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.