Salesforce Data Analyst- Operations

Overview

The Data Analyst – Growth Operations & Salesforce Administration supports enterprise growth and business development efforts by delivering high-quality, execution-focused analytics across the full defense contracting capture lifecycle—from early opportunity identification through award. This role serves as the execution authority for growth analytics, leveraging Salesforce as the system of record and Power BI for advanced visualization and analysis. The analyst translates defined growth frameworks into actionable dashboards, forecasts, and analytical products that improve pipeline visibility, forecast accuracy, capture effectiveness, and leadership decision-making.

• Serve as the primary analytics execution partner to the Director of Growth Analytics, implementing growth and capture analytics frameworks through Salesforce and Power BI.
• Own the design, development, maintenance, and continuous improvement of analytics outputs supporting:
  Growth reviews, Pipeline calls, Capture gate reviews.
• Develop executive-ready dashboards, briefing materials, and analytical narratives that clearly communicate trends, risks, and opportunities.
• Proactively identify trends, risks, and opportunities across the capture lifecycle and translate findings into clear recommendations for Growth leadership.
• Analyze Salesforce opportunities and capture data across early identification, qualification, bid/no-bid, proposal, and award stages.
• Support bookings, revenue, and pipeline forecasting through probability-weighted analysis, pipeline coverage modeling, and scenario planning.
• Conduct win/loss, capture effectiveness, cycle-time, and probability accuracy analysis to inform future pursuit strategies.
• Monitor opportunity aging, slippage, and stage progression within Salesforce and provide actionable insights to Growth Operations and BD leadership.
• Design, develop, and maintain Salesforce reports and dashboards supporting capture management, pipeline health, and growth KPIs.
• Define and govern Salesforce capture data standards, required fields, stage definitions, and KPI calculations.
• Provide analytical and process support to Business Development and Capture teams to ensure accurate and timely entry and maintenance of opportunities in Salesforce.
• Serve as a resource to BD teams for guidance on capture phase progression, probability assignment, required artifacts, and data completeness.
• Monitor Salesforce data hygiene and compliance; identify gaps and recommend corrective actions.
• Develop and maintain Power BI dashboards that extend and complement Salesforce native reporting.
• Integrate Salesforce pipeline and capture data with financial and operational data to support enterprise growth reviews and strategic planning.
• Ensure consistency and alignment between Salesforce reports and Power BI dashboards, including metric definitions, calculations, and refresh logic.
• Ensure accuracy, consistency, and auditability of Salesforce data used for analytics and forecasting.
• Reconcile Salesforce data with financial and operational systems to ensure alignment and auditability.
• Maintain documentation for capture metrics, dashboards, reports, and analytical methodologies.
• Support analytics-related system enhancements and integrations as required.
• Support special projects including market analysis, customer segmentation, whitespace analysis, contract vehicle tracking, and portfolio performance reviews.
• Perform ad hoc analysis to support bid/no-bid reviews and leadership decision-making.
• Continuously identify opportunities to improve capture analytics, visualization, and reporting processes.
• Enable alignment between growth strategy, capture execution, and performance measurement through disciplined analytics and clear communication.
• Communicate complex analytical insights clearly to both technical and non-technical stakeholders.
• Perform other duties as required.

• Must have Knowledge in:
  Salesforce, Capture and growth analytics, Data governance and discipline, Executive communication, Strategic thinking, Cross-functional collaboration, Solid understanding of contracting capture workflows and business development processes, Strong…