IT Sr Business Systems Operations Analyst - Sales Pipeline & CRM

As an IT Business Systems Operations Analyst, you’ll get to serve as a strategic partner to our Sales organization. You’ll focus on understanding our end-to-end sales process, translating business needs into clear functional requirements, and drive process improvements. The ideal candidate will have worked closely with an organization’s sales process and understand the right questions to ask, complex business workflows, and communication of all requirements with clarity and precision. This is not a technical implementation role; rather, it is a business partnership role with a technology lens – so the selected candidate will be crucial to our Sales organization’s success!

• Partner closely with Sales leadership and frontline team members to develop a thorough understanding of current sales pipeline stages, workflows, handoffs, and pain points.
• Map end-to-end sales processes, from lead generation through close, documenting current-state and desired future-state workflows with clarity and detail.
• Perform analysis on sales data to understand the sales process and use this analysis to support or help manage changes in the sales organization.
• Identify gaps, redundancies, and friction points in existing processes and translate findings into actionable improvement opportunities.
• Facilitate working sessions and interviews with stakeholders to surface business requirements, validate assumptions, and build alignment across teams.
• Capture and document clear, well-structured functional requirements that reflect stakeholder needs and serve as the authoritative source for system or process changes.
• Develop business process documentation including process maps, workflow diagrams, use cases, and user stories that can be understood by both business and technical audiences.
• Maintain requirements backlog and ensure documentation is kept current as business needs evolve.
• Define acceptance criteria for new capabilities, ensuring requirements are testable and tied to measurable business outcomes.
• Serve as an embedded business partner to the Sales team, developing a deep understanding of pipeline health, conversion metrics, forecast accuracy, and deal management practices.
• Proactively identify opportunities to improve pipeline visibility, data quality, and reporting through process or tooling enhancements.
• Translate Sales team feedback and requests into structured requirements that can be prioritized and acted upon by IT or operations.
• Support the design and adoption of pipeline management standards, including stage definitions, field usage guidelines, and data entry expectations.
• Act as the business-side liaison for CRM-related initiatives, ensuring technology enhancements are grounded in real business needs and clearly specified before development or configuration begins.
• Evaluate CRM workflows, automation, and reporting capabilities against business requirements, recommending changes that improve usability and adoption.
• Coordinate user acceptance testing (UAT) for CRM updates, including defining test scenarios, coordinating testers, and tracking resolution of issues identified during testing.
• Experience with HubSpot is a plus. Experience with other Enterprise Sales Platform required.
• Communicate clearly and regularly with business stakeholders, IT teams, and leadership on project progress, decisions, dependencies, and risks.
• Prepare and deliver business-facing communications for process or system changes, including release notes, training materials, and standard operating procedures.
• Support change management efforts, helping teams understand and adopt new processes or tools with minimal disruption.
• Bring structure and clarity to ambiguous situations, helping stakeholders move from "we have a problem" to "here is what we need."

• 7+ years of experience in a Business Analyst, process improvement, or similar role with direct exposure to sales or revenue operations.
• Hands-on experience working with sales funnels, including a solid understanding of funnel stages, lead qualification, conversion metrics, pipeline velocity, and how deals progress from prospect to close.
• Demonstrated ability to identify funnel bottlenecks, document stage-level friction points, and translate those findings into actionable process or tooling requirements.
• Demonstrated ability to elicit, document, and validate business requirements through stakeholder interviews, workshops, and independent analysis.
• Strong skills in process mapping and workflow documentation (e.g., swim lane diagrams, flowcharts, etc.).
• Excellent written and verbal communication skills, with the ability to tailor messaging to business and technical audiences alike.
• High proficiency in Microsoft Office (Word, Excel, PowerPoint); comfortable working with data to identify trends and tell a story.
• Organized, detail-oriented, and capable of managing multiple concurrent workstreams in a fast-paced environment.
• Proactive problem-solver who takes ownership of outcomes and drives clarity rather than waiting for direction.
• Experience working with CRM platforms, HubSpot experience is preferred.
• Familiarity with Agile/Scrum methodologies and tools such as Azure DevOps is preferred.
• Experience with sales forecasting processes or revenue operations concepts beyond the funnel is preferred.
• Experience supporting or coordinating UAT and system testing efforts is preferred.

• Competitive Pay, Holiday Pay, and Daily Pay – Access to your earned wages before payday! 
• Referral Bonuses 
• Long-Term Career Advancement
• Paid Time Off 
• Medical, Dental, Vision, Basic Life, AD&D, and Short-Term & Long-Term Disability insurance for Eligible Full Time Employees 
• 401(k) Retirement Plan 
• Great Team Environment 

48forty Solutions is the largest pallet management services company in North America! We provide end-to-end pallet solutions, from supply to retrieval, on-site services, reverse logistics, and packaging materials. We are truly Pallet Management Made Simple, our workforce is the heart and soul of our business, and we’re looking for our next IT Business Systems Operations Analyst to join our team!

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential job functions. 

• The employee will be working at the corporate office and will be required to sit for long periods of time at a desk working on a laptop 
• The noise level in the work environment is usually moderate

48forty Solutions is an equal opportunity employer.