Revenue Operations Analyst

Overview

This role is for a Revenue Operations Analyst supporting revenue data, reporting, forecasting, and quote-to-cash operations across commercial, federal, and international sales motions. The position supports clean, reliable data and analytics used by Sales, Finance, and leadership for forecasting and decision-making.

Reporting to the Manager of Revenue Operations, the analyst will collaborate within a Revenue Operations team led by the Director of Revenue Operations.

Responsibilities

• Maintain clean, trustworthy pipeline data in Salesforce by identifying missing fields, stale opportunities, and stage errors across commercial, federal, and international business units.
• Build and maintain reporting by creating and owning Salesforce reports and dashboards covering pipeline, bookings, win rates, sales cycle length, renewals, and retention.
• Support the forecast cadence by preparing weekly forecast and pipeline review materials, tracking changes week over week, and flagging deals at risk of slipping or being lost.
• Turn data into insight by answering ad hoc questions from Sales and leadership, investigating trends and anomalies, and sharing clear, concise recommendations.
• Support deal desk and quote-to-cash by reviewing quotes and deal structures in DealHub and Salesforce for pricing accuracy, approvals, and contract terms to help keep deals moving quickly.
• Conduct sales compensation support, including quota tracking, crediting, monthly commission calculations, reconciling payouts with Finance, and responding to rep questions accurately and quickly.
• Improve RevOps processes and systems by documenting RevOps processes and definitions, identifying manual work to automate, and supporting Salesforce improvements with a Senior Salesforce Solutions Architect.
• Support planning and enablement by assisting with territory, capacity, and quota analysis during annual planning and helping train GTM teams on tool, field, and process changes.

Requirements

• 2–4 years of experience in Revenue Operations, Sales Operations, Business Operations, FP&A, or a similar analytical role; ideally at a B2B software company.
• Advanced Excel or Google Sheets skills, including lookups, pivot tables, and building clean, reusable models.
• Ability to work cross-functionally with Sales, Finance, and Customer Success, managing multiple requests with competing deadlines.
• Curiosity and a builder mindset—an ability to understand why metrics look the way they do and improve processes.
• Hands-on Salesforce experience, including building reports and dashboards, working with opportunity data, and understanding how objects and fields fit together.
• Comfort with ambiguity in a fast-growing environment and willingness to learn and take on increasing ownership.

Preferred Qualifications

• Salesforce Administrator certification(s) (Advanced Administrator, Platform App Builder, Business Analyst, and/or Sales Cloud Consultant a plus).
• Experience with DealHub (or another CPQ tool) and quote-to-cash workflows.
• Exposure to sales compensation administration.
• Working knowledge of SQL or a BI tool such as Tableau, Looker, or Power BI.
• Experience in GovTech, defense, or public-sector software, including familiarity with federal contract vehicles and government fiscal cycles.

Compensation & Benefits

• Base salary range: $90,000 to $100,000.
• Final compensation will be determined by professional background, technical proficiency, seniority, and regional cost factors.
• Potential eligibility for equity awards and discretionary bonuses.

Location

Candidates must reside in one of the approved hiring hubs:

• DC/Maryland/Virginia
• Raleigh/Durham/Chapel Hill, NC
• Denver/Colorado Springs, CO
• Dallas/Fort Worth, TX

This is a full-time position.

Equal Opportunity Employer

The employer is an equal opportunity employer and provides consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, pregnancy, age, national origin, disability status, genetic information, protected veteran status, or any other characteristic protected by law.

State Notices

Colorado: In accordance with Colorado law, applicants may redact their date of birth, dates of attendance, and dates of graduation from any uploaded documents.

Maryland: Under Maryland law, an employer may not require or demand, as a condition of employment, prospective employment, or continued employment, that an individual submit to or take a polygraph examination or similar test. An employer who violates this law is guilty of a misdemeanor and subject to a fine not exceeding $100.