Revenue Operations Analyst

About the role

You will serve as the dedicated operations partner to the Sales and SDR teams, driving operational excellence and directly impacting the performance, predictability, and scalability of our revenue engines. In this role, you will own key initiatives related to pipeline management, forecasting accuracy, and Salesforce optimization to ensure clean data and efficient processes. You will act as the central point for process refinement, helping the revenue teams make better, faster, data-driven decisions. This position will also contribute directly to funding-related activities and new business acquisition efforts, supporting the company's continued growth. You will build and manage ad hoc models and analyses that clarify complex revenue dynamics and guide strategic choices. The role requires a systems-minded thinker who is equally comfortable managing configuration, building reports, and managing cross-functional projects.

Key facts

What you'll do

Serve as the embedded operations partner for the Sales and SDR teams, supporting operational excellence, pipeline management, opportunity governance, and Salesforce execution.

Support and refine qualification frameworks and the key metrics each team is measured against, such as meeting set rate, qualification rate, and stage conversion.

Drive pipeline hygiene, forecasting cadences, and qualification frameworks to improve visibility, predictability, and conversion performance.

Manage the roadmap of operational projects for Sales and SDRs through disciplined project management in partnership with the team.

Run weekly pipeline hygiene reviews and monthly 90-day rolling forecast reviews with reps and managers.

Develop, optimize and own Salesforce reporting, workflows, validation rules, and system processes that support new business acquisition.

Partner with Sales, SDR, Marketing, and Business Intelligence teams to develop reporting, outbound motions, and operational best practices.

Analyze funnel performance, closed-lost trends, and key revenue metrics to identify opportunities for growth and process improvement.

Build ad hoc analyses and models in Excel or Google Sheets to inform strategic decisions and operational enhancements.

Manage the Sales and SDR operations project roadmap, driving initiatives from concept through execution.

Manage Enablement resources and set up documentation to prepare for a to be hired Revenue Enablement Manager to ensure processes are documented, adopted, and continuously improved.

Identify opportunities to leverage AI and automation across the revenue organization to increase efficiency and reduce manual work.

Translate complex business and process challenges into scalable operational processes and system solutions that can be implemented and maintained over time.

Consistently monitor and communicate the health of the revenue pipeline, ensuring stakeholders have accurate and timely visibility into performance.

Requirements

3-5 years in revenue operations, sales operations, or a related analytical role with a track record of delivering results in a fast-paced environment.

Strong professional Salesforce skills, including report and dashboard creation and the ability to understand and edit backend configuration such as workflows, validation rules, field visibility, and page layouts.

Strong analytical and modeling skills, with comfort building models and visualizations in Excel or Google Sheets and drawing clear conclusions from data to guide decisions.

Demonstrated project management skills with experience owning a roadmap and managing cross-functional initiatives from planning through execution and stakeholder communication.

Experience translating business and process challenges into scalable operational processes and system solutions that improve efficiency and effectiveness.

Professional experience converting complex data into actionable insights and connecting them to the larger revenue story to influence strategy and investment.

Ability to work independently, manage competing priorities, and thrive in a fast-paced, ambiguous environment while maintaining attention to detail and accuracy.

Strong written and verbal communication skills to partner with cross-functional stakeholders and present findings and recommendations clearly to diverse audiences.

Nice to have

Experience supporting high-growth SaaS, technology-enabled, or B2B sales organizations with complex sales cycles and multi-stakeholder buying decisions.

Familiarity with sales and SDR tooling, including CRM-adjacent AI tools, conversation intelligence platforms, and pipeline analytics systems.

Experience supporting SDR organizations and outbound sales motions, including managing cadences, sequences, and outreach optimization.

Familiarity with sales engagement, conversation intelligence, pipeline analytics, or revenue intelligence platforms that provide deep visibility into seller and buyer behaviors.

Familiarity with AI and automation tools relevant to revenue operations, including how to implement, monitor, and scale these technologies in production environments.

Experience with data visualization tools such as Tableau, Looker, or similar platforms to create dashboards that drive executive-level decision-making.

Understanding of sales compensation planning and quota setting methodologies and how they interact with forecasting and pipeline management.

Knowledge of best practices in sales process frameworks, such as MEDDIC, Challenger Sale, or other methodologies that align with complex B2B sales motions.

Practical notes

This position is 100% Remote and can sit anywhere in the US.

The base salary range for this position is $100,000 - $115,000. Actual compensation may vary based on factors including experience, skills, education, location, and internal equity considerations.

This role may also be eligible for bonus, company variable compensation and equity program.