Revenue Operations Analyst

Instructure is looking for a high-performing Revenue Operations Analyst to support our global Sales Operations function. Reporting to the Director of Planning and Analytics, this role partners across Business Units to deliver data-driven insights on bookings, pipeline health, and sales performance. You'll build the reporting and analysis that helps leadership make faster, better-informed decisions. You'll also support the Revenue Operations team on Annual Planning activities.

You'll work closely with Sales, Finance, and Revenue Operations teams to turn raw data into clear recommendations. The ideal candidate combines strong SQL and analytical skills with the judgment to know what a number actually means for the business.

This position can be worked remotely.

What You'll Do

• Build and maintain SQL queries and reports that track bookings, pipeline coverage, and conversion, and monitor CRM data quality to resolve issues at the source.
• Analyze pipeline trends and support the weekly forecasting review cadence with clean, accurate data that flags risk before it becomes a forecast miss.
• Partner with regional and global Sales Operations teams to keep metric definitions and reporting standards consistent.
• Build standardized templates for territory planning, account segmentation, and quota allocation, and partner with field Sales Operations business partners to deliver them on schedule during the H2 Annual Planning cycle.
• Build sales rep capacity models to inform headcount and territory coverage decisions.
• Translate ad hoc business questions into structured analysis and clear, leadership-ready answers.
• Identify opportunities to automate recurring reports and reduce manual work, using AI tools where applicable.
• Contribute to global Sales Operations projects and share practices that scale across regions.

What You'll Need

• 2+ years of experience in Sales Operations, Revenue Operations, Business Analytics, or a related go-to-market analytical role, preferably within a SaaS or recurring-revenue business.
• AI fluency, with experience using AI tools to automate repetitive tasks and improve productivity.
• Strong SQL skills and hands-on experience querying and reporting on data in Salesforce, plus experience building or scoping dashboards in Tableau or a comparable business-intelligence platform.
• A strong understanding of B2B sales processes, pipeline management, and forecasting metrics.
• Sound business judgment — the ability to turn complex data into clear insights and question assumptions rather than accept them at face value.
• Strong written and verbal communication skills, with the ability to present findings to both frontline teams and senior leadership.
• High attention to detail and a proactive, adaptable approach suited to a fast-paced, evolving environment.

Preferred Qualifications

• Bachelor's degree in a quantitative field, or equivalent job experience.
• Experience with Snowflake or another cloud data platform.
• Experience with revenue technology platforms, such as Clari and Gong.
• Experience supporting bookings, pipeline, or forecast analysis across multiple regions or business units.
• Comfort working across time zones with global stakeholders.