Senior Revenue Operations Analyst

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

📋 Description

• Develop, sustain, and enhance dashboards and reporting systems for Marketing and SDR/BDR leadership to monitor performance, capacity, and achievement of TOFU objectives (meetings, SAOs, sourced pipeline).

• Take ownership of analytics pertaining to the marketing to SDR/BDR early pipeline funnel, focusing on volume, velocity, and conversion at all stages from lead to opportunity.

• Evaluate performance by segment, program, channel, SDR/BDR, territory, and persona to identify insights that enhance pipeline quality and efficiency.

• Support campaign and program initiation to guarantee accurate tracking, attribution, and funnel reporting.

• Manage, refine, and document the lead lifecycle, qualification criteria, and lead routing and assignment logic to ensure swift lead handling, fairness, and alignment with GTM coverage models.

• Oversee and enhance data quality for leads, contacts, accounts, and early-stage opportunities, including enrichment, deduplication, and hygiene processes.

• Assess, implement, and optimize tools utilized by SDRs/BDRs (sales engagement, intent, enrichment, lead scoring, routing), ensuring strong adoption and measurable impact.

• Deliver data-driven insights to SDR/BDR and Marketing leaders regarding scripts/messaging, sequences, and follow-up actions, collaborating with Enablement as necessary to operationalize modifications.

• Document TOFU processes comprehensively (lead lifecycle, routing rules, qualification criteria, handoff workflows) and keep them updated as changes occur.

• Collaborate across functions with Marketing, Marketing Ops, Sales Ops, SDR/BDR leadership, Enablement, and Finance to ensure consistent measurement, reporting, and execution throughout the revenue funnel.

⛳️ Requirements

• Minimum of 3 years of experience in Revenue Operations, Marketing Operations, or Sales Operations within a B2B SaaS context.

• Proven track record working directly with Marketing and SDR/BDR teams, including lead management (scoring, qualification, and routing), campaign operations, data enrichment, and performance analytics.

• Strong analytical abilities with the capacity to handle complex datasets and translate insights into clear, actionable recommendations for GTM leaders.

• Technical proficiency and business acumen across the complete revenue spectrum, with a strong focus on top-of-funnel activities.

• Familiarity with GTM technologies, such as marketing automation (HubSpot), lead management (LeanData), sales engagement and prospecting (Outreach, Nooks, LinkedIn Sales Navigator), data enrichment (Cognism, ZoomInfo), 6Sense, and Salesforce. Experience with AI tools is an advantage.

• Understanding of SaaS and revenue marketing metrics, including pipeline coverage, cost per meeting, cost per opportunity, and standard SaaS KPIs (ARR, MRR, CAC, churn, expansion).

• Comfortable working in a fast-paced, high-growth environment with the capability to work independently, manage multiple tasks and projects simultaneously, and prioritize effectively.

🏝️ Benefits

• Health insurance

• Flexible work arrangements

• Professional development