Marlabs
Website:
marlabs.com
Job details:
Job Title: Lead Analyst – Sales & Revenue Operations
Location
Bangalore
Role Summary
We are seeking a highly analytical and detail-oriented Lead Analyst – Sales & Revenue Operations to serve as the operational backbone of our Sales organization. This role will be responsible for ensuring the integrity and effectiveness of the CRM ecosystem, driving revenue forecasting and pipeline analytics, and supporting strategic partner operations.
The ideal candidate combines strong CRM administration and process management capabilities with analytical skills in sales and revenue operations. This individual will work closely with Sales Leadership, Sales Support, Sales Enablement, Finance, Delivery, and Partner Management teams to ensure accurate data, actionable insights, and operational excellence across the revenue lifecycle.
Key Responsibilities
1. CRM Governance & Operations (40%)
CRM Process Ownership
- Serve as the primary point of contact for CRM-related processes, policies, and operational queries.
- Develop a strong understanding of sales processes and workflows and ensure their effective execution within the CRM platform.
- Drive CRM adoption and best practices across sales teams.
Data Quality & Account Management
- Support sales teams in account creation and maintenance activities.
- Ensure data quality, completeness, and consistency across customer and prospect accounts.
- Manage assignment and alignment of portfolios, territories, and account ownership.
- Monitor and improve CRM data hygiene standards.
Opportunity Management
- Work with sales teams to maintain accurate opportunity information, including:
- Total Contract Value (TCV)
- Close dates
- Sales stages
- Opportunity classifications
- Perform regular reviews and clean-up of opportunities to ensure CRM reflects the latest business reality.
- Validate opportunity closure details and maintain consistency between pipeline and booked business.
Lead Management & CRM Integrations
- Manage lead conversion processes and association with existing or new prospect accounts.
- Serve as the functional point of contact during CRM integrations with internal and external business systems.
- Maintain monthly CRM snapshots and data extracts within a centralized repository for historical analysis and audit purposes.
2. Revenue Operations & Forecasting (50%)
Pipeline Governance & Analytics
- Support the CRO and Sales Leadership team in conducting weekly pipeline reviews.
- Analyze pipeline health, progression, conversion trends, and risk indicators.
- Generate insights and recommendations to improve pipeline quality and predictability.
Sales Forecasting
- Develop and maintain sales forecasting models using CRM pipeline data.
- Track forecast accuracy and continuously refine forecasting methodologies.
- Identify gaps, risks, and opportunities within the sales pipeline.
Revenue Forecasting
- Collaborate with Finance, Sales, and Delivery teams to develop revenue forecasts.
- Consolidate information from active projects, renewals, extensions, and new business opportunities.
- Provide visibility into future revenue streams and booking trends.
- Support executive reporting and business reviews with accurate forecasting insights.
Reporting & Business Intelligence
- Build and maintain recurring dashboards, reports, and operational scorecards.
- Present actionable insights to leadership stakeholders.
- Analyze revenue performance, booking trends, win rates, and sales effectiveness metrics.
3. Partner Operations Support (10%)
Partner Data & Portal Management
- Support the Partner Management function in maintaining strategic partner portals.
- Assist with the timely submission and tracking of:
- RFPs
- Case studies
- Accelerators
- Tools and solutions
- Certifications and partnership assets
- Help improve partner ecosystem visibility and support initiatives aimed at achieving higher partnership tiers and recognition status.
Required Qualifications
Education
- Bachelor's degree in Business, Finance, Engineering, Information Systems, Analytics, or a related discipline.
- MBA preferred but not mandatory.
Experience
- 5-8 years of experience in Sales Operations, Revenue Operations, CRM Operations, Business Operations, or related analytical roles.
- Hands-on experience with CRM platforms such as Salesforce, Microsoft Dynamics, HubSpot, or similar systems.
- Experience supporting sales forecasting and revenue planning processes.
- Experience working with cross-functional teams including Sales, Finance, Delivery, and Executive Leadership.
Required Skills
Functional Skills
- CRM administration and governance
- Pipeline management and forecasting
- Revenue operations and sales analytics
- Data quality management
- Opportunity lifecycle management
- Reporting and dashboard development
- Business process mapping and optimization
Analytical Skills
- Advanced Excel and data analysis capabilities
- Strong analytical and problem-solving skills
- Ability to identify trends, anomalies, and business risks
- Forecasting and performance measurement expertise
Stakeholder Management
- Ability to work effectively with senior sales leaders and cross-functional teams
- Strong communication and coordination skills
- High attention to detail and operational discipline
Success Metrics
The successful candidate will be measured on:
- CRM data quality and completeness
- Pipeline accuracy and opportunity hygiene
- Forecast accuracy (sales and revenue)
- Timeliness and quality of operational reporting
- CRM adoption and process compliance
- Reduction in pipeline and forecasting discrepancies
- Partner portal compliance and partnership asset management effectiveness
Ideal Candidate Profile
A proactive operations professional who enjoys working at the intersection of sales, analytics, systems, and process excellence. The individual should be comfortable managing CRM governance, interpreting sales data, supporting executive decision-making, and driving operational rigor across the revenue organization.
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