Senior Revenue Operations Analyst

Overview

This role is a Senior Revenue Operations Analyst position on a full-time, exempt basis, reporting to the Director, Revenue and Sales Operations. This position is US Remote.

The role supports Sales and cross-functional leaders by guiding complex deals from initial review through execution. Responsibilities span deal desk operations, contract coordination, pricing analysis, revenue analytics, forecasting, reporting, and data governance—along with CPQ platform optimization and workflow improvements using automation and AI tools.

Responsibilities

Deal Strategy and Commercial Guidance

• Own the end-to-end Deal Desk process for complex, high-value, and non-standard sales opportunities.
• Evaluate pricing, discounts, multi-year agreements, renewals, and exceptions; recommend deal structures balancing competitiveness, customer value, revenue growth, margin protection, and risk.
• Advise Sales on commercial considerations, risk mitigation, approval requirements, documentation, and deal readiness.
• Support customer proposals, requests for proposals (RFPs), and requests for quotations (RFQs), coordinating input and approvals as needed.

Contract Review and Coordination

• Review customer and partner agreements, order forms, statements of work, amendments, renewals, and related commercial documents.
• Identify non-standard terms and coordinate contract review, redlining, negotiation, and escalation with Legal, Sales, Finance, Customer Success, and external stakeholders.
• Verify executed agreements reflect approved pricing, terms, commitments, and negotiated changes.
• Maintain accurate, auditable contract records and help ensure timely renewals and follow-up.

CPQ, Systems, and Deal Governance

• Support ongoing administration, optimization, and adoption of the CPQ platform; ensure deal, pricing, contract, and approval data remain accurate across connected systems.
• Coordinate deal reviews, manage the Deal Desk queue, track dependencies, and monitor turnaround times and service levels.
• Ensure appropriate approvals and exceptions are documented before deal execution.
• Maintain and improve Deal Desk policies, approval workflows, escalation paths, and operating procedures.
• Partner on system testing, enhancements, integrations, and implementation initiatives that improve user experience and operational efficiency.
• Train and support users to promote consistent system adoption and compliance with established processes.

Revenue Analytics, Reporting, and Planning

• Support sales forecasting, bookings models, budgeting, long-range revenue planning, and scenario analysis through reliable data, variance analysis, and actionable recommendations.
• Develop and maintain reporting and dashboards covering pipeline health, bookings, churn, pricing, renewals, sales performance, recurring revenue, and Deal Desk activity.
• Analyze approval trends, pricing exceptions, contract status, CPQ adoption, and other key performance indicators to identify opportunities, discrepancies, and emerging risks.
• Reconcile data across CRM, CPQ, ERP, and reporting systems to improve accuracy, consistency, and confidence in business insights.
• Partner with Sales, Finance, Marketing, Customer Success, and Operations to define KPIs, strengthen data governance, and translate business questions into meaningful analysis.

Process Improvement and Cross-Functional Partnership

• Identify bottlenecks and implement scalable improvements that strengthen efficiency, consistency, accountability, and visibility across the revenue lifecycle.
• Use approved automation and AI tools to streamline workflows, improve data quality, and reduce manual administrative work.
• Contribute to initiatives involving pricing, packaging, contracting, systems, and revenue operations strategy.
• Build trusted relationships across teams, balancing responsiveness to business needs with sound commercial judgment and appropriate controls.
• Perform other duties as assigned.

Requirements

• Bachelor’s degree in Business, Finance, Accounting, Legal Studies, or a related field.
• Five or more years of experience in Deal Desk, Revenue Operations, Sales Operations, contract administration, pricing, commercial finance, or a related function.
• Demonstrated experience supporting complex B2B agreements, non-standard deals, pricing and discount structures, approval workflows, and commercial risk assessment.
• Experience administering or supporting a CPQ platform, such as Salesforce Revenue Cloud Advanced (RCA) or Salesforce CPQ, and working with Salesforce or a comparable CRM.
• Ability to interpret contractual language, identify non-standard provisions or potential concerns, and coordinate appropriate review and escalation.
• Strong analytical skills and business judgment, with the ability to turn complex information into clear insights and practical recommendations.
• Excellent written and verbal communication skills, including the ability to influence stakeholders, explain requirements, and navigate competing priorities.
• Strong organizational skills, attention to detail, and ability to manage multiple deadlines without losing sight of accuracy.
• Proficiency with Microsoft Word, Excel, Outlook, and PowerPoint.

Preferred Qualifications

• B2B SaaS or subscription-based business models.
• Contract redlining, commercial negotiations, and recurring-revenue reporting.
• Revenue forecasting, financial modeling, budgeting, or scenario analysis.
• Improving deal workflows, system integrations, internal controls, and data governance.
• Implementing automation or AI-enabled process improvements.
• Collaborating across Sales, Finance, Legal, Accounting, Customer Success, and Revenue Operations.

Compensation & Benefits

• Full-Time, Exempt employment type (compensation and benefits not specified in the posting).

Location

• US Remote
• Please note: at this time, the organization does not hire candidates residing in California, Hawaii, or Alaska.