HOW YOU’LL MAKE AN IMPACT
As the Sales Operations Analyst, you'll have the opportunity to make a meaningful impact by supporting the commercial operations of USGBC and GBCI. In this role, you'll transform commercial data and business needs into reliable analysis, actionable insights, and effective Salesforce workflows that support sales efficiency and effectiveness.
You'll support Market Leads, Account Management teams, and leadership with pipeline, forecasting, account coverage, customer retention, expansion, and partner performance reporting. You'll also perform business analysis to define Salesforce requirements, test workflows, and support the adoption of approved commercial processes.
You will support global sales operations across all regions by helping establish consistent reporting practices, improving data quality, and providing accurate commercial insights that enable informed decision-making across markets.
You'll report to the director of sales operations and work closely with regional directors, market leads, account management, client solutions, sales enablement, technology, and finance to support sales success across all global regions and markets.
As an individual contributor within the global sales operations team, you will help standardize commercial data, reporting, and business processes while supporting regional teams with their operational and analytical needs.
Key Responsibilities
- Global commercial reporting and analytics: build and maintain approved reports and dashboards covering sales pipeline, conversion rates, opportunity stage aging, win/loss trends, account coverage, customer retention, expansion, and channel partner contributions. Coordinate with marketing and communications on campaign performance, lead routing, and return-on-investment reporting. Analyze material trends, identify data limitations, and recommend follow-up actions. Support consistent global reporting standards while providing regional and consolidated performance insights to commercial leadership.
- Sales forecasting and commercial planning: prepare forecasting inputs, assumptions, scenarios, and variance analyses to support commercial planning and decision-making. Identify incomplete information, inconsistent opportunity values, and reporting discrepancies. Support territory planning, account coverage, quota and KPI distribution, and workload analysis while maintaining traceability and preserving opportunity owners' accountability for their forecasts. Help consolidate and analyze forecast data across global regions to improve reporting consistency, visibility, and accuracy.
- Data quality, governance, and commercial attribution: monitor and improve data accuracy across salesforce accounts, contacts, opportunities, account hierarchies, required fields, customer and partner relationships, and commercial records. Identify duplicate or incomplete records, coordinate corrections with record owners, and reconcile approved commercial measures with finance to prevent duplicate attribution. Support the implementation and consistent application of global data quality standards, reporting definitions, and commercial attribution practices.
- Salesforce business analysis and requirements documentation: gather and document business requirements, current and proposed workflows, user needs, field definitions, reporting logic, process handoffs, and acceptance criteria. Maintain a prioritized salesforce business-improvement backlog in partnership with the director of sales operations and technology. Collaborate with global stakeholders to identify regional business requirements and support scalable system improvements that align with approved global commercial processes.
- System testing and change implementation: prepare and execute user acceptance testing (UAT), coordinate business testers, document defects, track testing results, and validate whether approved business requirements have been met. Support change readiness and coordinate with authorized technology teams for technical remediation and production deployment. Support cross-regional user testing and implementation readiness to ensure system changes are effective for global commercial teams.
- Salesforce adoption and user support: develop process documentation, job aids, and user guidance to support the effective use of salesforce and approved commercial workflows. Provide targeted system demonstrations, troubleshoot business-process questions, and collaborate with sales enablement on training and reinforcement. Escalate access, security, integration, and technical issues to the appropriate technology teams. Support consistent CRM adoption and user understanding across regions, including teams operating in different time zones.
- Commercial process improvement and standardization: maintain reporting schedules, metric definitions, process documentation, and audit trails. Identify opportunities to improve reporting efficiency, reduce manual work, and strengthen commercial processes through practical automation and process improvements. Protect confidential customer and partner information and operate within approved system permissions. Help develop and maintain standardized global reporting procedures, workflows, and documentation that support consistent commercial operations.
- Cross-functional collaboration and regional support: partner with regional directors, market leads, account managers, finance, technology, marketing, product, client solutions, and sales enablement to resolve reporting issues, clarify commercial workflows, and support operational improvements. Act as a central analytical and business-process resource for global commercial teams, supporting consistent data interpretation, knowledge sharing, and coordination across regions.
- Analytical ownership and quality assurance: independently manage assigned reports, dashboards, data quality checks, business requirements, and testing activities. Select appropriate analytical methods, document findings and limitations, and recommend corrective actions within approved reporting definitions and system permissions. Ensure analytical outputs are accurate, consistent, well-documented, and appropriate for global commercial reporting.
- Issue resolution, recommendations, and escalation: recommend improvements to commercial metrics, salesforce workflows, reporting processes, and system release readiness based on evidence. Escalate unresolved data disputes, system defects, sensitive information concerns, and competing workload priorities. Preserve established decision-making authority, with business owners approving material requirements and authorized technology owners approving system releases. Provide timely analysis and recommendations to support global sales operations leadership in addressing operational challenges and improving performance.
Assessment Notice
- Candidates who advance in the interview process will be required to complete an assessment, more details will be provided as the time approaches.
REQUIRED QUALIFICATIONS
Experience
- A minimum of three years of experience in sales operations, revenue operations, commercial analytics, or business analysis supporting customer-facing teams, including at least two years of hands-on experience with salesforce reporting and commercial workflows.
- Demonstrated experience developing reports and dashboards, improving data quality, conducting user acceptance testing, and supporting business-process adoption.
- Experience independently producing sales or business performance analysis and communicating findings to nontechnical stakeholders.
- Working experience with Salesforce reporting and commercial workflows, including accounts, contacts, leads, opportunities, required fields, and process handoffs.
- Experience gathering and documenting business requirements, mapping processes, defining acceptance criteria, conducting user acceptance testing, and tracking defects or issues.
- Experience supporting sales operations, commercial reporting, or business analysis for teams operating across multiple regions or business units.
- Demonstrated ability to analyze and consolidate data from multiple sources to support accurate performance reporting and business decisions.
- Experience supporting commercial reporting or sales operations in a global or multinational organization.
- Familiarity with SQL or other data querying methods used for business reporting and analysis.
- Experience developing reporting dashboards, improving CRM data quality, or supporting process automation initiatives.
Education
- Bachelor's degree in business administration, finance, economics, business analytics, information systems, statistics, or a related field required.
- Advanced degree in business analytics, information systems, business administration, or a related discipline preferred.
Technology/System(s)
- Proficiency with Salesforce CRM, including reporting, dashboards, account and contact management, lead and opportunity workflows, and data quality monitoring.
- Advanced proficiency with Microsoft Excel, including pivot tables, Lookup functions, data validation, data reconciliation, and reporting analysis.
- Experience with Microsoft Power BI, Tableau, or comparable business intelligence and data visualization tools.
- Proficiency with Microsoft 365 applications, including word, PowerPoint, Outlook, teams, and SharePoint, or comparable business productivity and collaboration platforms.
- Experience with business requirements documentation, workflow mapping, user acceptance testing, and issue-tracking tools.
- Familiarity with data preparation, reporting automation, and structured data analysis to support commercial operations.
Skills
- Strong spreadsheet analysis, data preparation, reconciliation, reporting, and quality-control skills, with the ability to document metric definitions and investigate inconsistencies.
- Strong analytical and problem-solving skills, with the ability to independently assess data, identify trends, and communicate actionable findings.
- Clear written and verbal communication skills, including the ability to explain technical or analytical information to nontechnical stakeholders.
- Strong attention to detail, discretion when handling confidential commercial data, and sound judgment when prioritizing competing requests.
- Ability to work effectively across business and technical teams, support user adoption, and communicate analytical limitations without overstating certainty.
- Strong organizational and time-management skills, with the ability to manage multiple reporting requests, system improvements, and deadlines across global regions.
- Ability to collaborate effectively with stakeholders across different cultures, geographic regions, and time zones.
- Ability to balance standardized global reporting requirements with regional business needs while maintaining data accuracy and consistency.
- Commitment to the missions of USGBC and GBCI and an interest in advancing sustainability in the built environment.
Credentials/Certifications
- Salesforce Certified Administrator, salesforce business analyst, or comparable CRM or business analytics certification preferred.
- LEED Green Associate or LEED AP credential preferred.
ABOUT OUR TOTAL REWARDS PACKAGE
Salary
Final compensation and benefits will be confirmed at the time of offer and may vary based on factors such as internal equity, relevant experience, qualifications, and employment status. Please note that salary negotiations will not extend beyond the top of the internal salary range.
Benefits
We offer you:
- Competitive compensation
- 401(k) with employer matching
- Professional development reimbursement
- We offer a healthcare plan through Cigna that includes medical, dental, vision, and prescription drugs. USGBC covers 100% of the premiums and an HRA that will assist you and your dependents in reaching the in-network medical deductible. You will only be responsible for the $300 individual / $600 family up front deductible for medical services before the employer funded HRA will process payments for your in-network claims
- Generous paid time off (12 paid holidays, 9 paid personal sick days and based on career level either 2 to 3 weeks PTO), including operations closed for a full week between Christmas and New Year’s
- 6 weeks paid renewal leave after 7 years of continuous service
LOGISTICS
Location: This position is remote in U.S.
Work Schedule: Monday to Friday, 9:00 AM to 5:30 PM in candidate’s time zone. Flexibility to coordinate meetings and collaborate with teams across international time zones may be required.
Travel: Travel, including potential international travel for regional meetings, commercial operations initiatives, and organizational events such as Greenbuild, as business needs require.
EEO STATEMENT
The U.S. Green Building Council is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, national origin, age, sexual orientation, gender identity or expression, disability status, protected veteran status, or any other characteristic protected by law.
ABOUT US
U.S. Green Building Council (USGBC) is a mission-driven nonprofit dedicated to accelerating and scaling the transformation of the built environment. Through LEED—the world’s most widely used green building rating system— and initiatives likes Greenbuild, the Center for Green Schools and advocacy, USGBC empowers professionals to drive market transformation that advances human and environmental health, climate resilience, and equity.
Green Business Certification Inc. (GBCI) is the world’s leading sustainability and health certification and credentialing body, independently recognizing excellence in performance. GBCI administers project certifications and professional credentials and certificates including LEED, PERFORM, SITES, and TRUE Zero Waste.
We are proud to be globally recognized for our leadership in green building, environmental performance, and sustainable development.
Our Global Impact
- Over 120,000 LEED-certified commercial projects worldwide
- Millions of square feet of certified healthy, efficient, low-carbon space
- Recognition in 180+ countries for innovation in green building and business practices
Why Join Us?
At USGBC and GBCI, you’ll work alongside passionate, mission-aligned professionals who care deeply about people, the planet, and progress. We offer:
- A purpose-driven, inclusive culture
- Opportunities to grow your career and take ownership of meaningful work
- A chance to make a measurable impact on global sustainability efforts
- We’re seeking team members who thrive in collaborative environments, are committed to excellence, and want to build lasting partnerships that drive change in the built environment.
Meet Our Leaders and Learn More about our Mission:
- U.S. Green Building Council Leaders
- Green Business Certification Inc Leaders
Culture and Values Statement
Working together, each of us advances our mission by respecting all voices, trusting and supporting one another, excelling through collaboration and accountability, and continuously improving ourselves and our organization.
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