Sales Operations Analyst

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Oversee the daily operations of the revenue team.

• Establish and manage the deal desk.

• Advise representatives on deal structuring and packaging.

• Conduct pricing and discount approvals.

• Manage non-standard terms.

• Drive deals from quotation to signed order form, including transactions via cloud marketplace.

• Collaborate with Finance and sales leadership to maintain pricing and packaging guidelines.

• Define and manage approval thresholds, discount bands, and guidance for site licenses/proofs of value.

• Contribute to weekly and monthly forecasting efforts.

• Compile forecasts and monitor submitted forecasts against actual results.

• Identify slip, drift, and coverage gaps by segment.

• Conduct recurring analyses on pipeline generation, stage/segment conversion, win/loss metrics, sales cycles, and team performance.

• Assist with territory, coverage, and quota planning through account distribution, whitespace identification, capacity calculations, and attainment tracking.

• Steward KPI definitions across meetings, dashboards, and reports.

• Implement data-quality checks with sales representatives and escalate ongoing issues for system fixes.

• Support variable compensation by reporting on attainment, plan mechanisms, and ensuring data integrity.

• Collaborate with sales leadership, Finance, Revenue Operations, and the GTM Systems Engineer.

⛳️ Requirements

• Minimum of 3 years in sales operations, revenue operations, deal desk, or sales-facing analytics within a B2B software environment.

• Strong analytical abilities and capacity to create and defend spreadsheet models.

• Proficiency in SQL or the ability to quickly learn SQL.

• Extensive hands-on experience as a Salesforce power user, including reports, dashboards, pipeline inspection, opportunity data, and forecasting data.

• Practical understanding of go-to-market mechanics, including pipeline stages, forecast categories, coverage, win rates, territory, and quota concepts.

• Experience supporting deal structuring, pricing approvals, or quote-to-order processes.

• Excellent communication skills with the ability to present numbers to skeptical audiences.

• Exceptional attention to detail.

• Preferred: experience in establishing or managing a deal desk, particularly with packaged or tiered pricing.

• Preferred: familiarity with CPQ, quoting tools, CLMs, or e-signature platforms.

• Preferred: SQL experience combined with familiarity with a BI tool or data warehouse such as BigQuery or Snowflake.

• Preferred: experience in enterprise land-and-expand strategies, product-led growth, or developer-first organizations.

• Preferred: background in supporting variable compensation or quota administration.

• Preferred: experience utilizing AI tools for analysis, documentation, and reporting.

• References will be required as a part of the hiring process.

🏝️ Benefits

• $4000 per year travel stipend for travel opportunities to collaborate with fellow Roboflowers.

• Coverage of up to 100% of health insurance costs for you and your partner or family.

• $350 monthly productivity stipend for work-related expenses such as high-speed internet or co-working facilities.

• $350 monthly AI stipend.

• One-time $500 home office stipend.

• $150 monthly team lunch stipend.

• Unlimited paid time off with a minimum annual requirement of two weeks.

• 12 weeks of parental leave.

• Equity stake in the company.

• Relocation bonus.

• Fully remote work environment with options to work from home, hubs, or co-working spaces.

• Team onsite gatherings in various cities.

• Opportunities for professional development through role-relevant projects and exposure to technical and product aspects.