• Build and maintain the company’s core prospect and contact database, ensuring it supports scalable outbound and inbound sales efforts. • Identify and pull large-scale prospect lists based on Ideal Customer Profiles (ICPs) defined by Marketing and Sales leadership. • Utilize internal and external tools (ZoomInfo, LinkedIn Sales Navigator) to enrich thousands of records with firmographic, technographic, lead scoring, and contact data. • Cleanse large datasets to remove duplicates and inaccuracies, segmenting lists by industry, spend potential, and engagement levels. • Develop process to re-score, rest, and re-distribute prospects defining operational rules and workflows to ensure the best leads reach the correct sales teams. • Work closely with the Marketing team to ensure leads generated are properly routed and enriched for Sales. • Partner with Sales Leaders to "pre-load" territories with high-intent data, ensuring Account Executives spend 100% of their time selling rather than sourcing. • Partner with Product and Data teams to improve automation where relevant. • Monitor the "convertibility" of research lists and adjust sourcing parameters based on real-time feedback from the sales floor. • Serve as a power user of Salesforce (SFDC), maintaining the health of the lead and account objects. • Assist in building automated workflows that move data from research tools into the CRM seamlessly. • Track and report on list performance, penetration rates, and the overall health of the outbound database.

• Build and maintain the company’s core prospect and contact database, ensuring it supports scalable outbound and inbound sales efforts. • Identify and pull large-scale prospect lists based on Ideal Customer Profiles (ICPs) defined by Marketing and Sales leadership. • Utilize internal and external tools (ZoomInfo, LinkedIn Sales Navigator) to enrich thousands of records with firmographic, technographic, lead scoring, and contact data. • Cleanse large datasets to remove duplicates and inaccuracies, segmenting lists by industry, spend potential, and engagement levels. • Develop process to re-score, rest, and re-distribute prospects defining operational rules and workflows to ensure the best leads reach the correct sales teams.

Role Description The Sales Operations Analyst plays a critical role in supporting the day-to-day operations of the Kestra sales organization. This individual works closely with the Sales Operations Manager to provide analytical support for territory planning and collaborates regularly with sales leadership to ensure alignment on strategic initiatives. The Analyst helps Kestra’s commercial leaders make data-driven decisions by surfacing actionable insights through reports and dynamic visualizations. This role also partners with the Chief Commercial Officer and other key stakeholders to build and forecast commercial business opportunities. Essential Duties - Support daily operational needs of the sales organization, including data management, reporting, and process optimization - Collaborate regularly with sales leadership to review performance metrics, identify trends, and recommend strategic actions - Assist the Sales Operations Manager with territory planning analysis and optimization - Manage weekly and monthly updates to forecast models that integrate multiple variable inputs - Configure and maintain Salesforce.com data, including creation and management of custom reports and dashboards - Monitor and ensure data accuracy across integrated systems and metrics - Own MTD, QTD, and YTD reporting and visibility of Kestra’s Key Performance Indicators (KPIs) specific to commercial operations - Assist with project management for selected initiatives across the sales and commercial teams - Push and pull data from Kestra systems to support reporting and analysis needs - Develop and maintain reporting tools to support business decision-making - Contribute to the development and execution of overall sales operations strategy and objectives - Partner with departmental stakeholders to understand business goals and deliver data-driven insights Qualifications - Bachelor’s degree (BS or BA), preferably in Business or a related field - Minimum of 3 years of professional experience in sales, sales operations, or a related analytical role - Demonstrated ability to deliver valuable and timely reporting to all levels of Sales Leadership - Experience working with cloud-based systems such as Salesforce.com, including report and dashboard creation - Strong written and verbal communication skills, with the ability to present complex data clearly - Advanced proficiency in Microsoft Excel, including pivot tables, VLOOKUP across datasets, and nested IF formulas - Proficiency in Microsoft PowerPoint, including the ability to create clear and impactful chart visuals Preferred - Excellent organizational, interpersonal, and communication skills - Strong project management skills - Analytical mindset - High attention to detail and data accuracy Requirements - None Work Environment - Indoor open office environment - Minimal noise volume typical to an office environment - Extended/overtime hours when needed Physical Demands - Frequent repetitive motions that may include wrists, hands, and/or fingers, such as keyboard and mouse usage - Frequent stationary position, often standing or sitting for prolonged periods of time - Frequent computer use - Frequent phone and other business machine use - Occasional lifting to 20 pounds Travel - Occasional travel, domestic and international, may be required, less than 10% Benefits - Medical - Dental - 401K with Match Company Description Kestra manufactures and provides life-saving products regulated by the Federal Food and Drug Administration and under contract with Medicare. Kestra maintains a drug-free workplace and testing is a condition of employment post-offer.

• Manage day-to-day HubSpot administration and maintain foundational CRM hygiene across contacts, companies, deals, and pipeline stages. • Conduct weekly duplicate audits and resolution, with a goal of defining criteria and eventually automating the process. • Perform regular audits of deal and contact associations, lifecycle stages, and data consistency — correcting gaps proactively. • Build and manage lists, workflows, and sequences to support sales and marketing campaigns. • Support the deal review process by ensuring all required fields, approvals, and documentation are complete before deals progresses. • Partner with sales reps and leadership to manage deal exceptions, discounting approvals, and non-standard deal requests. • Maintain and enforce deal desk policies, pricing guidelines, and approval workflows to ensure consistency and compliance across the revenue team. • Track deal desk request volume, turnaround time, and outcomes to identify bottlenecks and continuously improve the deal review process. • Maintain and update a lead dashboard tracking pipeline activity, source attribution, and deal progression. • Build and manage KPI reporting across core metrics: win rate, average deal size, sales cycle length, and pipeline coverage. • Prepare and support business reviews with accurate, up-to-date performance data and pipeline summaries. • Surface trends, anomalies, and actionable insights from pipeline and performance data. • Manage call tracking, tagging, and organization in Gong across the full sales team. • Leverage Gong Agent Studio to build and maintain automated scorecards and alerts that flag deal risks, identify expansion opportunities, and surface positive buying signals. • Monitor calls for objection patterns, competitive mentions, and sentiment shifts — synthesizing findings into regular reports for sales leadership. • Partner with the Director of Sales Operations to translate Gong insights into coaching opportunities and process improvements. • Identify and implement AI tools and automations that reduce manual lift across the sales workflow. • Use AI to assist with call summarization, outreach drafting, and client insight extraction. • Stay current on emerging tools and proactively recommend adoption opportunities. • Partner with the Director of Sales Operations to design and implement lifecycle stage and lead status frameworks in HubSpot from the ground up. • Support the build-out of attribution models to ensure marketing and sales touchpoints are accurately captured and credited across the buyer journey. • Collaborate with marketing to define lead source standards, UTM structure, and MQL-to-SQL handoff criteria. • Once frameworks are established, manage and maintain ongoing accuracy — auditing for mismatches, stale statuses, and records that fall out of sync with actual deal activity. • Surface attribution insights to inform pipeline strategy and resource allocation.