Senior Sales Analytics & Revenue Ops Lead

Morningstar, Inc.; Chicago (IL); Hybrid; USD 95,000 - 140,000; Full time

Benefits offered by this job

401k match

Stock ownership

Life insurance

Health benefits

Sabbatical leave

Job summary

Morningstar, Inc. is seeking a Senior Sales Operations Analyst to help the sales team make smarter, faster decisions through reliable data, clear reporting, and actionable insights.

The role focuses on analyzing sales performance, pipeline trends, customer data, forecast accuracy, and revenue drivers to identify growth opportunities. The ideal candidate will build dashboards, maintain data quality, and translate business questions into measurable analysis, partnering with sales leaders, Sales

Qualifications

• 5+ years of experience in data analysis, sales analytics, business analytics, revenue operations, sales operations, or related analytical role.
• Strong experience working with Salesforce data, including reports, dashboards, opportunities, accounts, pipeline stages, activities, and sales performance metrics.
• Advanced analytical skills with demonstrated ability to clean, validate, analyze, and interpret large datasets.
• Advanced Excel or Google Sheets skills, including formulas, pivot tables, lookups, data modeling, and structured analysis.
• Experience building reports, dashboards, or visualizations in Tableau, Power BI, Looker, Salesforce, or similar tools.
• Ability to explain analytical findings clearly to both technical and non-technical stakeholders.
• Strong understanding of B2B sales processes, pipeline management, forecasting, and common sales performance metrics.
• Excellent attention to detail, communication skills, and ability to manage multiple analytical requests in a fast-paced sales environment.
• Experience with SQL, Python, R, or similar data query/transform tools.
• Experience with BI platforms (Tableau/Power BI/Looker/Salesforce CRM Analytics).
• Experience analyzing sales funnels, lead conversion, pipeline coverage, quota attainment, territory performance, or account segmentation.
• Knowledge of CPQ systems, sales engagement tools, marketing automation platforms, or broader sales tech ecosystems.
• Experience supporting SaaS, subscription, or recurring revenue models.
• Comfort presenting data-driven recommendations to sales leaders and cross-functional partners.

Responsibilities

• Analyze sales performance, pipeline health, forecast accuracy, conversion rates, win/loss trends, sales cycle length, territory performance, and revenue drivers.
• Build and maintain dashboards, recurring reports, and performance scorecards for visibility into goals, activity, pipeline, and results.
• Identify trends, risks, bottlenecks, and opportunities from sales and customer data to improve productivity and revenue outcomes.
• Translate complex data into concise findings, visualizations, and recommendations for sales leaders and frontline managers.
• Define, track, and improve key sales metrics in partnership with Sales Leadership, Sales Operations, and Finance.
• Extract, clean, validate, and join data from Salesforce, BI tools, spreadsheets, and other systems to support accurate analysis.
• Maintain sales reporting infrastructure; ensure reports are accurate, consistent, and aligned to metric definitions.
• Audit CRM data for completeness, accuracy, duplication, and process adherence; suggest practical improvements.
• Document report logic, dashboard definitions, source fields, and data assumptions for stakeholder understanding.
• Support improvements to pipeline management, forecasting inputs, territory visibility, and sales process adoption through data-driven recommendations.
• Partner with sales leaders to understand business questions, clarify data needs, and deliver actionable analysis.
• Support annual/quarterly planning with territory, quotas, capacity, pipeline coverage, and segmentation analysis.
• Collaborate with Finance, Sales Operations, Marketing, and Customer Success to connect data across the customer lifecycle.
• Prepare clear summaries, presentations, and ad hoc analyses for leadership and cross-functional stakeholders.

Skills

5+ years exp

Salesforce data

Advanced analytics

Excel/Sheets

BI tools

Communication

B2B sales

Attention to detail

SQL

SaaS knowledge

Presentation

Tools

Tableau

Power BI

Looker

Salesforce CRM Analytics

Job description

Morningstar, Inc. is seeking a Senior Sales Operations Analyst to help the sales team make smarter, faster decisions through reliable data, clear reporting, and actionable insights.

The role focuses on analyzing sales performance, pipeline trends, customer data, forecast accuracy, and revenue drivers to identify growth opportunities. The ideal candidate will build dashboards, maintain data quality, and translate business questions into measurable analysis, partnering with sales leaders, Sales