Senior Revenue Operations Analyst

📋 Description

• Develop, manage, and enhance dashboards and reports for Marketing and SDR/BDR leadership to monitor performance, capacity, and achievement against TOFU objectives (meetings, SAOs, sourced pipeline)

• Take ownership of analytics for the marketing to SDR/BDR early pipeline funnel, analyzing volume, velocity, and conversion across all stages from lead to opportunity

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

• Support campaign and program setup to guarantee precise tracking, attribution, and funnel reporting

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

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

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

• Deliver data-driven insights to SDR/BDR and Marketing leadership regarding scripts/messaging, sequences, and follow-up strategies, collaborating with Enablement when necessary to operationalize changes

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

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

⛳️ Requirements

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

• Proven success in direct collaboration with Marketing and SDR/BDR teams involving lead management (scoring, qualification, and routing), campaign operations, data enrichment, and performance analytics

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

• Technical expertise and business acumen across the entire revenue process, with a strong focus on top-of-funnel activities

• Familiarity with GTM technologies including 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 a plus.

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

• Comfortable navigating a dynamic, high-growth environment with the ability to work independently, manage multiple tasks and projects concurrently, and prioritize effectively.

🏝️ Benefits

• Health insurance

• Flexible work arrangements

• Professional development