RevOps Analyst

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

📋 Description

• Define and oversee the essential GTM metrics framework encompassing lead engagement, pipeline, bookings, and revenue.

• Conduct comprehensive funnel analysis from lead acquisition to closed-won status and renewals, incorporating win/loss metrics, deal velocity, discount trends, and pricing patterns.

• Identify reasons for deal stalls and provide insights to inform sales strategies and deal desk policies.

• Develop analyses on representative and team productivity, focusing on ramp-up time, activity-to-outcome ratios, attainment distribution, and capacity utilization.

• Carry out cohort and segment analyses based on industry, region, deal size, product, and channel.

• Create dashboards that integrate data from CRM, marketing, product usage, and finance.

• Evaluate campaign effectiveness, attribution, pipeline coverage, forecast accuracy, and overall GTM efficiency.

• Utilize AI and analytical tools, such as Claude, for in-depth leadership insights and strategic recommendations.

• Collaborate with Demand Generation, Digital, Field, Partner, and Product Marketing teams to assess program effectiveness and enhance conversion rates and ROI.

• Develop capacity, quota, and scenario models in conjunction with Finance and Sales leadership.

• Assist in designing and modeling sales compensation plans, as well as validating and calculating monthly commissions.

• Establish and uphold data governance standards to ensure data hygiene, normalization, deduplication, hierarchies, segmentation, enrichment, taxonomy, and quality control.

• Own and enhance FireMon's GTM technology ecosystem and recommend necessary platform adjustments.

• Document system architecture, integrations, workflows, and business rules.

⛳️ Requirements

• Minimum of 5 years in Sales Operations, Revenue Operations, or GTM Operations, preferably within a B2B SaaS or technology setting.

• Hands-on experience with Salesforce, including the creation of reports and dashboards, as well as configuring fields, flows, and validation rules.

• Proven track record in owning sales forecasting, pipeline reporting, and territory, quota, and capacity planning for a multi-segment sales organization.

• Proficient in SQL.

• Practical experience with Tableau, Power BI, or Looker.

• Advanced skills in Excel / Google Sheets modeling, including lookups, pivots, and scenario modeling.

• Strong project management abilities with a capacity to juggle multiple priorities in a fast-paced environment.

• Excellent written and verbal communication skills, with the ability to translate complex business questions into actionable analysis and executive recommendations.

• Capability to train and influence sales teams effectively.

• Bachelor's degree in Business, Finance, Economics, or a related discipline, or equivalent experience.

• Preferred: experience with statistical analysis or platforms such as Snowflake, BigQuery, or Redshift.

• Preferred: experience with tools like Clari, Gong, CaptivateIQ, Spiff, or Xactly.

• Preferred: background in supporting enterprise SaaS or cybersecurity GTM teams, including channel- or partner-sourced deals and ABM or intent-driven marketing.

• Preferred: familiarity with CPQ and quote-to-cash processes.

• Preferred: knowledge of APIs, webhooks, integration platforms, or low-code/no-code automation tools.

🏝️ Benefits

• Full-time employment.

• Remote work arrangement.