Principal Analyst II Revenue Strategy & Operations, Enterprise

About the role

This role supports our Enterprise sales division in North America, focusing on optimizing revenue generation. You will be instrumental in setting ambitious targets, refining sales territories, and leading initiatives designed to boost sales performance.

Key facts

What you'll do

• Act as a key advisor to Enterprise leadership, guiding go-to-market strategies that align with company goals.
• Enhance forecasting accuracy for all deals, particularly large and complex ones, by analyzing multi-stakeholder engagement and executive sponsorship.
• Track the pipeline for key accounts, monitor opportunity progress, and analyze win/loss trends to help leaders address performance challenges.
• Lead the annual and quarterly go-to-market planning process, including business modeling, quota establishment, and strategic territory design.
• Collaborate with Deal Desk and Legal teams on negotiation strategies for significant, intricate deals.
• Promote the adoption of essential tools, processes, and operational cadences, including executive-level deal reviews, across all levels of the sales organization.
• Build working relationships with teams in Finance, Marketing, Enablement, and Ecosystem to ensure strategic alignment with execution.

Requirements

• A minimum of 7 years of experience in sales, sales operations, finance, or management consulting, with a focus on forecasting, go-to-market execution, sales compensation plan development, and collaboration with senior sales leaders.
• At least 5 years of experience within the software industry and cloud platform businesses.
• Demonstrated proficiency with Salesforce.com (SFDC) for reporting and analytics.
• Experience using data visualization tools such as Power BI or Tableau.

Nice to have

• A strong aptitude for working with data and a continuous learning mindset.
• A talent for assisting others in problem-solving.
• Exceptional skills in problem-solving, decision-making, and analysis.
• The ability to work effectively both independently and as part of a team, collaborating across departments.
• A proven track record of meeting demanding deadlines.

Skills & tools

• Salesforce.com (SFDC)
• Power BI
• Tableau
• Data visualization tools

Practical notes

• Compensation range: $166,000 - $218,000 USD annually, plus potential for sign-on bonus and restricted stock units.
• Benefits include medical, dental, vision, life and disability insurance, 401(k) with match, paid time off (30 days annually including PTO, personal days, and holidays), a wellness reimbursement program ($1200 annually), and an experience bonus ($1800 annually after one year).
• This role is remote, but the company operates on a hybrid model where employees gather in the office three days per week (Mondays, Thursdays, and one additional day determined by leadership).