Sr. Ops Analyst, Revenue Operations

Job Title: Sr. Ops Analyst, Revenue Operations

Role Overview

The Sr. Analyst, Revenue Operations is a trusted operational partner to the Sales organization, owning the processes, planning, and operating cadence that keep the go-to-market engine running smoothly. 

This role sits at the intersection of Sales, Finance, and Operations, supporting the full revenue lifecycle from pipeline creation through forecasting, deal execution, compensation, and performance management. The Sr. Analyst drives sales effectiveness and revenue predictability through disciplined operational execution, scalable process design, and strong cross-functional partnership.

As an owner of core sales processes, planning cycles, and CRM governance, this role brings structure, consistency, and momentum to how the sales team operates day to day, while equipping leadership with the visibility needed to run the business. The ideal candidate is a hands-on Sales Operations practitioner who pairs process and business acumen with solid analytical skills, comfortable moving from ideation to execution in a dynamic commercial environment.

Key Responsibilities

• Own and continuously improve core sales processes across the lead-to-opportunity and opportunity-to-close lifecycle, diagnosing gaps, removing friction, and implementing scalable improvements that increase sales productivity and deal velocity.
• Lead execution of the sales operating cadence, including weekly forecast calls, pipeline reviews, deal inspection, and Quarterly Business Review preparation, ensuring consistent management rhythm at every level of the organization.
• Own end-to-end management of the sales forecasting process, driving forecast discipline, pipeline integrity, and stage hygiene in partnership with Sales leadership, and delivering recommendations that improve forecast accuracy and predictability.
• Support annual and quarterly go-to-market planning, partnering with Sales and Revenue leadership on territory design, segmentation, account assignments, quota setting, coverage models, and in-year adjustments to optimize capacity and growth.
• Support deal management and execution, monitoring opportunity hygiene, approvals, and booking processes, and recommending improvements to deal structures, workflows, and policies that ensure efficient deal velocity.
• Provide reporting and analysis on pipeline health, quota attainment, conversion, and rep productivity using Salesforce, Excel, and BI tools to support leadership decision-making and management inspection.
• Collaborate cross-functionally with Sales, Marketing, Customer Success, Finance, and Legal to execute strategic go-to-market initiatives, align processes across teams, and drive change management for new tools, policies, and workflows.
• Conduct ad hoc analysis to support headcount and capacity planning, productivity targets, incentive design, and other strategic Sales Operations initiatives as the business scales.

Qualifications

• Bachelor’s degree in Business, Finance, Analytics, Economics, or a related field required.
• 3–5+ years of experience in Sales Operations, Revenue Operations, GTM Operations, Sales Strategy, or related roles supporting a quota-carrying sales organization.
• Strong proficiency in Salesforce and Excel; experience with Power BI or other BI tools preferred.
• Deep understanding of end-to-end sales processes and motions, including funnel and conversion dynamics, forecasting methodologies, deal management, territory and quota planning, and compensation mechanics.
• Strong analytical and problem-solving skills, with the ability to translate sales and revenue data into practical recommendations and process improvements for leadership.
• Exceptional attention to detail, strong organizational skills, and the ability to manage multiple priorities in a fast-paced commercial environment.

Ideal Attributes

• Operates with a sales-first and revenue-first mindset while maintaining high standards for operational accuracy and governance.
• Proactive, curious self-starter with a "get things done" attitude, continuously seeking opportunities to streamline processes, remove friction for sellers, and increase efficiency.
• Confident communicator and collaborator, capable of partnering effectively across Sales, Operations, Finance, and executive stakeholders.