Senior Manager, Revenue Operation Analytics (Sales)

Job Summary:

The Senior Manager, Sales Operations & Analytics will partner closely with the SVP of Client Development Sales Revenue & Operations and the Head of Direct Client Development to optimize Mercer Advisors’ revenue engine through rigorous sales analytics, pipeline visibility, and performance insights. This role is responsible for developing data-driven strategies that improve pipeline conversion, segmentation, forecasting accuracy, and sales productivity across the direct-to-consumer business.

This leader will strengthen Mercer Advisors’ ability to evaluate sales effectiveness, understand funnel health, and identify levers that improve win rates and revenue performance. The ideal candidate has deep expertise in sales analytics, revenue operations, and cross-functional partnership within growth-oriented organizations.

Essential Job Functions for this role include:

Pipeline Performance & Funnel Analytics

• Own end-to-end sales funnel analytics—from lead engagement through opportunity creation, pipeline movement, and closed-won outcomes.
• Monitor stage-by-stage conversion, velocity, leakage, and capacity utilization to surface trends and diagnose performance gaps.
• Develop segmentation frameworks (persona, channel, deal size, advisor, territory) to guide investment and prioritization.
• Build win/loss analytics and incorporate qualitative insights to identify drivers of sales success and barriers to closing.

Sales Optimization & Strategic Insights

• Identify opportunities to improve sales productivity, including advisor capacity, outreach cadences, touchpoint effectiveness, and territory structures.
• Conduct deep-dive analyses on pipeline mix, revenue forecasting, lead routing efficiency, and deal quality.
• Build predictive and diagnostic models that improve forecast accuracy, identify at-risk pipeline segments, and enhance prioritization.
• Recommend optimization strategies based on data (e.g., improved scoring, better routing, targeted enablement, churn risk mitigation).

Reporting, Dashboards & Data Governance

• Own the design and evolution of reporting infrastructure and dashboards for sales leadership and executive teams.
• Ensure data integrity across CRM (Salesforce) and adjacent platforms (e.g., marketing automation, data warehouse).
• Define and govern KPIs, metrics definitions, and attribution models to maintain alignment across go-to-market teams.