Sales Operations Analyst

Overview

The organization is hiring a Sales Operations Analyst to manage the day-to-day operating rhythm of the revenue team and to set up and run a deal desk. This role reports to the Revenue Operations lead and works closely with sales leadership, finance, and the GTM Systems Engineer.

Revenue Operations owns the operating system for go-to-market, including how pipeline is measured, how the forecast is built, how territory and quota are set, and whether the numbers can be trusted. This position is the analytical and commercial half of that mandate—providing analysis leadership uses for decisions and supporting deal structuring, pricing, and approvals.

Responsibilities

• Own day-to-day deal desk duties, including:
  • Guiding reps on deal structure and packaging
  • Running pricing and discount approvals
  • Handling non-standard terms
  • Driving the path from quote to signed order form, including cloud marketplace transactions
• Maintain pricing and packaging guardrails with Finance and sales leadership, including approval thresholds, discount bands, and guidance reps use to size a site license or a proof of value
• Contribute to weekly and monthly forecasting by:
  • Assembling the forecast
  • Tracking submitted forecast against actuals
  • Surfacing slip, drift, and coverage gaps by segment
• Own recurring analysis leadership decisions are based on, including:
  • Pipeline generation
  • Conversion by stage and segment
  • Win/loss
  • Sales cycle
  • Team performance
• Support territory, coverage, and quota planning with:
  • Account distribution
  • Whitespace and capacity math
  • Attainment tracking
• Steward KPI definitions so metrics are consistent across meetings, dashboards, and reports—and be able to explain them on demand
• Run the data quality cadence with reps, including:
  • Publishing cleanup views
  • Working through each list down with its owner
  • Escalating recurring problems for a systems fix
• Support the variable compensation program through attainment reporting, plan mechanics, and the underlying data quality

Requirements

• 3+ years in sales operations, revenue operations, deal desk, or a sales-facing analytics role at a B2B software company
• Strong analytical skills, including ability to build and defend a model in a spreadsheet
• SQL experience (or willingness to pick it up quickly)
• Hands-on Salesforce experience as a power user, including reports, dashboards, pipeline inspection, and opportunity/forecast data
• Practical understanding of GTM mechanics, including:
  • Pipeline stages
  • Forecast categories
  • Coverage
  • Win rates
  • Territory and quota concepts
• Experience supporting deal structuring, pricing approvals, or quote-to-order workflows
• Clear communicator who can explain numbers to a skeptical audience and hold metric definitions under pressure
• High attention to detail, as this role is the last check before numbers reach leadership or a customer

Preferred Qualifications

• Experience running or standing up a deal desk, particularly with packaged or tiered pricing
• Experience with CPQ, quoting tools, CLMs, or e-signature platforms
• SQL plus experience with a BI tool or data warehouse (BigQuery, Snowflake, or similar)
• Experience supporting enterprise land-and-expand motions, PLG, or developer-first companies
• Experience supporting variable compensation or quota administration
• Experience using AI tools to speed up analysis, documentation, and reporting

Compensation & Benefits

Salary is determined using a number of market and data-driven salary sources, with reviews of all salaries every six months to stay aligned with the market.

Additional benefits and perks include:

• $4000/yr Travel Stipend
• Cover up to 100% of your health insurance costs for you and your partner or family
• $350/mo Productivity stipend
• $350/mo AI stipend
• $500 one-time home office stipend
• $150/mo Team lunch stipend
• Unlimited PTO (with an annual 2 week minimum)
• 12 weeks parental leave
• Equity in the company

Location & Work Setup

This is a fully distributed role. Work hubs are currently located in New York City, San Francisco, and Brazil (with plans to open more hubs as density increases). Opportunities include team onsite events in different cities, and remote work options are supported (work from home and co-working spaces).

Relocation support is available if working from a hub.

Interview Process

• Several conversations with the hiring manager and a member of leadership, plus a role-relevant project or challenge
• Conversations with team members about what it’s like to work and succeed in the role
• References required; timing will be coordinated

Typical steps described:

• Introduction phase: 30m recruiter/hiring manager conversation; 45m technical assessment if applicable
• Team interview phase: 30m with another team member; 60m with hiring manager (including review of job specifics and starting 30/60/90 projects; time for questions)
• Build-with-the-organization phase: build a small project; 45m demo with hiring manager and CTO
• Final stage: leadership conversations (including culture/vision as applicable)