Senior Sales Operations Analyst

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

Benefits offered by this job

401k match

Stock ownership potential

Life insurance

Health benefits

Sabbatical program

Parental leave

Education stipend

Volunteer program

Job summary

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

This role focuses on analyzing sales performance, pipeline trends, forecast accuracy, and revenue drivers, partnering with sales leaders and cross-functional teams to surface trends and recommendations.

Qualifications

• 5+ years in data analysis, sales analytics, revenue operations, or related role.
• Strong experience with Salesforce data, dashboards, opportunities, accounts and metrics.
• Advanced skills in Excel/Sheets, data modeling, and structured analysis.
• Experience building reports in Tableau, Power BI, Looker or Salesforce analytics.
• Ability to explain findings clearly to technical and non-technical stakeholders.
• Knowledge of B2B sales processes, forecasting, and metrics.

Responsibilities

• Analyze sales performance, pipeline health, forecast accuracy, and revenue drivers.
• Build and maintain dashboards and recurring reports for visibility into goals and results.
• Identify trends, risks, bottlenecks, and opportunities to improve productivity and revenue.
• Translate data into concise findings and actionable recommendations for leaders.
• Define and track key sales metrics in partnership with Sales, Ops, and Finance.
• Own data extraction and quality from Salesforce and BI tools to support analysis.

Skills

Sales analytics

Data analysis

Forecasting

Salesforce data

Excel/Sheets

BI dashboards

Communication

Tools

Tableau

Power BI

Looker

Salesforce

SQL

Python

Excel

Job description

Key Responsibilities

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

• 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 plans and coverages
  • Additional medical Wellness Incentives - up to $300-$600 annual
  • Company-provided long- and short-term disability insurance
• 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 & Formal Mentorship Opportunities
  • 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.

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