RevOps Analyst

Accountabilities:: Define and manage the core go-to-market performance measurement framework, tracking key metrics from initial lead engagement through pipeline generation, bookings, and revenue, including conversion rates, win rates, average deal size, sales cycle length, ACV/ARR growth, and net revenue retention. Conduct comprehensive funnel analysis from lead generation through closed-won opportunities and renewals, examining win/loss trends, deal velocity, discounting, and pricing performance to identify bottlenecks and inform sales strategies. Develop sales productivity and performance analyses, including representative ramp time, activity-to-outcome ratios, quota attainment, team performance distribution, and capacity utilization. Perform cohort and segment analysis across industries, regions, deal sizes, products, and sales channels to identify growth opportunities and support strategic resource allocation. Build and maintain dashboards and reporting solutions that consolidate CRM, marketing, product usage, and financial data into a unified view of business performance. Monitor campaign effectiveness, marketing attribution, pipeline coverage, pipeline contribution, forecast accuracy, and overall go-to-market efficiency. Go beyond standard reporting by using analytical and AI-powered tools, including Claude, to investigate performance changes, uncover trends, answer strategic business questions, and deliver clear, actionable recommendations to leadership. Collaborate with Demand Generation, Digital, Field, Partner, and Product Marketing teams to evaluate marketing program effectiveness and identify opportunities to improve conversion rates and return on investment. Partner with Finance and Sales leadership to develop capacity plans, quota models, and revenue scenarios, including what-if analyses related to headcount, pipeline coverage, and sales targets. Maintain quota attainment tracking and support the design, modeling, calculation, and validation of monthly sales compensation and commission plans. Establish and enforce data governance standards covering database hygiene, normalization, deduplication, account hierarchies, segmentation, enrichment, campaign taxonomy, and overall data quality. Manage and continuously optimize the go-to-market technology ecosystem, ensuring platforms are integrated, scalable, properly adopted, and delivering measurable value. Identify opportunities to introduce, consolidate, replace, or eliminate technology platforms to improve operational efficiency. Maintain comprehensive documentation of system architecture, integrations, workflows, reporting processes, and business rules. Requirements: At least 5 years of experience in Sales Operations, Revenue Operations, or GTM Operations, preferably within a B2B SaaS or technology organization. Hands-on Salesforce experience, including developing reports and dashboards, configuring fields, building flows, and implementing validation rules. Proven experience owning sales forecasting, pipeline reporting, and territory, quota, and capacity planning processes for multi-segment sales organizations. Strong SQL skills and practical experience using business intelligence platforms such as Tableau, Power BI, or Looker. Advanced Excel or Google Sheets capabilities, including lookups, pivot tables, financial modeling, and scenario analysis. Strong understanding of revenue operations metrics, sales performance measurement, pipeline management, forecasting methodologies, and go-to-market processes. Excellent analytical and problem-solving skills, with the ability to translate complex or ambiguous business questions into clear insights and actionable recommendations. Strong project management and organizational abilities, with the capacity to manage multiple priorities in a fast-paced environment. Excellent written and verbal communication skills, including the ability to present findings to executive stakeholders, influence sales teams, and support operational adoption. Bachelor's degree in Business, Finance, Economics, or a related field, or equivalent professional experience. Additional advantages: Experience with statistical analysis and cloud data warehouse platforms such as Snowflake, BigQuery, or Amazon Redshift. Familiarity with revenue forecasting and sales intelligence tools such as Clari and Gong. Experience with sales incentive compensation platforms such as CaptivateIQ, Spiff, or Xactly. Previous experience supporting enterprise SaaS or cybersecurity go-to-market teams, including channel and partner-sourced opportunities. Understanding of account-based marketing (ABM) and intent-driven marketing strategies. Familiarity with CPQ (Configure, Price, Quote) solutions and quote-to-cash processes. Knowledge of APIs, webhooks, integration platforms, and low-code/no-code automation tools. Benefits: Remote working: Opportunity to work remotely from anywhere in the United States. Full-time employment: Join a dedicated revenue operations team in a full-time professional role. Strategic business exposure: Work closely with Sales, Finance, Marketing, and Customer Experience leadership on important revenue growth initiatives. Technology and innovation: Gain hands-on exposure to Salesforce, business intelligence platforms, AI-powered tools, and modern revenue technology solutions. Professional development: Expand your expertise in revenue operations, advanced analytics, forecasting, and automation. Meaningful impact: Directly contribute to improving sales productivity, operational efficiency, pipeline visibility, and business performance. Collaborative environment: Work alongside cross-functional teams in a dynamic and evolving technology organization.