RevOps Analyst

About the role

• Define and own the core GTM metrics framework, measuring performance from first lead engagement through pipeline, bookings, and revenue: pipeline generation, conversion rates by stage, win rate, average deal size, sales cycle, ACV/ARR growth, and net retention.

• Run full-funnel analysis from lead to closed-won to renewal, including win/loss, deal velocity, discounting, and pricing trends, to identify where deals stall and why and to inform sales strategy and deal desk policy.

• Build rep and team productivity analyses: ramp time, activity-to-outcome ratios, attainment distribution, and capacity utilization.

• Perform cohort and segment analysis (by industry, region, deal size, product, and channel) to guide where to invest.

• Build reporting and dashboards that join CRM, marketing, product usage, and finance data into a single view of the business, covering campaign performance, attribution, pipeline coverage and contribution, forecast accuracy, and GTM efficiency.

• Go beyond reporting what happened: use AI and analytical tools, including Claude, to run ad-hoc deep dives for the leadership team, surface trends, analyze why performance changed, and turn findings into concise recommendations with clear owners and next steps.

• Partner with Demand Generation, Digital, Field, Partner, and Product Marketing to evaluate program effectiveness and identify opportunities to improve conversion and ROI.

• Build capacity, quota, and scenario models with Finance and Sales leadership, including "what-if" analyses for headcount, pipeline coverage, and target-setting; maintain quota attainment tracking.

• Support sales compensation plan design, modeling, and monthly commission calculation and validation.

Data Governance

• Establish and enforce standards for database hygiene, normalization, deduplication, account hierarchies, segmentation, enrichment, campaign taxonomy, and data quality.

• Own and optimize FireMon’s GTM technology ecosystem, ensuring tools are integrated, adopted, scalable, and delivering value, and recommend where platforms should be added, consolidated, replaced, or eliminated.

• Maintain documentation of system architecture, integrations, workflows, and business rules.

Required Skills and Experience

• 5+ years in Sales Operations, Revenue Operations, or GTM Operations, ideally at a B2B SaaS or technology company.

• Hands-on Salesforce experience: building reports and dashboards, configuring fields, flows, and validation rules.

• Proven ownership of the sales forecast process, pipeline reporting, and territory, quota, and capacity planning cycles for a multi-segment sales team.

• Strong SQL skills and hands-on experience with a BI tool (Tableau, Power BI, or Looker); advanced Excel / Google Sheets modeling (lookups, pivots, scenario models).

• Strong project management skills and comfort managing multiple priorities in a fast-paced environment.

• Clear written and verbal communication; able to translate ambiguous business questions into clear analysis and recommendations for executives, and to train and influence sales teams.

• Bachelor's degree in Business, Finance, Economics, or a related field, or equivalent experience.

Preferred Skills and Experience

• Experience with statistical analysis, or with a cloud data warehouse (Snowflake, BigQuery, Redshift).

• Experience with forecasting and revenue intelligence tools (e.g., Clari, Gong) and incentive comp platforms (e.g., CaptivateIQ, Spiff, Xactly).

• Experience supporting enterprise SaaS or cybersecurity GTM teams, including channel or partner-sourced deals and ABM or intent-driven marketing.

• Familiarity with CPQ and quote-to-cash processes.

• Familiarity with APIs, webhooks, integration platforms, or low-code/no-code automation tools.