Business Specialist

Job Summary

Minimum 8+ years of experience as product manager / Business Analyst    
Experience in Lead Management, Opportunity Management, Sales Management, Sales Cloud

Seeking a data-drive and process oriented Senior Business Analyst to design, optimize and scale end to end Sales Pipeline ecosystem

Bridge the gap between business strategy and technical ecosystem, specifically focussing on how prospects enter Lead Management and progress through sales cycle (Opportunity Management)

The candidate must be able to navigate organizational dynamics and work with multi-geo stakeholders 
Responsible for driving the program overall working with the Client stakeholders and the project delivery team 
Provide timely visibility to client stakeholders on the program status, risk mitigation and issue resolution 

Key Responsibilities

1. Lead Lifecycle Optimization
Map, analyze, and optimize the end-to-end lead lifecycle, including lead capture, routing, scoring, and assignment rules.
Partner with Marketing Ops to ensure seamless handoffs from Marketing Qualified Lead (MQL) to Sales Accepted Lead (SAL).
Define and track key top-of-funnel metrics, such as lead-to-opportunity conversion rates, velocity, and leakage points.
2. Opportunity & Pipeline Architecture
Standardize and refine CRM opportunity stages, exit criteria, and forecasting methodologies to match the evolving sales motion.
Implement frameworks for tracking competitive intelligence, win/loss reasons, and deal age within the opportunity pipeline.
Collaborate with sales enablement to ensure system workflows align with physical sales methodologies (e.g., MEDDPICC, BANT, or Challenger Sales).
3. Requirements Gathering & Technical Translation
Facilitate discovery sessions with cross-functional stakeholders to extract business pain points and translate them into technical user stories, BRDs (Business Requirements Documents), and process flowcharts.
Own the functional design of CRM enhancements (e.g., automated follow-up alerts, dynamic stage progression, or validation rules).
4. Data Governance & Analytics
Act as the gatekeeper of pipeline data integrity, establishing duplicate management rules and data hygiene standards.
Build and maintain advanced executive dashboards tracking pipeline health, sales velocity, and quarterly forecasting accuracy.

Skill Requirements

Required Skills & Qualifications
Experience: 8+ years of Business Analyst experience, Sales Performance, Lead-to-Cash, or Revenue Operations (RevOps) workflows.
CRM Expertise: Advanced hands-on experience with major CRM platforms (Salesforce, Microsoft Dynamics 365, or HubSpot). Salesforce certifications (Admin, Sales Cloud Consultant) are highly preferred.
Process Mapping: Mastery of process modeling tools like Lucidchart, Visio, or Miro to build highly technical current-state and future-state flow diagrams.
Methodologies: Strong understanding of Agile/Scrum environments; experience writing detailed JIRA user stories and acceptance criteria.

Other Requirements

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