Senior Revenue Operations Analyst

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

📋 Description

• Take ownership of the quality of NetSuite CRM data for all new business opportunities.

• Ensure precise stage progression, close dates, necessary fields, and deal metadata are maintained.

• Develop and enforce data standards, validation rules, and processes for pipeline hygiene.

• Conduct ongoing pipeline audits, identify gaps promptly, and collaborate with sales leadership for resolution.

• Monitor and manage pipeline coverage to meet the 3.5x standard across NA and EMEA segments.

• Create and maintain pipeline dashboards categorized by stage, source, segment, representative, and region.

• Track MQL to SAO to Closed Won conversion rates across different cohorts, including Channel and direct motions separately.

• Analyze funnel velocity, deal progression, and conversion rates at each stage.

• Identify performance gaps, assess their impact on bookings, and provide actionable recommendations rather than just reports.

• Monitor non-responsive pipeline and collaborate with sales teams to establish clearer qualification criteria.

• Assist in the weekly forecasting process, providing rep-level rollups for NA and EMEA.

• Track trends in forecast accuracy across representatives, teams, and segments over time.

• Maintain scenario models that cover commit, upside, and risk categories.

• Develop accuracy improvement loops to enhance each forecasting cycle.

• Provide executive leaders with insights regarding pipeline risks and opportunities.

• Monitor quota attainment across all new business roles globally.

• Maintain visibility of quota coverage and highlight capacity gaps by segment and region.

• Support territory and segmentation analysis for NA, EMEA, and Channel motions.

• Assist in tracking compensation plans and reporting on variable attainment for ACV, ARR, and net retention metrics.

• Identify manual and repetitive analytical processes and develop automated workflows to replace them.

• Support the VP of Revenue Operations in implementing AI-driven tools, including pipeline hygiene automation, deal risk flagging, and pre-call research.

• Utilize Gong transcript data and NetSuite records to extract expansion signals and indicators of churn risk.

⛳️ Requirements

• 3 to 5 years of experience in Revenue Operations, Sales Operations, or GTM Analytics within a B2B SaaS environment.

• Proficient in CRM systems including field management, workflow configuration, and reporting (NetSuite preferred).

• Advanced analytical skills capable of transforming raw data into business insights and recommendations.

• Familiarity with BI tools such as Power BI, Tableau, or QuickSight.

• Excellent communication skills, with the ability to present findings effectively to sales leaders and executives.

• Comfortable working in a fast-paced environment where processes are still under development.

🏝️ Benefits

• Remote-first and casual work atmosphere.

• 401k plan with a 3.5% company match, vested after 2 years.

• 20 PTO days, including 1 birthday day off, 3 summer days, 1 volunteer day, and 10 company holidays.

• Comprehensive medical, dental, vision, and other life/health insurance options.

• Paid parental leave.

• Wellness reimbursement program.