Sr Analyst Sales Intelligence

Great Place to Work; Mumbai City; On-site; INR 1,200,000 - 1,900,000; Full time

Job summary

Great Place To Work is seeking a dynamic Sales Intelligence and Analytics professional to design dashboards and drive CRM governance, data hygiene and automation across the lead lifecycle.

You will enable sales teams with enhanced funnel visibility, lead prioritisation and AI-enabled productivity, partnering across Sales, Marketing, Technology, Finance and Operations to close CRM enhancement requests and improve reporting accuracy.

Qualifications

• Experience translating CRM and business data into actionable insights for leadership.
• Strong CRM process design, data hygiene and automation implementation.

Responsibilities

• Design, develop and maintain dashboards covering funnel, lead journey and campaign analysis.
• Analyse CRM data to identify bottlenecks and improvements across the lead lifecycle.
• Create regular reports for sales leadership with visibility on performance and governance metrics.
• Own CRM process improvements including requirements, workflow design and automation testing.
• Maintain CRM hygiene with data checks, validation rules and cross-module alignment.
• Coordinate with tech partners to track and close CRM enhancement requests.
• Design and improve lead assignment rules, prioritisation and qualification workflows.
• Monitor lead-stage turnaround times and push for faster actions via alerts and dashboards.
• Support sales with better funnel visibility, lead intelligence and action prioritisation.
• Identify and implement AI-enabled use cases for research, qualification and reporting productivity.
• Promote reuse by building industry insights and sales enablement resources.
• Collaborate cross-functionally to resolve issues and improve process alignment.

Skills

Sales Analytics

CRM Governance

Dashboarding

Lead Management

AI Enablement

Stakeholder Management

Communication

Job description

Role and Responsibilities:

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.

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 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.

5. Market, Industry & Competitive Intelligence

• 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.

6. Sales Enablement, SOPs & Adoption

• 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.

Key Metrics (KPIs):

• 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 complianceReporting 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

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