation & Digital Productivity

Identify and implement AI-enabled use cases for sales research, lead qualification, follow-up nudges, knowledge management and reporting productivity.

Use Generative AI platforms such as Microsoft Copilot, Claude AI and ChatGPT to improve research speed, content creation, process documentation and decision support.

Partner with business teams to convert repetitive manual workflows into automated or semi-automated processes.

Create industry insights, competitor intelligence, market research summaries and conversation starters to support consultative sales conversations.

Build and maintain sales enablement repositories including case studies, blogs, podcast insights, battle cards and industry reports.

Enable sales teams to position Great Place To Work solutions with stronger business context and objection-handling support.

Create SOPs, process documents, CRM usage guides and training material for sales and supporting teams.

Conduct CRM, dashboard and process training sessions to improve adoption and consistent usage.

Collect feedback from stakeholders and continuously improve dashboards, reports and workflows based on business needs.

7. Cross-Functional Issue Management

Work closely with Sales, Marketing, Technology, Finance, Controlling and Operations teams to resolve open points and improve process alignment.

Maintain trackers for business issues, CRM enhancements and reporting dependencies, and drive closure through structured follow-ups.

Act as a bridge between business users and technical teams to translate operational needs into clear business requirements.

Dashboard adoption, usage and stakeholder satisfaction

CRM data quality, hygiene and process adherence

Lead qualification TAT and funnel movement efficiency

Lead assignment accuracy and follow-up compliance

Reporting automation, time savings and accuracy improvement

Closure rate of CRM enhancements and cross-functional open points

Quality and business relevance of sales, market and competitive intelligence outputs

AI-enabled use cases implemented and productivity improvement delivered

Requirements

Preferred candidate profile:

Sales Intelligence & Analytics: Ability to convert CRM and business data into actionable insights for sales leadership and teams

CRM Governance: Strong experience in CRM process design, data hygiene, workflow mapping, automation and user adoption

Dashboarding & Reporting: Ability to build dashboards, funnel reports, TAT trackers and performance summaries using Excel and CRM data

AI Enablement: Working knowledge of Generative AI tools including Microsoft Copilot, Claude AI and ChatGPT for productivity, research, automation and sales enablement

Process Improvement: Ability to identify gaps, document requirements, coordinate with technology teams and drive closure

Stakeholder Management: Ability to collaborate with Sales, Marketing, Technology, Finance and Operations teams

Communication: Ability to simplify analysis, present business recommendations and conduct training sessions