Partner closely with Sales leadership and frontline team members to develop a thorough understanding of current sales pipeline stages, workflows, handoffs, and pain points.
Map end-to-end sales processes, from lead generation through close, documenting current-state and desired future-state workflows with clarity and detail.
Perform analysis on sales data to understand the sales process and use this analysis to support or help manage changes in the sales organization.
Identify gaps, redundancies, and friction points in existing processes and translate findings into actionable improvement opportunities.
Facilitate working sessions and interviews with stakeholders to surface business requirements, validate assumptions, and build alignment across teams.
Capture and document clear, well-structured functional requirements that reflect stakeholder needs and serve as the authoritative source for system or process changes.
Develop business process documentation including process maps, workflow diagrams, use cases, and user stories that can be understood by both business and technical audiences.
Maintain requirements backlog and ensure documentation is kept current as business needs evolve.
Define acceptance criteria for new capabilities, ensuring requirements are testable and tied to measurable business outcomes.
Serve as an embedded business partner to the Sales team, developing a deep understanding of pipeline health, conversion metrics, forecast accuracy, and deal management practices.
Proactively identify opportunities to improve pipeline visibility, data quality, and reporting through process or tooling enhancements.
Translate Sales team feedback and requests into structured requirements that can be prioritized and acted upon by IT or operations.
Support the design and adoption of pipeline management standards, including stage definitions, field usage guidelines, and data entry expectations.
Act as the business-side liaison for CRM-related initiatives, ensuring technology enhancements are grounded in real business needs and clearly specified before development or configuration begins.
Evaluate CRM workflows, automation, and reporting capabilities against business requirements, recommending changes that improve usability and adoption.
Coordinate user acceptance testing (UAT) for CRM updates, including defining test scenarios, coordinating testers, and tracking resolution of issues identified during testing.

Requirements

7+ years of experience in a Business Analyst, process improvement, or similar role with direct exposure to sales or revenue operations.
Hands-on experience working with sales funnels, including a solid understanding of funnel stages, lead qualification, conversion metrics, pipeline velocity, and how deals progress from prospect to close.
Demonstrated ability to identify funnel bottlenecks, document stage-level friction points, and translate those findings into actionable process or tooling requirements.
Demonstrated ability to elicit, document, and validate business requirements through stakeholder interviews, workshops, and independent analysis.
Strong skills in process mapping and workflow documentation (e.g., swim lane diagrams, flowcharts, etc.).
Excellent written and verbal communication skills, with the ability to tailor messaging to business and technical audiences alike.
High proficiency in Microsoft Office (Word, Excel, PowerPoint); comfortable working with data to identify trends and tell a story.
Organized, detail-oriented, and capable of managing multiple concurrent workstreams in a fast-paced environment.
Proactive problem-solver who takes ownership of outcomes and drives clarity rather than waiting for direction.
Experience working with CRM platforms, HubSpot experience is preferred.
Familiarity with Agile/Scrum methodologies and tools such as Azure DevOps is preferred.
Experience with sales forecasting processes or revenue operations concepts beyond the funnel is preferred.
Experience supporting or coordinating UAT and system testing efforts is preferred.

Benefits

Competitive Pay, Holiday Pay, and Daily Pay – Access to your earned wages before payday!
Referral Bonuses
Long-Term Career Advancement
Paid Time Off
Medical, Dental, Vision, Basic Life, AD&D, and Short-Term & Long-Term Disability insurance for Eligible Full Time Employees
401(k) Retirement Plan
Great Team Environment

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

business analysisprocess improvementsales funnel analysisprocess mappingworkflow documentationrequirements elicitationdata analysisuser acceptance testingsales forecastingCRM workflows

Soft Skills

communicationproblem-solvingorganizational skillsdetail-orientedstakeholder managementcollaborationadaptabilityownershipfacilitationanalytical thinking