Sales Operations Analyst

Job Title: Sales Operations Analyst

Location: Remote, USA | Atlanta, GA | NYC, NY 

Job type: Full Time, Exempt

Impiricus is the first and only AI-powered HCP Engagement Engine. In 2025, Deloitte named Impiricus the #1 fastest growing company in North America for their prestigious Fast 500 list. Founded by a practicing physician and a senior pharmaceutical executive, Impiricus was created to transform how life sciences companies support physicians. We ethically connect HCPs to pharma resources, reduce go-to-market costs and accelerate patient access to the treatments they need.

With our unique access to the largest opted-in network of HCPs, their insights, and clinical expertise, we are the leading provider of AI technology and real-time channels that life science companies need to deliver clear, reliable, and evidence-based resources directly into the hands of HCPs. Guided by a council of 2000+ trusted HCP advisors, we ensure every interaction is clinically meaningful, ethically grounded and leads to better patient care.

We’re looking for an execution-oriented Sales Operations Analyst to serve as the operational backbone of our revenue team. Reporting to the Director of Sales Operations, you’ll manage CRM hygiene, reporting, and process execution — freeing up leadership to focus on strategy. The ideal candidate is highly organized, data-driven, and genuinely curious about applying AI tools to make operations smarter and faster.

• Manage day-to-day HubSpot administration and maintain foundational CRM hygiene across contacts, companies, deals, and pipeline stages.
• Conduct weekly duplicate audits and resolution, with a goal of defining criteria and eventually automating the process.
• Perform regular audits of deal and contact associations, lifecycle stages, and data consistency — correcting gaps proactively.
• Build and manage lists, workflows, and sequences to support sales and marketing campaigns.

• Support the deal review process by ensuring all required fields, approvals, and documentation are complete before deals progresses.
• Partner with sales reps and leadership to manage deal exceptions, discounting approvals, and non-standard deal requests.
• Maintain and enforce deal desk policies, pricing guidelines, and approval workflows to ensure consistency and compliance across the revenue team.
• Track deal desk request volume, turnaround time, and outcomes to identify bottlenecks and continuously improve the deal review process.

• Maintain and update a lead dashboard tracking pipeline activity, source attribution, and deal progression.
• Build and manage KPI reporting across core metrics: win rate, average deal size, sales cycle length, and pipeline coverage.
• Prepare and support business reviews with accurate, up-to-date performance data and pipeline summaries.
• Surface trends, anomalies, and actionable insights from pipeline and performance data.

• Manage call tracking, tagging, and organization in Gong across the full sales team.
• Leverage Gong Agent Studio to build and maintain automated scorecards and alerts that flag deal risks, identify expansion opportunities, and surface positive buying signals.
• Monitor calls for objection patterns, competitive mentions, and sentiment shifts — synthesizing findings into regular reports for sales leadership.
• Partner with the Director of Sales Operations to translate Gong insights into coaching opportunities and process improvements.

• Identify and implement AI tools and automations that reduce manual lift across the sales workflow.
• Use AI to assist with call summarization, outreach drafting, and client insight extraction.
• Stay current on emerging tools and proactively recommend adoption opportunities.

• Partner with the Director of Sales Operations to design and implement lifecycle stage and lead status frameworks in HubSpot from the ground up.
• Support the build-out of attribution models to ensure marketing and sales touchpoints are accurately captured and credited across the buyer journey.
• Collaborate with marketing to define lead source standards, UTM structure, and MQL-to-SQL handoff criteria.
• Once frameworks are established, manage and maintain ongoing accuracy — auditing for mismatches, stale statuses, and records that fall out of sync with actual deal activity.
• Surface attribution insights to inform pipeline strategy and resource allocation.

• 1–3 years in sales operations, revenue operations, or a related role.
• Hands-on HubSpot experience (or comparable CRM), including lifecycle stages, lead status management, and attribution tracking.
• Working knowledge of automation and workflow tools, whether in HubSpot, Clay, or similar platforms, and the ability to build, troubleshoot, and optimize them.
• Experience with Gong or a comparable call intelligence platform, including familiarity with scorecards, alerts, and conversation analytics.
• Ability to build and maintain sales dashboards and KPI reports.
• Working knowledge of AI tools (Claude, ChatGPT, or similar) applied to real business workflows — not just casual use.
• Strong Excel/Google Sheets skills and comfort with large datasets.
• Highly organized, detail-oriented, and able to manage competing priorities.

Preferred

• Background in pharma, healthtech, or HCP marketing.
• Experience with Gong Agent Studio or similar automation features within call intelligence platforms.
• Familiarity with Clay or similar data enrichment tools.
• Experience with Asana or similar project management platforms.

The base salary range for this role is $75,000- $85,000

Where you land within the range will reflect your skills, experience, and location, while keeping team parity in mind and leaving room for future growth.

Important Notice

To protect candidates, please note that all communication from our team will come directly from an @impiricus.com email address. We do not engage third party recruiters to schedule interviews for this role. If you receive outreach from anyone outside of our domain claiming to represent Impiricus, please disregard and let us know by forwarding the message to [email protected].

Benefits:

Impiricus focuses on taking care of our teammates’ professional and personal growth and well-being.

 Healthcare: Medical, dental, and vision coverage for you and your dependents + on-demand healthcare concierge
 HSA, FSA & DCFSA: Pre-tax savings options for healthcare and dependent care, with monthly employer contributions to HSA (if enrolled in a high-deductible plan)
 Coverage & Protection: 100% paid short- and long-term disability, plus life and AD&D insurance
 Flexible Time Off: Take the time you need with a flexible vacation policy — recharge your batteries your way
Parental Leave: Paid parental leave to spend time with your newborn, adopted, or foster child (available after 6 months)
 Your Work, Your Way: If you’re close to an office, we encourage spending some time in-person to collaborate and connect. If not, remote is always an option.
 Home Office Setup: We’ll ship you the gear you need to create a comfortable workspace at home.
 401(k): Save for your future with tax advantages (and company match!)

Impiricus provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.