Job description

The Opportunity The Manager, Sales Operations Business & Pricing Analytics is responsible for leading the Sales Operations COE analytics and pricing analysis support across the organization. This role oversees a team of analysts responsible for transforming sales, client, market, financial, CRM, and pricing data into actionable insights that support growth, profitability, operational excellence, and strategic decision-making. This position ensures analytical standards, pricing governance practices, reporting frameworks, and scalable tools are in place and being followed, along with improving business visibility, forecast accuracy, pricing discipline, margin performance, and executive decision-making. The manager partners closely with Business Units such as Sales, Strategy and Growth, Finance, Marketing, Operations, Business Applications, and Ulteig Leadership to support enterprise priorities, strategic pursuits, client growth, pricing decisions, and sales performance improvement. This position reports to the Associate Director of Sales Operations. What You’ll Do Sales Operations Analytics Leadership • Lead the development and continuous improvement of Sales Operations analytics, reporting, and capabilities. • Establish and maintain the roadmap for enterprise sales, client, market, pricing, pipeline, backlog, revenue, and operational reporting. • Ensure reporting outputs are accurate, consistent, timely, scalable, and aligned with enterprise standards. • Translate complex data into clear, actionable insights for sales leaders, sector leaders, senior management, and executive audiences. • Guide the Sales Ops Business Analytics team in developing analytical frameworks that support strategic planning, performance management, forecasting, market analysis, pricing decisions, and operational improvement. • Build a centralized approach to analytics delivery that reduces duplication, improves consistency, and strengthens confidence in business reporting. Pricing Strategy, Governance, Analysis, and Rate Sheets • Lead the organization’s pricing analysis function, including oversight of pricing models, rate analysis, margin analysis, pricing tools, pricing governance, rate sheets, and pricing-related recommendations. • Establish scalable pricing frameworks that support profitable growth, competitive positioning, and consistent decision-making across sectors and services. • Guide the development and maintenance of pricing models used to evaluate project rates, labor rates, market competitiveness, client pricing, profitability, and margin performance. • Oversee analysis of rate sheets, pricing structures, discounting practices, cost assumptions, billing rates, utilization impacts, and margin outcomes. • Partner with Finance, Operations, Sales, and Leadership to evaluate pricing scenarios and provide recommendations that balance competitiveness, profitability, client value, and business risk. • Support pricing analysis for strategic pursuits, large opportunities, key client accounts, new service offerings, and market expansion opportunities. • Support pricing governance by defining processes, approval thresholds, documentation standards, decision criteria, and recurring pricing review cadences. • Monitor pricing performance trends and identify opportunities to improve margins, reduce pricing leakage, standardize rate applications, and strengthen commercial discipline. • Develop tools, dashboards, and reporting that provide visibility into pricing performance, rate realization, margin trends, client profitability, and pricing exceptions. This also includes developing a market price index for our services. • Serve as a subject matter expert for pricing analysis within Sales Operations, ensuring pricing recommendations are grounded in data, market context, financial impact, and enterprise strategy. Sales Performance Analysis Leadership • Monitor and analyze key sales performance metrics. • Lead the development of executive-level performance reviews, dashboards, and business insight summaries. • Identify risks, opportunities, emerging trends, and performance gaps impacting sales growth, profitability, and forecast accuracy. • Provide recommendations that help leadership prioritize actions, allocate resources, improve pursuit strategy, and strengthen sales outcomes. • Partner with leaders to connect sales performance, pricing performance, market intelligence, and operational data into a more complete view of business health. Forecasting, Planning & Scenario Modeling • Lead continuous improvement of enterprise sales forecasting methodologies, tools, and reporting. • Guide the development of forecasting models using historical trends, CRM pipeline data, backlog, market indicators, sector insights, pricing assumptions, and business intelligence. • Support annual planning, strategic planning, territory planning, quota analysis, sector growth plans, and revenue outlooks. • Support scenario planning and sensitivity analysis to evaluate business risks, growth opportunities, pricing changes, resource constraints, and market shifts. • Provide leadership with forecast insights, performance outlooks, risk assessments, and strategic recommendations. • Partner with Finance and Operations to improve alignment between sales forecasts, revenue forecasts, backlog visibility, pricing assumptions, and business planning. Data Governance, Reporting Governance & Quality Management • Collaborate with Business Applications, Finance & Operations, and other stakeholders to improve data architecture, data integration, data quality, reporting infrastructure, standards, and processes. • Collaborate with Business Applications, Finance & Operations and other stakeholders to maintain clear documentation for business definitions, pricing assumptions, report logic, data sources, metric calculations, and analytical methodologies. • Collaborate with Business Applications, Finance & Operations and other stakeholders to create quality control processes for recurring reports, dashboards, pricing models, rate analysis, and executive deliverables. • Ensure adoption of standardized reporting and governance practices across Sales Operations Analytics. Team Leadership & Development • Lead, coach, mentor, build team capabilities, and develop a high-performing team of analytics and pricing professionals. • Provide direct leadership to team members responsible for sales reporting, business analytics, forecasting support, dashboard development, pricing analysis, and operational insights. • Establish performance goals, development plans, role clarity, and career progression opportunities. • Prioritize team workload, project assignments, stakeholder requests, pricing initiatives, and resource allocation. • Create a culture of accountability, accuracy, curiosity, continuous improvement, and business impact. • Provide quality review and coaching on analytical outputs, pricing recommendations, dashboards, presentations, and executive summaries. Automation & Analytics Innovation • Identify opportunities to improve efficiency, reduce manual work, and increase scalability across reporting, pricing analysis, forecasting, and dashboard development. • Lead automation initiatives using Power BI, Excel, Power Query, CRM data, AI, and other data transformation tools. • Standardize recurring reports, pricing models, rate analysis templates, and executive dashboards. • Support implementation of AI-enabled analytics, advanced modeling, and self-service reporting capabilities where appropriate. • Evaluate and implement AI-enabled analytics capabilities. • Support predictive and prescriptive analytics initiatives. • Identify opportunities to leverage automation and machine learning techniques to improve forecasting accuracy and business insight generation. • Continuously improve Territory Sales Planning (TSP) and rate sheet processes to improve speed, accuracy, usability, and adoption. • Document processes, business rules, pricing methodologies, and reporting logic to support scalability and knowledge sharing. What We Expect from You • Bachelor’s degree in Business Analytics, Data Science, Finance, Economics, Information Systems, Business Administration, or a related field. • Preferred experience in the AEC industry. • Master’s degree in Business, Analytics, Data Science, Finance, or related discipline. • 8-12+ years of progressive experience in Sales Operations, Revenue Operations, Business Analytics, Pricing, Business Intelligence, Financial Analysis, Forecasting, or related disciplines. • 3-5+ years of experience leading analytics, reporting, pricing, finance, revenue operations, or business intelligence teams. • Experience supporting leadership, cross-functional stakeholders, and strategic business initiatives with advanced analytics and analysis. • Strong understanding of pricing strategy, rate analysis, margin analysis, pricing governance, and profitability modeling. • Ability to evaluate rate sheets, labor rates, billing rates, cost assumptions, pricing exceptions, and margin implications. • Demonstrates openness to innovation by embracing and applying evolving technology and AI tools to enhance workflows, solve problems, and drive continuous improvement. • Must have authorization to work permanently in the U.S. As you consider applying for a position at Ulteig, we encourage you to think outside the box – because we do! You might not meet 100% of the skills listed in a description, but we are committed to hiring people with exceptional talent, ability, and potential, and then creating an environment where they can become the best versions of themselves. We don’t want to miss out on the possibility of speaking with the next outstanding Ulteig team members, so please apply if you think this role is a great match for your unique skills and strengths. And, yes, relevant military experience is absolutely considered for transitioning service members. What You Can Expect from Ulteig Ulteig is a purpose-driven organization that has built a culture focused on people, both our clients and our employees, for over 80 years. Working at Ulteig is more than a job, opening opportunities to make an impact by creating and solving for a sustainable future. We recognize our success relies heavily on the dedication and focus of our workforce; this is why we make investing in our employees a top priority. We prioritize flexibility and staying connected to meet your needs and help you achieve your goals. We value your unique perspective, respect your individuality, and celebrate your contributions. At Ulteig, we take our success and the success of our clients personally. We offer our team members: • Flexible Workplace • Employee Ownership • Competitive Pay • Comprehensive Benefits Package • Collaborative Environment • Innovative Culture Our vision is to be the most trusted partners transforming our world’s critical infrastructure. Ulteig connects people and resources to develop compelling, integrated solutions across multiple Lifeline Sectors®, including Power, Renewables, Transportation and Water. Ulteig is a trusted partner in engineering North America’s essential infrastructure and leverages its expertise with a wide range of public and private clients. At Ulteig, we care deeply about our team, listening to their needs and ensuring they have the tools necessary to be productive, whether they choose to work remotely, hybrid, or in the office. Regardless of where you work, you are empowered to build a workday that best suits your strengths. We strive to ensure a balance and separation between home and work life. We support a flexible working schedule, so employees are able to focus on what's important to them. If you would like to be a part of a company that empowers their employees, apply today! Ulteig is a Drug-Free Workplace ACHIEVE | GROW | COLLABORATE Additional Opportunity Details: Target Base Compensation Range for this role is $111,200 - $150,400 * Factors that may be used to determine your actual salary include your job-specific skills, education, training, job location, number of years of experience related to this role and comparison to other employees already in this role. This position will be posted for a minimum of 3 days and will continue to be posted for an average of 60 days until a qualified applicant is selected or the position has been cancelled. Notice to Recruiters and Staffing Agencies: To protect the interests of all parties, Ulteig Engineers, Inc., will not accept unsolicited resumes from any source other than directly from a candidate or an approved vendor that has a written and signed agreement in place with Ulteig. Please do not contact or forward resumes to our company employees or locations. Any unsolicited resumes will be considered Ulteig property. Ulteig is not responsible for any charges or fees related to unsolicited resumes.

Requirements

Must-haves

This position reports to the Associate Director of Sales Operations.
What You’ll Do
Sales Operations Analytics Leadership
Lead the development and continuous improvement of Sales Operations analytics, reporting, and capabilities.
Establish and maintain the roadmap for enterprise sales, client, market, pricing, pipeline, backlog, revenue, and operational reporting.
Ensure reporting outputs are accurate, consistent, timely, scalable, and aligned with enterprise standards.
Translate complex data into clear, actionable insights for sales leaders, sector leaders, senior management, and executive audiences.
Guide the Sales Ops Business Analytics team in developing analytical frameworks that support strategic planning, performance management, forecasting, market analysis, pricing decisions, and operational improvement.
Build a centralized approach to analytics delivery that reduces duplication, improves consistency, and strengthens confidence in business reporting.
Pricing Strategy, Governance, Analysis, and Rate Sheets
Lead the organization’s pricing analysis function, including oversight of pricing models, rate analysis, margin analysis, pricing tools, pricing governance, rate sheets, and pricing-related recommendations.
Establish scalable pricing frameworks that support profitable growth, competitive positioning, and consistent decision-making across sectors and services.
Guide the development and maintenance of pricing models used to evaluate project rates, labor rates, market competitiveness, client pricing, profitability, and margin performance.
Oversee analysis of rate sheets, pricing structures, discounting practices, cost assumptions, billing rates, utilization impacts, and margin outcomes.
Partner with Finance, Operations, Sales, and Leadership to evaluate pricing scenarios and provide recommendations that balance competitiveness, profitability, client value, and business risk.
Support pricing analysis for strategic pursuits, large opportunities, key client accounts, new service offerings, and market expansion opportunities.
Support pricing governance by defining processes, approval thresholds, documentation standards, decision criteria, and recurring pricing review cadences.
Monitor pricing performance trends and identify opportunities to improve margins, reduce pricing leakage, standardize rate applications, and strengthen commercial discipline.
Serve as a subject matter expert for pricing analysis within Sales Operations, ensuring pricing recommendations are grounded in data, market context, financial impact, and enterprise strategy.
Sales Performance Analysis Leadership
Monitor and analyze key sales performance metrics.
Lead the development of executive-level performance reviews, dashboards, and business insight summaries.
Identify risks, opportunities, emerging trends, and performance gaps impacting sales growth, profitability, and forecast accuracy.

Nice-to-haves

Preferred experience in the AEC industry.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aimachine learning

Platform: ukg
Effort: medium

Benefits

Benefits detected in the listing.

Vision