Sales Strategy & Analytics Analyst in Houston, Texas at Opus Capital Markets Consultants LLC

Position Purpose
The Sales Strategy & Analytics Analyst supports Opus CMC’s sales and client leadership by transforming sales, pipeline, client, and market data into actionable business insights.
Reporting directly to the Chief Client Officer, this role serves as an analytical and strategic resource to the sales organization, helping leadership understand sales performance, identify opportunities, evaluate pipeline activity, improve forecasting, and make informed decisions regarding client development and revenue growth.
The position works closely with Business Development, Client Relations, Operations, Finance, and executive leadership to ensure sales information is accurate, meaningful, and aligned with Opus CMC’s overall growth strategy.
This is not primarily an administrative reporting position. The Analyst is expected to evaluate information, identify trends and risks, investigate variances, develop recommendations, and provide independent analysis that supports business decisions.
Key Responsibilities
Sales Performance & Analytics
• Analyze sales activity, pipeline performance, revenue trends, client activity, and business development results across Opus CMC service lines.
• Develop recurring sales performance reports and executive-level dashboards for the Chief Client Officer and leadership team.
• Evaluate performance against sales goals, revenue targets, pipeline expectations, and strategic priorities.
• Identify trends, gaps, risks, and emerging opportunities within the sales pipeline.
• Analyze conversion rates, sales cycles, opportunity aging, win/loss activity, and other key performance indicators.
• Conduct variance analysis to identify where actual sales performance differs from forecast or expectations.
• Provide interpretation and recommendations rather than simply reporting data.
Pipeline Management & Forecasting
• Support the Chief Client Officer in maintaining visibility into the overall sales pipeline.
• Analyze opportunities by service line, client, stage, probability, expected revenue, anticipated close date, and assigned sales executive.
• Develop and maintain sales forecasting models to assist leadership with revenue and resource planning.
• Identify stalled, aging, high-risk, and high-potential opportunities requiring additional attention.
• Work with sales leaders to evaluate the strength and accuracy of pipeline forecasts.
• Prepare pipeline analyses for executive and sales leadership meetings.
Client & Market Intelligence
• Analyze existing client activity to identify opportunities for expanded relationships and cross-selling across Opus CMC's service offerings.
• Evaluate historical client revenue, utilization, engagement, and service-line activity.
• Identify clients with declining activity, increased activity, or potential additional business needs.
• Research market trends, industry activity, competitors, and potential business opportunities relevant to Opus CMC.
• Develop client and prospect profiles to assist sales executives with preparation for business development meetings.
• Support segmentation of clients and prospects based on strategic value, revenue opportunity, relationship status, and business potential.
Sales Strategy Support
• Provide analytical support to the Chief Client Officer in evaluating sales strategies, priorities, and business development initiatives.
• Develop business cases and supporting analysis for new sales opportunities or strategic initiatives.
• Assist leadership in determining where sales resources should be focused based on opportunity, performance, and market data.
• Identify patterns and trends that may affect future sales performance.
• Present findings and recommendations to the Chief Client Officer and other leadership stakeholders.
• Support annual and periodic sales planning activities.
CRM & Data Integrity
• Support the effective use of the Company's CRM and other sales tracking systems.
• Monitor the quality and completeness of sales pipeline and client data.
• Partner with sales executives to resolve inconsistencies or missing information.
• Establish reporting standards and definitions to help ensure consistent sales metrics across the organization.
• Recommend enhancements to sales reporting, CRM workflows, dashboards, and data collection processes.
• Develop tools that allow leadership to more effectively monitor sales activity and performance.
Sales Meeting & Executive Support
• Prepare dashboards, pipeline reports, trend analyses, and executive summaries for sales meetings.
• Provide the Chief Client Officer with concise analysis of significant changes in pipeline activity or sales performance.
• Participate in sales strategy, forecasting, and client review meetings as appropriate.
• Track key decisions, priorities, sales initiatives, and performance trends arising from leadership discussions.
• Conduct follow-up analysis when leadership identifies potential issues or opportunities.
Cross-Functional Collaboration
• Partner with Finance to reconcile sales forecasts, revenue expectations, and actual financial performance.
• Work with Operations leadership to understand capacity, delivery considerations, and potential resource requirements associated with new business.
• Collaborate with Product Development and other business leaders regarding client demand and emerging market opportunities.
• Coordinate with Marketing and Business Development on lead-generation effectiveness and campaign results where applicable.
• Assist leadership in connecting sales pipeline information with broader organizational planning.
Key Performance Indicators
Success in this role may be measured through:
• Accuracy and reliability of sales forecasts
• Pipeline visibility and reporting accuracy
• Timeliness and quality of executive sales reporting
• Identification of pipeline risks and opportunities
• CRM data quality and completeness
• Quality and usefulness of analytical recommendations
• Sales conversion and pipeline trend analysis
• Client expansion and cross-selling opportunities identified
• Responsiveness to Chief Client Officer and sales leadership needs
• Effectiveness of sales dashboards and analytical tools
Qualifications
Required
• Bachelor's degree in Business, Finance, Economics, Analytics, Marketing, or a related field, or equivalent relevant professional experience.
• Experience in sales analytics, business analytics, sales operations, financial analysis, business intelligence, or a similar analytical role.
• Strong analytical and problem-solving capabilities.
• Advanced proficiency with Microsoft Excel.
• Experience working with CRM, sales pipeline, reporting, or business intelligence systems.
• Strong ability to organize and analyze large amounts of business information.
• Ability to identify trends and translate data into meaningful business recommendations.
• Strong written and verbal communication skills.
• Ability to prepare executive-level reports and presentations.
• Ability to exercise sound judgment and work independently with limited supervision.
• Strong attention to accuracy and detail while maintaining an understanding of broader business objectives.
Preferred
• Experience within mortgage banking, capital markets, financial services, due diligence, servicing, or related industries.
• Experience developing sales forecasts, dashboards, and pipeline models.
• Experience with Microsoft Power BI or similar visualization and reporting tools.
• Familiarity with mortgage industry terminology and the mortgage lifecycle.
• Experience supporting senior executives or enterprise sales organizations.
Core Competencies
• Analytical Thinking
• Business Acumen
• Strategic Thinking
• Financial Awareness
• Data Interpretation
• Independent Judgment
• Problem Solving
• Executive Communication
• Client Awareness
• Sales Operations
• Attention to Detail
• Collaboration
• Initiative and Accountability
Decision-Making & Independent Judgment
The Sales Strategy & Analytics Analyst is expected to independently evaluate business and sales information, determine appropriate analytical approaches, identify material trends and risks,