Lead Revenue Operations Analyst

Responsibilities:

• Own the sales forecasting process end-to-end — methodology, pipeline inspection, risk identification, and forecast accuracy — and run the cadence that gives leadership clear, actionable views of existing and new-customer opportunities
• Serve as a trusted thought partner to the SVP Revenue, proactively surfacing trends, risks, opportunities, and recommended actions
• Analyze pipeline health, coverage, conversion, velocity, win/loss trends, and sales productivity to identify actionable insights and assess sales-funnel health and risk
• Build quantitative models and complex-dataset analyses that support revenue decisions, planning, and scenario evaluation
• Own the reporting and operating cadence that Revenue leadership uses to review performance, inspect the pipeline, and drive accountability
• Own revenue operations planning and partner with Revenue and Finance leadership on GTM planning, including quotas, capacity, headcount, targets, and scenario planning
• Own sales compensation strategy, design, and governance, including quota and incentive modeling, performance analysis, and oversight of commission accuracy, while partnering with the GTM Operations Analyst on day-to-day plan administration and commission processing.
• Partner with sales, marketing, and executive leaders on go-to-market decisions, including revenue-operations considerations for tools and processes such as CPQ and deal desk
• Develop pipeline reporting that strengthens the prospect funnel in partnership with marketing, supports reps as they work opportunities through to close, and improves visibility from bookings through revenue conversion
• Independently drive complex revenue operations work from problem definition through analysis, recommendation, and execution
• Communicate complex findings clearly and concisely to executive and cross-functional audiences

Requirements:

• 6+ years of experience in Revenue Operations, Sales Operations, GTM Strategy & Operations, or a related role, within a complex B2B SaaS environment
• Deep experience in owning sales forecasting and improving forecast quality, rigor, and visibility
• Exceptional quantitative and analytical skills, including building models and analyzing complex datasets in Google Sheets, and translating that analysis into business recommendations
• Proven ability to partner with senior Revenue leaders, bring an independent point of view, and influence decisions through data and insight
• Strong understanding of pipeline management, coverage, conversion, velocity, sales productivity, and SaaS GTM metrics
• Experience with sales compensation, including plan administration, commission processes, quota setting, and compensation analysis
• Deep experience with Salesforce
• Experience with GTM planning, including capacity, headcount, quota, target, or scenario planning
• Strong financial and business acumen, with the ability to partner effectively with Finance and FP&A
• The communication and presentation skills to be a trusted thought partner to senior leaders and convert strategy into clear action
• Comfortable operating as a senior individual contributor with significant autonomy and ownership, in a newly formed function without an established playbook
• Ability to travel approximately 10% of the time

Additional Skills We Value:

• Ironclad or other contract lifecycle management solutions
• Vasco or similar revenue operations platforms
• Tableau experience
• HubSpot experience
• Fintech domain expertise

We Offer Our US-Based Employees:

• Competitive salary + Equity
• Outstanding Medical and Dental benefits, including 100% employer-paid option
• Company-paid Life and Disability insurance
• Optional vision and supplemental insurance options, and various Flexible Spending Accounts (FSA)
• Open Paid Time Off policy + 12 weeks of paid leave for new parents
• Matching 401(k) plan (5% up to $5,000 yearly)
• $1,000 annual professional development stipend
• Monthly home working/digital lifestyle stipend, new MacBook, and one-time accessory reimbursement
• Access to company-paid professional coaching service
• Visits to HQ in Durham, North Carolina for remote employees