Revenue Operations Analyst

Overview

This role is responsible for the accuracy and integrity of the sales compensation program, with flexible support for deal desk and quoting processes. You will be a trusted point of contact for commission accuracy for sales representatives and for deal support when quotes require additional complexity.

Responsibilities

Sales Compensation (primary focus, ~65%)

• Administer monthly and quarterly commission calculations for customer-facing teams (sales, partner, technical sales, customer success, implementation) to ensure accuracy and on-time payouts
• Maintain compensation plan documents, quota assignments, and crediting rules in the comp tool
• Manage the monthly sales data review process to ensure correct amounts, assignments, and dates within the CRM data used for compensation payouts
• Partner with Finance and Payroll to validate payouts, reconcile bookings against closed-won data, and resolve discrepancies
• Respond to rep and manager questions about commission statements with clear explanations
• Investigate and resolve crediting disputes, split requests, and plan exceptions; document decisions and precedent
• Build and maintain attainment, accelerator, and payout forecasting reports to support planning and budgeting
• Maintain audit-ready documentation for SOX or internal compliance reviews, where applicable

Deal & Quoting Support (ad hoc, ~25%)

• Provide backup support to the deal desk, including quote creation and review
• Help structure non-standard deals (custom terms, multi-year pricing, ramps, and migrations) within pricing and discount guidelines
• Review deals for policy compliance and flag risks to deal desk leadership
• Identify recurring deal patterns that could simplify pricing or process

Analytics & Process Improvement (~10%)

• Identify opportunities to automate manual compensation and quoting workflows
• Build dashboards and reports in the CRM and comp tooling to provide sales leaders visibility into attainment and deal health
• Contribute to documentation, training materials, and process improvements across Revenue Operations

Requirements

• 2–4 years of experience in Revenue Operations, Sales Operations, Sales Compensation, Finance, or a related analytical role (B2B SaaS preferred)
• Strong proficiency in Excel or Google Sheets, including lookups, pivot tables, and multi-step modeling
• Hands-on experience with Salesforce or a comparable CRM
• Exceptional attention to detail and comfort with high-stakes accuracy
• Clear written and verbal communication, with the ability to explain complex calculations to non-technical stakeholders
• Sound judgment and discretion when handling confidential compensation data

Preferred Qualifications

• Experience with a CPQ tool such as Salesforce CPQ or Zuora
• Familiarity with SaaS metrics and revenue recognition concepts (ARR, TCV, ACV, bookings vs. billings)
• Experience supporting a deal desk or pricing and approval workflows

Compensation & Benefits

• $90,000 - $100k base salary + 5% variable bonus based on company and individual performance.

Location

Not specified in the provided job description.

Hiring/Performance Milestones

• First 30 days: Learn comp plans, systems, and payout calendar; shadow a full commission cycle
• First 90 days: Run a payout cycle with minimal oversight; take on first deal desk requests
• First 6 months: Own the monthly comp process end to end; contribute to next year's plan design and modeling; identify at least one process improvement