Sales Operations Analyst

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

📋 Description

• Evaluate pipeline velocity, conversion rates, and stage progressions to pinpoint bottlenecks and enhance funnel health.

• Assess RSM/AE productivity, territory performance, and time-to-close metrics.

• Assist in the development of sales capacity and resource models for strategic planning.

• Offer analytical support for weekly and monthly sales forecasts as well as annual planning processes.

• Construct and maintain forecasting models along with the requisite data sets.

• Examine installed-base metrics, including upsell and cross-sell rates, Net Revenue Retention (NRR), and churn indicators.

• Convert quantitative analyses into actionable insights and presentations for executive, functional, and operational stakeholders.

• Support deal performance analysis, pricing trends, discounting strategies, and pricing effectiveness assessments.

• Collaborate with Business Systems, Marketing Operations, Customer Success Operations, and IT teams to verify data and ensure alignment across systems.

• Analyze sales, pipeline, and revenue data for the Go-To-Market (GTM) organization.

⛳️ Requirements

• Minimum of 2 years in revenue operations, sales operations, business analytics, or a similar data-centric role.

• Experience in B2B SaaS with a solid understanding of ARR, renewals, expansion, and churn concepts.

• Previous experience supporting a GTM or Sales organization.

• Proficient in Clari and Salesforce for reporting and forecasting purposes.

• Skilled in creating presentations and reports for executive and senior leadership audiences.

• Strong practical skills in at least one business intelligence/visualization tool, such as Power BI or Tableau.

• Advanced proficiency in Excel and Google Sheets.

• Comfortable working with CRM data and forecasting tools like Salesforce, Clari, or Gong.

• Detail-oriented with a rigorous approach to reconciling, validating, and documenting data.

• Capable of translating complex analyses into clear narratives and actionable recommendations.

• Excellent cross-functional collaboration skills across Sales, Finance, Marketing, Customer, and Deal Desk teams.

• Ability to operate comfortably amidst ambiguity and to structure undefined or evolving processes.

• Comfortable presenting to and engaging regularly with the executive leadership team.

• Familiarity with territory and quota planning is a plus.

• Experience in documenting processes and establishing repeatable reporting frameworks.

🏝️ Benefits

• 2 Volunteer days per year.

• Birthday PTO.

• Quarterly company Wellness Days.

• Three months' supply of diapers and meal deliveries during the first month of Maternity/Paternity leave.

• Generous parental leave policy.

• Access to Talkspace and mental health support services.

• Annual company-wide gatherings.

• Home office setup assistance.

• Monthly reimbursements for Wi-Fi and cell phone expenses.

• Employee Resource Groups and support for the establishment of new ERGs and communities.