Sales Operations Analyst

About Impiricus

Impiricus is the first and only AI-powered HCP Engagement Engine, recognized by Deloitte as North America's #1 fastest-growing company in 2025. Founded by a physician and a senior pharmaceutical executive, Impiricus transforms how life sciences companies support physicians by ethically connecting HCPs to pharma resources, reducing go-to-market costs, and accelerating patient access to treatments. Leveraging the largest opted-in network of HCPs, Impiricus provides AI technology and real-time channels for life sciences companies to deliver clear, reliable, and evidence-based resources directly to HCPs, guided by a council of over 2000 trusted HCP advisors.

Job Summary

Impiricus is seeking an execution-oriented Sales Operations Analyst to be the operational backbone of its revenue team. Reporting to the Director of Sales Operations, this role involves managing CRM hygiene, reporting, and process execution. The ideal candidate is highly organized, data-driven, and curious about applying AI tools to enhance operational efficiency.

Responsibilities

CRM Administration & Data Integrity

• Manage daily HubSpot administration and maintain CRM hygiene for contacts, companies, deals, and pipeline stages.
• Conduct weekly duplicate audits and resolutions, aiming to define criteria and automate the process.
• Perform regular audits of deal and contact associations, lifecycle stages, and data consistency, proactively correcting gaps.
• Build and manage lists, workflows, and sequences to support sales and marketing campaigns.

Deal Desk

• Support the deal review process by ensuring all required fields, approvals, and documentation are complete.
• 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 for consistency and compliance.
• Track deal desk request volume, turnaround time, and outcomes to identify and address bottlenecks.

Reporting & Analytics

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

Gong & Call Intelligence

• Manage call tracking, tagging, and organization in Gong for the sales team.
• Utilize Gong Agent Studio to build and maintain automated scorecards and alerts for deal risks, expansion opportunities, and 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.

AI Optimization & Workflow Automation

• Identify and implement AI tools and automations to reduce manual effort in the sales workflow.
• Use AI for call summarization, outreach drafting, and client insight extraction.
• Stay current on emerging tools and proactively recommend adoption opportunities.

Lifecycle Management, Lead Status & Attribution

• Partner with the Director of Sales Operations to design and implement lifecycle stage and lead status frameworks in HubSpot.
• Support the build-out of attribution models to accurately capture and credit marketing and sales touchpoints across the buyer journey.
• Collaborate with marketing to define lead source standards, UTM structure, and MQL-to-SQL handoff criteria.
• Manage and maintain ongoing accuracy of established frameworks, auditing for mismatches and stale statuses.
• Surface attribution insights to inform pipeline strategy and resource allocation.

Requirements

• 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 (e.g., HubSpot, Clay) 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 (e.g., Claude, ChatGPT) applied to business workflows.
• Strong Excel/Google Sheets skills and comfort with large datasets.
• Highly organized, detail-oriented, and able to manage competing priorities.

Preferred Qualifications

• 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.

Compensation & Benefits

The base salary range for this role is $75,000 - $85,000. The final salary will depend on skills, experience, and location.

Benefits include:

• Medical, dental, and vision coverage with a healthcare concierge.
• HSA, FSA, and DCFSA with employer contributions to HSA.
• 100% paid short- and long-term disability, life, and AD&D insurance.
• Flexible time off policy.
• Paid parental leave.
• Remote work options and in-office collaboration encouraged.
• Home office setup stipend.
• 401(k) with company match.

Impiricus is an equal opportunity employer.

Important Notice: All official communication will come from an @impiricus.com email address. Impiricus does not engage third-party recruiters for interviews. Please report any suspicious outreach to [email protected].