Revenue Operations Analyst

Requirements

Responsibilities

• Outbound GTM & Pipeline Creation

• Build, maintain, and QA target account and contact lists for AE-led and SDR-assisted outbound motions — including territory-based segmentation, tiering, enrichment, and rep assignment.

• Stand up the operational layer for outbound waves: list views, program tagging, sequence enrollment triggers, and launch kits so reps can execute without rebuilding lists from scratch.

• Configure and monitor data piping across our outbound stack (Salesforce, Apollo, HubSpot, Chili Piper, Clay, and enrichment tools) — document field mappings, integration logic, and rollback plans.

• Write and maintain outbound playbooks, battlecards, and rep enablement: research templates, sequencing guidance, competitive positioning, and wave launch instructions.

• Track outbound program KPIs (accounts worked, meetings booked, pipeline created) and run post-wave retrospectives to improve the next cohort.

• Salesforce & Sales Systems

• Support configuration and maintenance of Salesforce: fields, page layouts, Dynamic Forms / Lightning record pages, permission sets, reports, dashboards, and flows (under senior review for production changes).

• Run structured UAT in sandbox, document test cases, and verify fixes before production releases.

• Help maintain data quality across Opportunity, Account, and Contact objects — including stage gates, validation rules, and partner/channel fields.

• Execute bulk CRM operations for operational launches: account creation, owner assignment, tagging, and post-launch sanity checks.

• Support the broader sales tech stack: HubSpot, Gong, Clari, Zuora CPQ, Apollo, LeanData, Vitally, and related GTM tools.

• Revenue Operations & Cross-Functional Project Execution

• Support delivery of Rev Ops initiatives end-to-end: requirements gathering, UAT test plans, launch checklists, post-launch verification, and documentation.

• Partner on territory design, account/list assignment, and targeting operations (segmentation, enrichment, reconciliation, and QA).

• Execute data audits and remediation (pipeline hygiene, attribution gaps, partner/account mapping, workflow and integration issues).

• Partner with Sales on pipeline reviews, rep tooling issues, and operational friction (routing, approvals, quote/CPQ workflows).

• Support Marketing on lead lifecycle, workflow hygiene, and HubSpot ↔ Salesforce alignment.

• Partner with Finance and CS on renewal operations, subscription/term data quality, onboarding metrics, and customer health reporting.

• Maintain runbooks, change logs, and process documentation so the team can move fast without losing context.

• Reporting, Analytics & Commercial Intelligence

• Build and refresh operational and executive reporting: pipeline metrics, bookings, conversion funnels, territory load, partner performance, and renewal/expansion views.

• Pull and reconcile data across Salesforce, Google Sheets, HubSpot, Vitally, and other sources; investigate discrepancies and propose fixes.

• Support forecasting operations: forecast hierarchy maintenance, submission hygiene, weekly/monthly rollups, and scenario views for leadership.

• Identify trends, outliers, and process gaps through structured analysis — and translate findings into clear recommendations.

• AI-Native Operations

• Use AI-assisted workflows (e.g., Cursor, copilots, automation scripts) to accelerate analysis, list building, documentation, QA, and repeatable operational tasks.

• Help evaluate and implement lightweight automations that improve Rev Ops throughput without sacrificing accuracy or controls.

• Distribute and work a list of 30,000 accounts across 6 (growing to ~8) sellers.

• Build ICPs, contact lists, conversation playbooks, and objection handling guides. • Build and maintain outbound sequences and templates for the sales team. • Scope independently and run discovery with the sales and account management teams.

• Synthesize gathered intel into strategy.

• Analyze and iterate on performance using tools like Gong and sequence data.

What You'll Do

• Distribute and work a list of 30,000 accounts across 6 (growing to ~8) sellers

• Build ICPs, contact lists, conversation playbooks, and objection handling guides • Build and maintain outbound sequences and templates for the sales team

• Run discovery with the sales and account management teams and build the playbook independently

• Collaborate with sellers, AMs, and marketing to gather intel and synthesize it into strategy

• Analyze Gong call recordings and sequence performance to iterate on strategy

Must Have

• 2–4 years of experience in Revenue Operations, Sales Operations, GTM Operations, or Marketing Operations within B2B SaaS (high-growth or compliance/security SaaS a plus).

• Hands-on Salesforce experience (1+ years): reports/dashboards, list views, basic configuration; exposure to flows, validation rules, permission sets, and sandbox UAT strongly preferred.

• Demonstrated experience supporting outbound or pipeline-generation motions — target lists, sequence setup, rep enablement, or wave-based launches (not required to be your entire background, but you should be excited to own this work).

• Familiarity with outbound and enrichment tooling: Apollo, and exposure to at least one of Clay, Instantly, Chili Piper, HubSpot, or similar. • Strong analytical and quantitative skills — comfortable with Excel/Google Sheets, pivot tables, and reconciling data across systems; SQL and/or Python a plus.

• Demonstrated ability to execute projects with structure: clear documentation, test plans, stakeholder updates, and follow-through through launch.

• Detail-oriented with high standards for data accuracy; you catch inconsistencies before they become exec-facing problems.

• Strong cross-functional communicator — you can work with AEs, AMs, SDRs, marketers, finance partners, and leadership without needing everything spelled out.

• Bias for action: you iterate quickly, measure outcomes, and escalate blockers early.

• AI-native operator (or strong willingness to become one): comfortable using modern AI tools to move faster on analysis, research, and operational work.

• Zero-to-one capability — must be able to take a project from nothing with no hand-holding.

• Expert knowledge of outbound best practices (will not be taught on the job).

• Strategic, high-level thinking (not just technical builds).

• Experience working closely with exec teams.

• Cross-functional collaboration history; comfortable working with sellers, AMs, and marketing to gather intel and synthesize it into strategy.

• Analytics-driven — able to analyze what's working (e.g., Gong call recordings, sequence performance) and iterate accordingly.

• Strategic, not just technical — must be able to scope independently, run discovery with the sales and account management teams, and build the playbook themselves.

• Proficiency with Tool Stack: Salesforce, HubSpot, Apollo, Gong, Nooks (dialer), LinkedIn Sales Navigator, Clay, Chili Piper, Zapier, Cursor, Claude, Whisper.

Nice to Have

• Exposure to Zuora / Salesforce CPQ (quote-to-cash, approvals, subscription fields)

• HubSpot workflow or lifecycle-stage operations

• CMMC, federal, or defense-industry GTM experience

• Territory management and list-building at scale

• Experience supporting stage gates, forecast cadences, or partner/channel GTM motions