The Sales Operations Analyst is responsible for lead assignment and funnel reporting across all go-to-market segments. Working closely with Sales Operations leadership, Sales Management, Marketing, and the BDR organization, this role maintains lead-routing rules, monitors pipeline performance, and analyzes sales velocity, conversion trends, and Outreach activity and engagement data. The analyst will turn data from multiple systems into timely, actionable insights that improve lead follow-up, pipeline visibility, and overall sales execution.
Key Responsibilities
- Lead Routing and Assignment: Maintain lead-assignment rules, queues, and ownership logic across go-to-market teams. Partner with Sales and Marketing leaders to validate routing criteria, resolve exceptions, and ensure leads reach the appropriate owner promptly.
- Lead Follow-Up and Service Levels: Monitor lead response times, aging, disposition, and follow-up against established service-level expectations. Identify unworked or stalled leads, coordinate corrective action, and support consistent execution across teams.
- Funnel and Pipeline Reporting: Prepare recurring reporting that tracks leads from initial engagement through opportunity creation and pipeline progression. Provide clear visibility into funnel volume, stage movement, pipeline creation, source, segment, and ownership.
- Sales Velocity Analysis: Measure lead and opportunity aging, time between funnel stages, sales-cycle duration, and other velocity indicators. Surface bottlenecks and trends that may require operational or management action.
- Conversion Trend Analysis: Analyze conversion rates by source, campaign, segment, team, and other relevant dimensions. Distinguish meaningful changes from normal variation and summarize the business implications for Sales Operations and sales leadership.
- Outreach Activity and Engagement Reporting: Maintain reporting on calls, emails, sequences, meetings, and prospect engagement. Monitor adoption and activity quality, connect engagement patterns to funnel outcomes, and identify opportunities to improve outreach effectiveness.
- Data Quality and Operational Support: Reconcile lead, activity, and opportunity data across HubSpot, PEGA, Outreach, and related systems. Investigate discrepancies, coordinate corrections, document reporting definitions and processes, and provide timely support for recurring and time-sensitive requests.
Qualifications
- Bachelor's degree in Business, Finance, Analytics, Information Systems, or a related field, or equivalent practical experience.
- 2 to 4 years of experience in Sales Operations, Revenue Operations, business operations, marketing operations, analytics, or a related role.
- Strong Excel or spreadsheet skills and the ability to reconcile, analyze, and summarize data from multiple sources with close attention to detail.
- Experience with CRM, marketing automation, or sales engagement data (e.g., Salesforce, HubSpot, PEGA, or Outreach), including leads, activities, opportunities, stages, and ownership.
- Understanding of funnel metrics such as response time, conversion rate, pipeline creation, stage progression, aging, and sales velocity.
- Experience creating recurring reports or dashboards; familiarity with business intelligence tools or SQL is a plus.
- Experience using AI-assisted tools (e.g. copilots, summarization tools, or chatbots) with an ability to critically evaluate and verify AI-generated outputs
- Demonstrated ability to learn, evaluate, adapt to, propose and implement AI-augmented workflows to continually enhance your own, and the team’s productivity
- Clear written and verbal communication skills, with the judgment to escalate exceptions and explain decisions to sales managers and business partners.
- Ability to manage recurring operational work alongside time-sensitive requests while meeting established service levels.
We are an equal-opportunity employer and do not discriminate because of race, color, religion, sex, national origin, ancestry, marital status, veteran status, age, disability, sexual orientation or gender identity or expression or any other legally protected category. InterSystems is an E-Verify Employer in the United States.
InterSystems is providing a current good faith estimate of the anticipated base salary range for this position depending on a variety of factors including experience, education, skills, and performance.
Other compensation may include a discretionary annual variable target incentive.
The company also provides generous employee benefits including:
- Medical, vision, and dental insurance
- Short-term and long-term disability, and life insurance
- 401(k) Profit Sharing Contribution
- Paid Time Off and Holidays
- Parental Leave
- Tuition reimbursement
About InterSystems
InterSystems, a creative data technology provider, delivers a unified foundation for next-generation applications for healthcare, finance, manufacturing, and supply chain customers in more than 80 countries. Our data platforms solve interoperability, speed, and scalability problems for large organizations around the globe to unlock the power of data and allow people to perceive data in imaginative ways. Established in 1978, InterSystems is committed to excellence through its 24×7 support for customers and partners around the world. Privately held and headquartered in Boston, Massachusetts, InterSystems has 38 offices in 28 countries worldwide. For more information, please visit InterSystems.com.
AI Disclaimer
InterSystems may use AI tools for its internal operations including administrative tasks during recruitment (e.g., organizing candidate information). InterSystems’ approach to AI is guided by the InterSystems Responsible AI Guidelines. AI is not used to make or influence hiring decisions. All decisions are made by InterSystems employees.
Candidates may use AI for CV or interview preparation, provided materials are truthful and reflect their own experience. AI tools and third-party transcription services must not be used during interviews or assessments.
Please note that the use of wearable technology, including any AI-related tools or other technology-connected devices (such as META or Google smart glasses and/or wearables, and/or any similar devices), is strictly prohibited during the interview and screening process with InterSystems. Any applicant who requires a wearable device or any type of technology support during the interview process as a reasonable accommodation under the ADA or applicable state or country laws and regulations must contact the InterSystems Human Resources Department prior to attending or participating in any interview or screening process.
Skills Required
- Bachelor's degree in Business, Finance, Analytics, Information Systems, or a related field, or equivalent practical experience
- 2 to 4 years of experience in Sales Operations, Revenue Operations, business operations, marketing operations, analytics, or a related role
- Strong Excel or spreadsheet skills
- Ability to reconcile, analyze, and summarize data from multiple sources with close attention to detail
- Experience with CRM, marketing automation, or sales engagement data, including leads, activities, opportunities, stages, and ownership
- Understanding of funnel metrics, including response time, conversion rate, pipeline creation, stage progression, aging, and sales velocity
- Experience creating recurring reports or dashboards
- Familiarity with business intelligence tools or SQL
- Experience using AI-assisted tools and critically evaluating and verifying AI-generated outputs
- Ability to learn, evaluate, adapt to, propose, and implement AI-augmented workflows
- Clear written and verbal communication skills
- Ability to manage recurring operational work alongside time-sensitive requests while meeting established service levels
What the Team is Saying
InterSystems Compensation & Benefits Highlights
-
Healthcare Strength — Health coverage is described as comprehensive, including medical, dental, vision, mental-health support, and FSA/HSA options; feedback suggests this is a clear strength. Wellness resources and onsite fitness offerings are also noted in some locations, reinforcing perceived quality.
-
Leave & Time Off Breadth — Time off is portrayed as generous, with a minimum of 23 PTO days in the U.S. plus paid holidays and sick time; feedback suggests this stands out as a distinguishing benefit. Additional time with tenure is mentioned, further boosting perceived value.
-
Retirement Support — Retirement offerings include a 401(k) with employer contributions and profit sharing; feedback suggests this is a meaningful part of total compensation. Financial-planning tools are also referenced, adding to perceived support.
InterSystems Insights
What We Do
InterSystems builds the software that makes complex systems work—reliably, securely, and at scale. For more than 45 years, we’ve been the information engine behind some of the world’s most mission-critical applications in healthcare, government, and business. Our data management, integration, and analytics technologies help organizations connect disparate systems, turn data into insight, and deliver better outcomes. From enabling interoperable healthcare and advancing clinical care, to powering national infrastructure and large-scale enterprise systems, our technology is used every day by millions of people in more than 80 countries. What sets InterSystems apart is not just what we build, but how we build it. We focus on long-term innovation, deep engineering excellence, and solving hard problems that truly matter. Our teams work closely with customers to tackle real-world challenges—often behind the scenes, but always at the heart of what keeps essential systems running. If you’re motivated by meaningful work, technical depth, and the opportunity to have a global impact, you’ll find it here.
Why Work With Us
Because we are a profitable, privately-held software company, we place our clients first in everything we do. You’ll work on meaningful, complex problems alongside deeply curious experts in a culture that values learning, ownership, and long-term growth—without the pressure of quarterly Wall Street demands.
Gallery
InterSystems Teams
InterSystems Offices
OnSite Workspace
InterSystems prioritizes in-person collaboration with majority on-site presence and some work from home flexibility that varies by region and office location.
