Principal Revenue Operations Analyst
About the Role:
We're hiring a Principal Revenue Operations Analyst to own operations across the full customer lifecycle: the funnel, systems, numbers, deals, and post-sale motion. You'll report directly to the Senior Director of Revenue Operations as the senior individual contributor on a small team, setting the standard for how the work gets done.
Be clear-eyed about one thing: this is a hands-on role. There's a real backlog, and for the first stretch you'll be in the work - building the reports, running the deal desk, fixing the data - while automating it as you go. The leverage compounds, but it doesn't start on day one.
The substance of the job is core revenue operations: sales operations, GTM strategy and planning, deal desk, forecasting, incentive compensation, data management, and analytics. It also extends beyond the close: you'll be the operational partner to Account Management, Implementation, Customer Success, and Customer Support, which means renewals and amendments, onboarding milestones, health and adoption signals, and the handoffs between those teams all fall within your scope. Payments makes it more complex than most: our revenue moves with our customers' transaction volume, so getting the numbers right means understanding how the business actually works.
What's different is the leverage. We're building a RevOps function where AI carries more of the repeatable work, and this role sits at the center of that. You should already be using AI in your day-to-day work and be able to show us what you've built with it - not a certification, but real examples. You don't need to be an ML engineer, and we'll invest in deepening those skills. What we can't teach on the job is the operational foundation underneath it: knowing what a defensible forecast looks like, where a funnel definition breaks down, what a comp plan can't get wrong. That judgment is what makes automation trustworthy, and it's why this role needs both.
If you have the RevOps fundamentals and you're already building with AI, we'd like to talk.
This role is open to candidates based in Latin America (excluding Brazil)
Responsibilities:
Funnel architecture and governance: Own revenue operations across the full go-to-market funnel. Partner with sales, account management, customer success, and marketing to hold rigorous KPI governance and lifecycle definitions (MQL / SAL / SQL) that every team trusts and reports against.
Deal desk and commercial support: Run deal desk for non-standard structures - pricing exceptions, consumption commitments, multi-product bundles - and make sure what gets signed is what gets billed and reported.
Forecasting and planning: Own forecast accuracy, pipeline hygiene, and coverage analysis. Support territory, quota, and capacity planning alongside the Senior Director.
Incentive compensation: Administer and stress-test comp plans, model changes, and resolve disputes with a clear audit trail.
Customer operations: Extend the same operational rigor to the post-sale organization, supporting Account Management, Implementation, Customer Success, and Customer Support. Own the process, systems, and reporting behind renewals and amendments, onboarding and implementation milestones, health and adoption signals, escalation paths, and the handoffs between each team - so the customer journey holds together after the deal closes.
Data management and analytics: Own the integrity of GTM data - enrichment, deduplication, source attribution, and the metric definitions that keep two reports from answering the same question differently. Turn that into analysis leadership actually uses.
AI-enabled operations: Design and build the agents, automations, and workflows that carry the repeatable load: applying business rules, surfacing recommendations mid-cycle, flagging expansion signals and pipeline risk, and escalating to a human only where judgment is genuinely required. You'll be given latitude to decide what gets automated and what stays manual.
Systems partnership: Work in close partnership with our Salesforce owner and technical partners - you own the operational design and requirements; they own platform build and administration. Translate ambiguous business asks into solutions that hold up across the stack.
Raising the bar: Set the quality standard for how RevOps work gets done here. As the senior operator on the team, you'll help unblock the people around you, mentor where it's useful, and grow the range of the function overall.
Proactive ownership: Diagnose pipeline breakpoints and process friction and drive fixes cross-functionally. Nobody here will hand you a prescriptive task list.
Requirements:
5+ years in revenue operations, sales operations, or GTM operations - or equivalent depth in a closely related function - including at least 2 in a senior or lead capacity
Willingness to be hands-on. You'll be doing the work as well as designing it, particularly early on
Working command of the end-to-end customer journey, from top-of-funnel acquisition through post-sale retention and expansion, and the metrics that describe each stage
Hands-on depth in at least two of: deal desk, forecasting methodology, incentive compensation, or GTM data management and quality
Experience supporting post-sale teams - customer success, account management, implementation, or support operations - including renewal and expansion motion, health scoring, or onboarding process
Strong Salesforce fluency - reporting, objects and data model, and how operational processes get encoded in a CRM
Current, hands-on use of AI in your own work, with specific examples you can walk us through - an agent, an automation, an assistant, or a workflow you built and put to use. We care about what you've actually shipped, not which tool you used
A considered point of view on how AI changes operations work, and a track record of picking up new tooling quickly
Proven ability to manage senior stakeholders, translate between business and technical requirements, and influence teams you don't control
Excellent written and verbal communication in English, particularly with senior stakeholders
Strong prioritization and ownership in an environment with more opportunities than instruction
Experience mentoring, reviewing, or leveling up teammates, formally or informally
Additional Skills We Value:
Payments, fintech, or another usage-based or consumption-priced business
AI agents or LLM-backed workflows you've built for a commercial or operational team, running in production with other people depending on them
Hands-on work with automation platforms (n8n, Zapier) or agentic tooling (Claude and similar)
Enough technical comfort to work in a Git repo and ship something to a hosted environment - you don't need to be an engineer, but the people who thrive here can build, not only specify
SQL and hands-on work in a BI tool (we use Tableau)
CPQ, CLM, or billing-system experience (Salesforce CPQ, Ironclad)
Revenue intelligence tooling (Gong, Apollo)
Customer support and success platforms (Zendesk, Intercom) and the reporting that sits on top of them