Revenue Operations Analyst

This is a fully remote position, open to applicants in Colorado, +3 more states.

📋 Description

• Ensure that pipeline data remains accurate and reliable across commercial, federal, and international business units.

• Identify and rectify missing fields, outdated opportunities, and stage discrepancies in Salesforce.

• Develop and manage Salesforce reports and dashboards for tracking pipeline, bookings, win rates, sales cycle duration, renewals, and retention rates.

• Prepare materials for weekly forecasting and pipeline reviews, monitor week-over-week changes, and highlight deals at risk of slipping or being lost.

• Respond to ad hoc inquiries from Sales and leadership, analyze trends and anomalies, and offer succinct recommendations.

• Examine quotes and deal structures in DealHub and Salesforce for pricing accuracy, necessary approvals, and contract terms.

• Assist in quote-to-cash workflows and facilitate the swift progression of deals.

• Aid in quota tracking, crediting, and the calculation of monthly commissions.

• Reconcile compensation payouts with the Finance team and address representatives' inquiries.

• Document Revenue Operations processes and definitions.

• Identify opportunities for automation of manual tasks and assist the Senior Salesforce Solutions Architect in implementing Salesforce enhancements.

• Contribute to territory, capacity, and quota analysis during the annual planning process.

• Train go-to-market teams on tools, fields, and process modifications.

• Support forecasting, pipeline reporting, deal desk operations, sales compensation, and the quality of Salesforce data.

• Report directly to the Manager of Revenue Operations and collaborate within a team under the leadership of the Director of Revenue Operations.

⛳️ Requirements

• 2–4 years of experience in Revenue Operations, Sales Operations, Business Operations, FP&A, or a related analytical position, preferably within a B2B software environment.

• Proficient in Excel or Google Sheets, including advanced functionalities like lookups, pivot tables, and crafting clean, reusable models.

• Comfortable collaborating with Sales, Finance, and Customer Success teams while managing multiple requests with competing deadlines.

• Demonstrates curiosity and a proactive, builder-oriented mindset.

• Hands-on experience with Salesforce, specifically in creating reports and dashboards, managing opportunity data, and understanding the interrelations of objects and fields.

• Ability to navigate ambiguity in a rapidly growing company, with a willingness to learn and assume greater responsibilities over time.

• Candidates must reside in one of the approved hiring locations: DC/Maryland/Virginia; Raleigh/Durham/Chapel Hill, NC; Denver/Colorado Springs, CO; Dallas/Fort Worth, TX.

• Salesforce Administrator certification(s) are preferred.

• Experience with DealHub or another CPQ tool, as well as familiarity with quote-to-cash workflows, is preferred.

• Prior exposure to sales compensation administration is preferred.

• Working knowledge of SQL or a BI tool such as Tableau, Looker, or Power BI is preferred.

• Experience in GovTech, defense, or public-sector software, including knowledge of federal contract vehicles and government fiscal cycles, is preferred.

• U.S. citizenship is requested in the application form.

• Current security clearance status is requested in the application form.

🏝️ Benefits

• Potential eligibility for equity awards.

• Discretionary bonuses.

• Comprehensive total rewards package.

• Direct mentorship opportunities.

• Opportunities for growth and increased ownership as the team expands.