Sales Operations Analyst

The Sales Operations Analyst supports commercial performance and execution across DCLL, DCLR, and DCLP. The analyst manages pipeline visibility, KPI reporting, dashboards, and analysis to help leadership identify opportunities, address risks, and make informed decisions. The role also serves as a trusted execution partner to the Vice President, coordinating priority initiatives, preparing leadership reviews, tracking commitments, and following up across teams to keep agreed actions moving. Success requires analytical judgment, strong organization, proactive communication, and the ability to influence across functions.

Duties and Responsibilities

Pipeline Management and Forecast Support

• Maintain consolidated pipeline reporting across all three products, with clear stage definitions, qualification criteria, and visibility into upcoming commercial opportunities.
• Partner with sales owners to keep CRM records current, including opportunity owner, stage, expected chassis volume, estimated revenue, close and start dates, and next steps.
• Monitor lead follow-up, stage aging, stalled opportunities, missing updates, and delayed close dates. Coordinate corrections and escalate gaps requiring sales leadership attention.

KPIs Dashboards and Reporting

• Build and maintain commercial dashboards and scorecards by product, market, customer, and sales owner, using the organization's reporting tools.
• Control metric definitions, data sources, ownership, and refresh schedules with Finance, Operations, and other partners. Investigate discrepancies before distributing reports.
• Prepare clear leadership summaries and presentation materials that explain what changed, why it matters, and which actions or decisions are required.
• Streamline recurring reporting and improve data quality. Partner with IT or data teams on access, integrations, and enhancements that require technical support.

Commercial Analysis and Initiative Support

Analytics and Business Insights

• Analyze customer, market, and product performance to identify growth opportunities, retention risks, changes in volume or mix, and opportunities to improve sales execution.
• Evaluate conversion rates, sales cycle trends, win and loss reasons, renewals, and customer activation. Translate findings into practical recommendations.
• Support account and fleet-sizing analyses, commercial scenarios, and budget or forecast planning with Sales, Pricing, Finance, and Operations.
• Assess new product launches and commercial initiatives against agreed objectives, highlighting results, adoption, issues, and recommended adjustments.
• Product reporting priorities should be confirmed with leadership and the relevant data owners. Illustrative measures include:

Product

Commercial reporting focus

DCLL

Pipeline by units and revenue; lease start timing; expirations and renewals; customer and lease product mix.

DCLR

Qualified account pipeline; Sales reporting;

DCLP

Customer usage and revenue by market; active, new, and reactivated customers; volume trends; growth opportunities; utilization and capacity context with Operations.

Cross Functional Workstreams

• Coordinate assigned commercial initiatives with Finance, Pricing, Operations, Marketing, Product, Legal, Customer Success, and other teams as needed.
• Facilitate focused working sessions, capture decisions, and recommend practical process improvements that reduce delays or recurring issues.

Commercial Leadership and Initiative Support

• Serve as the VP's primary coordination partner for commercial priorities, providing chief of staff support through preparation, follow-through, and issue escalation.
• Maintain a master initiative tracker covering priorities, owners, due dates, milestones, dependencies, decisions required, and current status.
• Assist VP with Executive presentations for board material and SLT
• Assist VP with event planning items when necessary

Qualifications and Role Expectations

Experience and Capabilities

• Experience in sales operations, commercial analysis, business analysis, project coordination, or a related discipline, with reliable reporting and follow-through.
• Strong Excel and CRM reporting skills. Experience with Power BI, Tableau, or comparable business intelligence tools is preferred.
• Ability to reconcile data, identify trends, question assumptions, and explain findings clearly to commercial leaders and other stakeholders.
• Understanding of sales pipelines, forecasting, revenue drivers, customer retention, and financial performance measures.
• Strong organization, communication, presentation preparation, and follow-up skills; ability to manage priorities and influence without direct authority.
• Bachelor's degree in business, analytics, or a related field

Direct Reports

• N/A

Must be able to pass a pre-employment drug screening

Benefits

We understand that your role at DCLI is only part of who you are. Our comprehensive compensation and benefits package provide resources for you to be your best self, grow professionally and personally, and reach your full potential.

• Excellent health, dental, and vision insurance options for you and your family
• Ample PTO and paid holidays
• 401k with company match
• Flexibility to support a healthy work-life balance
• Wellness resources
• Company-sponsored parties, outings, and other perks

Development Opportunities

At DCLI, you’ll find that everyone – from your coworkers and managers to the senior leadership team – wants to see you succeed and there are opportunities available for you to develop in your current role and prepare to take that next step in your career:

• Tuition reimbursement
• Internal training and educational resources
• Quarterly and annual awards for outstanding performance
• Pathways to promotions and access to advice, feedback, and mentorship
• Participation in professional organizations
• Internships