Senior Analyst - Sales Intelligence

Great Place to Work; Mumbai City; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

Great Place to Work in Mumbai seeks a Senior Analyst - Sales Intelligence to translate CRM and sales data into actionable insights for the leadership team. You will partner with Sales, Marketing, Technology, Finance and Operations to optimize funnel performance and governance.

Responsibilities include building dashboards, implementing AI-enabled productivity, and driving data-driven decisions across lead lifecycle, from qualification to closure, with strong cross-functional collaboration in a

Qualifications

• Bachelor's degree or equivalent in business, analytics, or related field.
• Experience designing dashboards and reporting for sales or marketing.
• Strong data governance and CRM data hygiene exposure.

Responsibilities

• Design and maintain dashboards covering funnel metrics and lead lifecycle.
• Analyze CRM data to identify bottlenecks and opportunities for improvement.
• Publish regular performance and governance reports to sales leadership.

Skills

Sales analytics

CRM governance

Dashboarding

Funnel reporting

AI workflows

Data modelling

Prompt engineering

Microsoft Copilot

Claude AI

ChatGPT

Education

Bachelor's degree

Tools

Power BI

Zoho CRM

Excel

Job description

We are hiring a Senior Analyst - Sales Intelligence (Mumbai) to strengthen sales performance through data, CRM governance, funnel analytics and AI-led productivity. The role converts CRM and business data into actionable insights for sales leadership and partners closely with Sales, Marketing, Technology, Finance and Operations.

Key Responsibilities

1. Sales Intelligence & Business Analytics

• 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.
• Publish daily, weekly and monthly reports giving sales leadership 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.

3. Lead Management & Funnel Optimisation

• Design and improve lead assignment rules, lead prioritisation, qualification workflows, follow-up processes and lifecycle tracking.
• Monitor turnaround time across lead stages and 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.
• Convert repetitive manual workflows into automated or semi-automated processes.

5. Market, Industry & Competitive Intelligence

• Create industry insights, competitor intelligence, market research summaries and conversation starters for consultative sales conversations.
• Build and maintain sales enablement repositories including case studies, blogs, podcast insights, battle cards and industry reports.

6. Sales Enablement, SOPs & Adoption

• Create SOPs, process documents, CRM usage guides and training material; conduct CRM, dashboard and process training sessions to improve adoption.
• Collect stakeholder feedback and continuously improve dashboards, reports and workflows.

7. Cross-Functional Issue Management

• Work 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 structured closure.
• Act as a bridge between business users and technical teams.

Technical Skills

Zoho CRM administration, Power BI & dashboarding, Advanced Excel & data modelling, sales analytics & funnel reporting, data visualisation, CRM workflow design, data governance & reporting frameworks, market & competitive intelligence, Generative AI applications, Microsoft Copilot, Claude AI, ChatGPT, prompt engineering, AI workflow automation, conversational AI, AI-powered sales research.

Key Metrics (KPIs)

Dashboard adoption and stakeholder satisfaction; CRM data quality and process adherence; lead qualification TAT and funnel movement; lead assignment accuracy and follow-up compliance; reporting automation and time savings; closure rate of CRM enhancements and cross-functional open points; quality of market and competitive intelligence outputs; AI use cases implemented and productivity delivered.

Reporting To:

Sales Leadership | Department: Sales / Sales Operations / Business Intelligence