Sales Operations Analyst

Job Description

What you'll do

• Analyze deal, pricing and margin data across our cyber OEM portfolio to find trends in discounting, partner mix, win rates and profitability.
• Partner with our deal desk, pricing and account management teams. Give them the data and analysis they need to structure smarter deals and grow accounts.
• Track performance across our contract vehicles, including GSA MAS, NASA SEWP V, the DoD ESI BPAs, the CDM Tools SIN, DHS FirstSource II and SLED cooperatives like TIPS and PEPPM, and flag where we're winning or leaving money on the table.
• Build and maintain dashboards and reports on pipeline, bookings, margin, deal cycle time and forecast accuracy.
• Support sales forecasting, quota and territory planning, and quarterly business reviews with clean, reliable data.
• Review closed deals for pricing and compliance consistency (TAA, ceiling prices, vehicle terms). Identify process gaps and recommend fixes.
• Own CRM data quality and help shape how deals, OEM partners, deal registrations and accounts are tracked.
• Map and improve sales operations workflows from opportunity to booking so we can scale as our partner portfolio grows.
• Answer ad hoc questions from sales leadership with clear analysis and recommendations, especially heading into the federal fiscal year-end push.

What you bring

• 2-5 years in sales operations, revenue operations, business analysis or a related role, ideally at a federal IT reseller, VAR or technology company.
• A strong understanding of pricing and reseller economics: OEM and distributor cost, list vs. discounted price, margin and approval thresholds.
• Familiarity with how GSA Schedules, SEWP and other federal contract vehicles work.
• Advanced Excel skills (pivot tables, lookups, modeling). Experience with BI tools such as Power BI or Tableau is a plus.
• Experience working in Salesforce or a similar CRM.
• An analytical mindset. You can turn messy data into clear findings and practical recommendations.
• Strong communication skills and comfort working with sales, deal desk, pricing, contracts, finance and OEM partner teams.
• Bachelor's degree in business, finance, analytics or a related field, or equivalent experience.