Revenue Operations Analyst

This is a fully remote position, open to applicants in Brazil.

📋 Description

• Assist in the Revenue Operations processes to ensure visibility, consistency, and efficiency in the metrics, analyses, and cadences that link Revenue Operations (CSOps), Pricing, Product Marketing, Finance, and Data.

• Adopt a revenue-focused approach to analyze the customer base, including MRR, ARR, ACV, expansion opportunities, contraction, financial churn, NRR, GRR, and retention (net and gross).

• Detect patterns of revenue risk such as financial churn, contraction, downgrades, MRR/ARR reductions, delinquency, poor renewal performance, or loss of financial potential.

• Discover opportunities for revenue growth and leverage, including upsell, cross-sell, contractual expansion, increased average deal size, and revenue recovery.

• Provide actionable insights for the Customer Success team and CSOps leadership, aiding in account prioritization, goal tracking, and action plans focused on retention and expansion.

• Monitor Customer Success performance goals related to expansions, contractions, financial churn, NRR, GRR, ACV, and ARR.

• Develop revenue analyses segmented by cohorts, plans, customer size, and contract profiles, identifying financial risks, expansion opportunities, and growth, loss, or contraction drivers.

• Contribute to Revenue Intelligence initiatives including financial cohort analyses, revenue forecasting, growth scenarios, cash flow impact, and predictability of future revenue.

• Create, sustain, and enhance dashboards and reports that track revenue performance, funnel, pipeline, forecast, financial churn, expansion, contraction, NRR, GRR, ACV, ARR, and productivity.

• Extract, query, and analyze substantial data volumes using SQL, HubSpot, and spreadsheets to generate revenue analyses.

• Collaborate with Ops/Data teams to ensure the quality, consistency, and reliability of the datasets and metrics utilized by the Revenue area.

• Facilitate revenue management rituals such as pipeline reviews, goal performance analysis, churn reviews, expansion analysis, QBRs, and indicator follow-up meetings.

• Identify avenues for enhancing analyses, metrics, dashboards, and follow-up cadences, translating revenue data into actionable recommendations to boost revenue in Customer Success.

⛳️ Requirements

• Prior experience in Revenue Operations, with practical knowledge in routines, metrics, analyses, revenue cadences, forecasting, churn, and expansion.

• Familiarity or experience with analyses centered on recurring revenue, retention, expansion, and the financial behavior of the customer base.

• Comprehension of Customer Success and Revenue metrics including financial churn, contraction, expansion, upsell, cross-sell, NRR, GRR, MRR, ACV, and ARR.

• Proficient in using CRM tools, particularly HubSpot.

• Strong analytical skills to convert data into practical recommendations and actionable insights.

• Well-organized, inquisitive, collaborative, and eager to work with metrics, data, and revenue predictability.

• Experience utilizing HubSpot for data queries, report extraction, funnel tracking, and metrics analysis.

• Knowledge of SQL for extracting, querying, and analyzing large datasets for revenue analyses.

• Advanced proficiency in Excel and/or Google Sheets for data analysis, dataset merging, and metrics tracking.

• Understanding of recurring revenue metrics and financial performance indicators like MRR, ARR, ACV, financial churn, expansion, contraction, NRR, GRR, and forecasting.

• Capability to analyze revenue data by cohort, segment, plan, channel, contract, and customer financial behavior.

• Basic understanding of revenue forecasting, financial projections, and growth scenario modeling.

🏝️ Benefits

• 100% remote work.

• Trust-based culture that emphasizes results, accompanied by numerous challenges and learning opportunities.

• Autonomy and ownership within a collaborative and empathetic environment.

• Feedback-driven culture with 1:1 sessions with approachable leadership and no micromanagement.

• Comprehensive benefits package including: meal/food allowance, childcare support, home office allowance, health benefits, education and cultural benefits, Gympass, a day off for birthdays, discounts on therapy and English courses, among other partnerships.