Lead Sales & Growth Operations Analyst

Tebra only initiates contact with candidates via email from an official Tebra email address (@tebra.com, @patientpop.com, or @kareo.com) or through our applicant tracking system, Greenhouse. We will only ask you to provide sensitive personal information through our official application portal - not via social media or text message. We do not conduct interviews via instant messaging.

About the Role

Tebra is seeking a Lead Sales & Growth Operations Analyst to improve the performance of our new-logo Sales organization. You’ll sit at the intersection of Sales strategy, analytics, and operational execution-helping leaders understand where performance is breaking down, why it is happening, what should change, and whether those changes are working.

This senior individual contributor is a leader-doer who combines strong commercial judgment with hands-on analytical execution. You’ll independently structure ambiguous business questions, build the analysis and reporting needed to answer them, and translate the findings into recommendations that Sales leaders can act on. You will lead cross-functional initiatives from diagnosis through impact measurement, partnering with Growth Operations and Sales leadership to greenlight major recommendations and drive them through execution.

Success in this role looks like: a more trusted and actionable forecasting process; sharper weekly and monthly performance management; measurable improvements in outbound productivity, funnel conversion, sales velocity, and time to productivity; and stronger alignment across Sales, Finance, Marketing Analytics, Enablement, and Operations.

Your Area of Focus

• Lead Sales forecasting and performance analysis - identify risk and opportunity, improve forecast quality, and help leaders move from reporting results to managing the drivers of those results.
• Play a central role in monthly business reviews - shape the KPI framework, build the leadership-ready analysis and narrative, and turn performance discussions into clear decisions and follow-through.
• Diagnose Sales funnel and productivity performance across SDR and AE motions, including pipeline creation, conversion, velocity, attainment, capacity, rep profile, territory design, management effectiveness, and enablement.
• Develop clear recommendations from ambiguous business problems - define the primary outcome, select the right KPI and leading indicators, test hypotheses, identify root causes, and recommend the highest-impact action.
• Lead cross-functional initiatives from diagnosis through measurement - partner with Sales and Growth Operations leaders to align on the path forward, support implementation, and determine whether the change delivered the expected business result.
• Evaluate what we sell, at what price, and to whom - assess the impact of pricing, packaging, discounting, segmentation, and product mix on conversion, velocity, bookings, and unit economics.
• Build and maintain decision-ready reporting in Tableau, Salesforce, and Google Sheets; conduct ad hoc analyses and use SQL to independently query, validate, and investigate data.
• Define metric logic and business rules - establish clear KPI definitions, align stakeholders on how success is measured, and distinguish executive outcomes from the leading indicators that drive them.
• Identify process, instrumentation, and data-quality gaps that limit trustworthy analysis, then partner with Sales Operations, Systems, and the centralized Data & Analytics team to resolve them.
• Partner with Marketing Analytics to connect demand generation and lead performance to Sales capacity, pipeline conversion, and bookings while maintaining clear ownership across the funnel.
• Support annual capacity and operating planning by translating productivity, conversion, ramp, and coverage assumptions into decision-ready scenarios for Sales and Finance leadership.
• Rationalize and evolve the Sales analytics environment - prioritize a meaningful reporting backlog, reduce low-value dashboards, and create a scalable performance-management system that leaders consistently use.

Your Professional Qualifications

• Strong Sales and GTM business acumen - you understand how forecasting, pipeline, conversion, velocity, productivity, capacity, enablement, territories, pricing, and rep behavior connect to bookings outcomes.
• Proven experience in Sales Strategy & Operations, Revenue Operations, Sales Analytics, or GTM Business Operations - typically 5-8 years in a B2B SaaS or similarly data-driven commercial environment.
• Demonstrated ability to structure ambiguous problems - you do not wait for a detailed requirements document; you clarify the business outcome, form hypotheses, determine what should be measured, and build a path to a decision.
• A consistent point of view - you move beyond identifying changes in the numbers to explaining why they changed, what should happen next, and what tradeoffs leaders should consider.
• Hands-on analytical strength - you can independently build dashboards and analyses in Tableau or a comparable BI platform, Salesforce, and Google Sheets, and you are comfortable using SQL to query and validate data.
• Experience supporting recurring Sales operating cadences such as forecasting, weekly performance reviews, monthly business reviews, quarterly planning, or annual capacity planning.
• Exceptional communication and influence - you simplify complex analysis, facilitate alignment across functions, and can respectfully challenge senior stakeholders when the evidence points to a different conclusion.
• Ownership from insight through outcome - you stay engaged after the analysis, support partners through implementation, and measure whether the recommended action materially changed the business result.
• Working knowledge of Salesforce data structures and GTM object relationships including Leads, Accounts, Opportunities, activities, products, users, and related funnel and attribution concepts.
• Conceptual fluency with modern analytics environments - you can translate business requirements, understand underlying data models, and partner effectively with analytics engineers, but you are not expected to own dbt development, Snowflake architecture, or Git-based production workflows.
• Experience in SMB, velocity Sales, new-logo acquisition, outbound, pricing, territory design, capacity planning, or Sales onboarding is strongly preferred.

#LI-AH1 #LI-Remote

We are dedicated to attracting and retaining top talent with competitive and fair compensation. For this position, this range reflects our Zone 1 (National Average) pay band. Your specific compensation is thoughtfully determined by your experience, qualifications, the specific requirements of the role, and your Geo Zone. Our geo-zone system ensures your pay is competitive for your location, recognizing varying costs of labor across regions.

Our four geo zones are designed to reflect this:

Zone 1: National Average

Zone 2: Moderately Higher Cost Regions

Zone 3: High-Cost Regions

Zone 4: Lower-Cost Regions

Beyond base compensation, Tebra offers eligible employees the opportunity for variable pay and a robust benefits package, reflecting our commitment to your overall well-being. In compliance with California pay transparency laws, the specific compensation range applicable to your Geo Zone will be shared during your initial talent screen.

Zone 1 (National Average)

$127,000—$145,000 USD

About Tebra

Tebra is the only all-in-one EHR+ platform built exclusively for independent healthcare practices. Designed to replace the clunky, fragmented tools built for corporate systems, Tebra connects EHR software, billing, automation, telehealth solution, and marketing - so providers can spend less time on admin and more time with patients. More than 42,000 private practices trust Tebra to streamline operations, increase revenue, and reduce burnout - helping clinicians leave work on time and rediscover their purpose. Learn more at www.tebra.com.

Our Values

Start with the Customer 

We get to know our customers - and their patients - and look at the world through their lens.

Keep It Simple

Healthcare is too complex. We aim to simplify it for everyone.

Stay Entrepreneurial 

We reject the status quo and solve problems with creativity, perseverance, and a bias to action.

Better Together

We are diverse, humble, and collaborative. We put the team first and win together.

Celebrate Success

Life is short and joy is underrated. We take time to have fun and celebrate success.

Perks & Benefits 

United States: In addition to our healthcare benefits, we also offer amazing perks! Need work from home basics? We offer a discount through Dell! We also offer a number of resources to help you keep your mind and body healthy. Check out Gympass for a great workout, or TelusEmployee Assistance Program to find mental health resources, along with other resources for everyday occurrences.

Costa Rica: To assist with all of life’s needs, Tebra also offers a wellness and childcare subsidy and a University/Education discount! We also offer a number of resources to help you keep your mind and body healthy. Check out Gympass for access to health and fitness apps, or Telus Employee Assistance Program to find mental health resources, along with other resources for everyday occurrences.

Compliance & Privacy Disclosures

NOTE: Tebra is an equal opportunity employer. All applicants will be considered for employment without attention to age, race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

California residents who apply or are recruited for a job with us: please carefully review our California-specific Privacy Notice under the California Consumer Protection Act here: https://www.tebra.com/privacy-policy/california-supplemental-notice/

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As part of our commitment to a fair and efficient hiring process, Tebra utilizes BrightHire, an interview intelligence platform, for our phone and video screenings. This technology records and transcribes interviews to help us ensure consistency, reduce bias, and make more informed hiring decisions.By applying for this position, you acknowledge that your interview may be recorded.