Lead Revenue Operations Analyst
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Lead Revenue Operations Analyst based in the United States.
This is a senior individual contributor role responsible for strengthening the operating engine behind a complex B2B SaaS go-to-market organization.
You will own critical revenue operations processes spanning sales forecasting, pipeline analytics, GTM planning, and sales compensation.
Working closely with executive and revenue leadership, you will turn complex data into clear insights, recommendations, and actions.
The role combines quantitative analysis, financial and commercial judgment, and hands-on operational execution.
You will have significant autonomy to identify emerging risks and opportunities and help leadership act before they materially affect performance.
As part of a newly developing GTM Operations function, you will help establish scalable processes, operating cadences, and analytical frameworks.
This opportunity is ideal for an experienced operator who wants substantial strategic impact without people-management responsibilities.
Accountabilities
Own the end-to-end sales forecasting process, including methodology, pipeline inspection, risk identification, forecast accuracy, and the operating cadence used by revenue leadership.
Serve as a trusted thought partner to senior revenue executives by proactively identifying trends, risks, opportunities, and recommended actions.
Analyze pipeline health, coverage, conversion, velocity, win/loss trends, sales productivity, and other SaaS GTM metrics to identify actionable insights.
Build quantitative models and analyze complex datasets to support revenue decisions, planning, scenario evaluation, and business strategy.
Own reporting and operating rhythms used to review performance, inspect pipeline health, and maintain accountability across the revenue organization.
Lead revenue operations planning in partnership with Revenue and Finance leadership, 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.
Partner with the GTM Operations Analyst on day-to-day compensation administration and commission processing while retaining overall ownership of the strategy and methodology.
Collaborate with Sales, Marketing, Finance, and executive stakeholders on go-to-market decisions, including operational considerations related to CPQ, deal desk, tools, and processes.
Develop pipeline reporting that improves visibility throughout the prospect funnel, supports opportunity progression, and connects bookings with revenue conversion.
Independently lead complex revenue operations initiatives from problem definition and analysis through recommendation and execution.
Communicate complex analytical findings clearly and concisely to executive and cross-functional audiences.
Help establish scalable processes and operating practices within a newly formed GTM Operations function.
6+ years of experience in Revenue Operations, Sales Operations, GTM Strategy & Operations, or a related discipline within a complex B2B SaaS environment.
Deep experience owning sales forecasting processes and improving forecast quality, rigor, accuracy, and visibility.
Exceptional quantitative and analytical capabilities, including experience building models and analyzing complex datasets in Google Sheets.
Ability to translate detailed analysis into practical business recommendations and communicate implications clearly.
Proven ability to partner with senior revenue leaders, offer an independent point of view, and influence decisions through data and business insight.
Strong understanding of pipeline management, coverage, conversion, velocity, sales productivity, and SaaS go-to-market metrics.
Experience with sales compensation, including quota setting, plan administration, commission processes, incentive modeling, and compensation analysis.
Deep experience with Salesforce.
Experience with GTM planning involving capacity, headcount, quotas, targets, and scenario modeling.
Strong financial and business acumen, with the ability to collaborate effectively with Finance and FP&A teams.
Excellent communication and presentation skills, particularly when working with senior executives and cross-functional stakeholders.
Comfortable operating as a senior individual contributor with substantial autonomy and ownership in a newly established function without an existing playbook.
Willingness and ability to travel approximately 10% of the time.
Experience with Ironclad or another contract lifecycle management platform is valued.
Experience with revenue operations platforms such as Vasco is valued.
Tableau experience is a plus.
HubSpot experience is a plus.
Fintech or payments industry experience is a plus.
Candidates must be legally authorized to work in the United States without current or future employment sponsorship.
The role is not currently available to candidates residing in New York.
Competitive salary plus equity.
Comprehensive medical and dental benefits, including an option that is fully employer-paid.
Company-paid life and disability insurance.
Optional vision and supplemental insurance plans.
Flexible Spending Accounts (FSA).
Open Paid Time Off policy.
12 weeks of paid leave for new parents.
401(k) matching plan, with a 5% match up to $5,000 annually.
$1,000 annual professional development stipend.
Monthly home-working and digital lifestyle stipend.
New MacBook and one-time accessory reimbursement.
Access to company-paid professional coaching.
Opportunities for remote employees to visit the headquarters in Durham, North Carolina.
Remote-first work environment with a culture emphasizing transparency, collaboration, curiosity, simplicity, and self-directed leadership.
Opportunity to use modern AI tools alongside human judgment to improve productivity and business impact.