Position Title: Sales Operations Analyst – Lead Generation Data Management (P2)
Role
The Sales Operations Analyst – Lead Generation Data Management role is responsible for identifying and delivering actionable, enriched lead targets that(which) accelerate Crown Castle’s marketing and sales pipeline(in CRM system). By leveraging a deep understanding of fiber networks, geospatial data, and internal/external data sources, this role ensures our marketing, inside sales and direct sales teams focus on the most relevant and high-potential prospects. Working cross-functionally, the Analyst uses analytics, process optimization, and system management to drive revenue productivity and pipeline growth through enriched lead targeting.
Company Summary
Crown Castle is the nation’s largest provider of shared communications infrastructure: towers, small cells and fiber. It all works together to meet unprecedented demand—connecting people and communities and transforming the way we do business. Whenever you make a call, track a workout or stream music and videos, we’re the ones providing the communications infrastructure that makes it all possible. From 5G and the internet of things to drones, autonomous vehicles and AR/VR, we enable the technologies that help people stay safe, connected and ready for the future. Crown Castle is publicly traded on the New York Stock Exchange (CCI), is part of the S&P 500 and is one of the largest Real Estate Investment Trusts in the US.
We offer a total benefits package and professional growth development for teammates in any stage of their career. Along with caring for our teammates, we’re an active member in the communities where we live, work and do business. We have a responsibility to give back, which we do through our Connected by Good program. Giving back allows us to improve public spaces where people connect, promote public safety and advance access to education and technology. Responsibilities
Lead Funnel Development
Combine data from multiple sources (including Crown Castle systems, third-party firmographic/intent data, and contact databases) to generate that align with Crown Castle’s fiber network coverage.
Analyze marketing and sales funnel requirements to provide more enriched, high-quality leads without creating data duplications.
Data Analysis & Integration
Perform geospatial proximity and location-based analyses to identify leads on or near Crown Castle’s fiber footprint.
Incorporate demand insights from internal demand and asset value models, and additional customer analysis models to prioritize top-fit targets.
Commercial Insight & Reporting
Develop reporting that highlights trends and recommend actions to drive conversions and pipeline growth.
Systems & Process Management
Contribute to administration of sales and marketing technology stacks by managing data quality and integrations with external tools.
Propose and support implementation, , including iterative refinement and testing with development teams, of process improvements or system enhancements to automate manual lead-generation tasks and ensure data is accurate, consistent, and readily accessible.
Cross-Functional Collaboration
Partner with sales leaders, marketing teams, and other internal stakeholders to gather requirements, clarify business objectives, and shape actionable solutions.
Influence and educate cross-functional stakeholders on lead-generation best practices, data-driven decision-making, and optimizing commercial strategies.
Business Process Optimization
Evaluate and enhance back-office data processes to expedite lead qualification, funnel advancement, and timely outreach.
Leverage metrics and analytics to guide behavior, improve efficiency, and enable data-informed business decisions.
Continuous Improvement & Innovation
Monitor evolving technologies, data sources, and industry best practices to refine lead generation strategies.
Create, test, and implement new methods to enrich lead data, maintain data accuracy, and improve contact matching.
Education/Certifications
Bachelor’s Degree in a related field (Data Analytics, Information Systems, Marketing, Business) or equivalent work experience required.
Experience/Minimum Requirements
Five (5)+ years of experience in sales operations, data analytics, or lead generation, preferably in the telecommunications, wireless, or technology industries.
Demonstrated ability to integrate and analyze datasets (firmographic, geospatial, customer, and prospect data) to produce actionable lead data.
Expectations
Deep Understanding of Fiber & Telecom Data: Strong knowledge of fiber network coverage, capacity, and customer usage patterns.
Advanced Analytical Skills: Proficiency in data visualization (Power BI, Tableau) and/or programming (SQL, Python, R) to build dashboards, automate processes, and discover insights.
Geospatial & Proximity Analysis: Experience interpreting location data to pinpoint best-fit prospects near existing fiber networks.
Business & Financial Acumen: Familiarity with demand models, ROI, and lifetime value principles, especially as they apply to telecom infrastructure.
Commercial Technology Stack Expertise: Skilled in CRM platforms (Dynamics 365 or Salesforce), marketing automation (Marketo, HubSpot), and related data tools or platforms to maintain clean, accurate lead data. Experience with customer data platforms / customer data management suites is a plus.
Communication & Stakeholder Management: Ability to translate complex data analysis into simple, actionable target lists and able to communicate output and requirements with management, cross-functional teams, and geographically distributed stakeholders.
Process Optimization: Track record of streamlining lead generation workflows and data management processes to accelerate pipeline growth.
Project & Time Management: Aptitude for delivering multiple projects under deadlines, prioritizing effectively, and maintaining attention to detail.
Attention to Data Accuracy: Commitment to high data quality by ensuring leads are matched with correct contact information and avoiding data duplications.
Organizational Relationship
Reports to: Sales Operations Manager, Senior Manager or Director
Title(s) of direct reports (if applicable): N/A
Working Conditions: This role falls into our hybrid work model working in the office Tuesdays, Wednesdays, and Thursdays. On Mondays and Fridays, teammates on the hybrid schedule will have the option to work from the office or home. There is an expectation of collaboration with teammates and stakeholders for moments that matter that could require travel.
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)
