Senior Sales Operations Analyst

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

We are seeking a highly analytical Senior Sales Operations Analyst to help the sales team make smarter, faster decisions through reliable data, clear reporting, and actionable insights. This role will focus on analyzing sales performance, pipeline trends, customer and account data, forecast accuracy, and revenue drivers to identify opportunities for growth and operational improvement.

The ideal candidate is comfortable working with large datasets, building dashboards, maintaining data quality, and translating business questions into measurable analysis. They will partner closely with sales leaders and cross-functional teams to surface trends, explain performance, and recommend data-backed actions.

This position will be a key analytical partner for the sales organization, supporting day-to-day reporting needs as well as deeper analysis that improves sales effectiveness, pipeline visibility, and revenue predictability.

Key Responsibilities

Sales Data Analysis & Insights

• 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 that give the sales team clear visibility into goals, activity, pipeline, and results.

• Use sales and customer data to identify trends, risks, bottlenecks, and opportunities that can improve sales 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, business intelligence tools, spreadsheets, and other sales systems to support accurate analysis.

Reporting, Data Quality & Sales Tools

• Maintain sales reporting infrastructure and ensure reports are accurate, consistent, easy to use, and aligned to agreed-upon metric definitions.

• Audit CRM and sales data for completeness, accuracy, duplication, and process adherence; recommend practical improvements to strengthen data quality.

• Document report logic, dashboard definitions, source fields, and data assumptions so stakeholders understand how metrics are calculated.

• Support improvements to pipeline management, forecasting inputs, territory visibility, and sales process adoption through data-driven recommendations.

Sales Team Partnership

• Partner with sales leaders and managers to understand business questions, clarify data needs, and deliver analysis that supports decision-making.

• Support annual and quarterly planning with analysis related to territories, quotas, capacity, pipeline coverage, account segmentation, and sales productivity.

• Collaborate with Finance, Sales Operations, Marketing, and Customer Success to connect data across the customer lifecycle and explain performance drivers.

• Prepare clear summaries, presentations, and ad hoc analyses for sales leadership and cross-functional stakeholders.

Required 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.

Preferred Qualifications

• Experience with SQL, Python, R, or another tool used to query, transform, or analyze data.

• Experience with Tableau, Power BI, Looker, Salesforce CRM Analytics, or similar business intelligence platforms.

• 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 technology ecosystems.

• Experience supporting SaaS, subscription, or recurring revenue business models.

• Comfort presenting data-driven recommendations to sales leaders and cross-functional partners.

Compensation and Benefits

At Morningstar we believe people are at their best when they are at their healthiest. That's why we champion your wellness through a wide range of programs that support all stages of your personal and professional life. Here are some examples of the offerings we provide:

Financial Health

• 100% 401k match up to 6% of salary

• Stock Ownership Potential

• Company provided life insurance - 1x salary + commission

Physical Health

• Comprehensive health benefits(medical/dental/vision)including potential premium discounts and company-provided HSA contributions (up to $500-$2,000 annually) for specific plansand coverages

• Additional medical Wellness Incentives - up to $300-$600 annual

• Company-provided long- and short-termdisabilityinsurance

Emotional Health

• Trust-Based Time Off

• 6-week Paid Sabbatical Program

• 6-Week Paid Family Caregiving Leave

• Competitive 8-24 Week Paid Parental Leave

• Adoption Assistance

• Leadership Coaching & FormalMentorshipOpportunities

• Annual Flex Stipend - $1000 annually to cover personal education & well-being expenses

• Tuition Reimbursement

Social Health

• Charitable Matching Gifts program

• Dollars for Doers volunteer program

• Paid volunteering days

• 15+ Employee Resource & Affinity Groups

Total Cash Compensation Range

$95,275.00-139,741.66

Inclusive of annual base salary and target incentive

Morningstar's hybrid work environment gives you the opportunity to collaborate in-person each week as we've found that we're at our best when we're purposely together on a regular basis. In most of our locations, our hybrid work model is four days in-office each week. A range of other benefits are also available to enhance flexibility as needs change. No matter where you are, you'll have tools and resources to engage meaningfully with your global colleagues.