Overview
This role is critical in ensuring the integrity, accessibility, and actionability of revenue data that drives key business decisions such as investment, hiring, deal prioritization, and forecasting. The Revenue Operations Analyst serves as the analytical backbone of the Revenue Operations function, providing clear visibility into pipeline performance and delivering structured business cases for non-standard deals to executive leadership.
Responsibilities
Revenue Analytics & Reporting
- Develop, maintain, and enhance revenue reporting dashboards covering pipeline health, stage conversion, funnel velocity, win rates, and attainment.
- Produce weekly pipeline reviews, monthly performance summaries, and quarterly board-level revenue reports in collaboration with Finance.
- Ensure consistent metric definitions across all reports (e.g., pipeline, ARR, bookings, attainment).
- Design and maintain self-serve reporting tools for Sales, Customer Success, and Marketing leaders.
- Collaborate with the RevOps Architect to ensure CRM data quality and reporting logic integrity.
Forecasting & Pipeline Analytics
- Support the Head of RevOps in managing forecast methodology, including category definitions, submission cadence, and accuracy tracking.
- Analyze pipeline health to identify coverage gaps, aging deals, stage progression anomalies, and forecast risks.
- Track forecast accuracy by representative and segment, identifying patterns to improve forecasting discipline.
- Provide analytical support for Quarterly Business Reviews (QBRs), operating reviews, and board presentations.
Go-To-Market (GTM) Analytics & Win/Loss Insights
- Conduct win/loss analyses segmented by competitor, deal size, representative, and product line.
- Translate findings into actionable recommendations for the Chief Commercial Officer (CCO) and Sales leadership.
- Analyze sales cycle length, stage conversion rates, and deal velocity to identify bottlenecks.
- Highlight pricing as a factor in win/loss outcomes and support pricing strategy decisions.
- Partner with Finance on ARR reconciliation, bookings reporting, and revenue planning.
Deal Desk Operations & Discount Governance
- Manage end-to-end deal desk operations including intake, review, structuring, approval routing, and documentation for all non-standard deals.
- Define and enforce discount approval thresholds by deal size, segment, and representative authorization.
- Review all non-standard deal terms prior to contract execution, including custom pricing, payment terms, multi-year structures, concessions, and bundled arrangements.
- Maintain commercial policy documentation and ensure consistent application.
- Collaborate with Legal and Finance on complex deal structures.
- Serve as escalation point for deals exceeding standard approval authority, providing fully packaged recommendations to the CCO and CFO.
Margin Analysis & Executive Deal Business Cases
- Prepare structured business cases for all non-standard deals requiring executive approval, including deal summaries, margin profiles, discount rationale, multi-year revenue impact, precedents, risk factors, and clear recommendations.
- Conduct deal-level margin analysis modeling revenue, cost, and profitability implications.
- Maintain a deal precedent library to ensure consistency and accelerate future reviews.
- Identify margin erosion patterns and provide data-driven recommendations.
- Support enterprise RFP responses with commercial business case modeling.
Commercial Performance Analytics & Pricing Operationalization
- Produce quarterly commercial performance reviews covering discount rates, deal size distribution, margin by product line, payment terms, and multi-year commitments.
- Identify commercial risk patterns and present recommendations.
- Implement approved pricing decisions in CRM, ensuring rate cards, discount logic, and approval workflows are current.
- Support annual pricing reviews with deal-level data and discount trend analysis.
Quota Economics & Enablement Measurement
- Assist in quota modeling, including attainment scenarios, coverage analysis, and territory planning.
- Analyze compensation plan mechanics for unintended consequences.
- Track and report on enablement program effectiveness, including ramp time and certification completion.
Required Qualifications
- 3–5 years of experience in revenue analytics, sales operations, business intelligence, or related analytical roles.
- Strong proficiency in Salesforce reporting, capable of building reports and dashboards without admin-level support.
- Experience with at least one BI or data visualization tool such as Tableau, Looker, Power BI, or DOMO.
- Competency in SQL for querying databases and building analytical datasets.
- Solid understanding of SaaS revenue metrics including ARR, NRR, pipeline coverage, funnel conversion, and quota attainment.
- Ability to present data-driven insights clearly and concisely to senior leadership.
Preferred Qualifications
- Experience in Revenue Operations or Sales Operations at a SaaS company with $25–75M ARR.
- Familiarity with healthcare IT or regulated industry data environments.
- Experience supporting formal forecast methodologies.
- Exposure to territory modeling, quota attainment analysis, or compensation plan analytics.
- Experience preparing executive-ready reporting packages such as board decks or QBR materials.
Success Metrics in the First 6–12 Months
- Delivery of a live, trusted revenue dashboard used in weekly leadership reviews.
- Support and improvement of forecast methodology with active tracking and proactive anomaly detection.
- Completion and presentation of initial win/loss analysis with actionable insights.
- Availability of self-serve reporting tools for Sales, Customer Success, and Marketing leaders.
- Establishment of enablement measurement baselines tracking ramp time and attainment by cohort.
Compensation & Benefits
- Comprehensive benefits package including Medical, Dental, and Vision coverage.
- 401(k) plan with company match.
- Unlimited vacation policy.
- Opportunities for career growth and advancement.
- Access to on-demand learning programs.
- Employee recognition programs.
- Engagement activities such as remote cooking classes, yoga sessions, and mixology classes.
Location
Remote position with flexible work arrangements.