Revenue Operations Analyst

The Revenue Operations Analyst supports the systems, data, and reporting that our GTM teams rely on. This role sits at the intersection of Salesforce administration, GTM analytics, and process development.

This is a hands-on, execution-oriented role that will involve wearing many hats. You will have the opportunity to own meaningful projects across the business that help move us forward.

Scope of the Role:

Salesforce administration and tooling

• Administer and maintain Salesforce: custom fields, formula fields, validation rules, automations, field-level security, page layouts, custom objects, and user permissions
• Maintain and troubleshoot Sweep.io automations, including timed actions, WAIT steps, and lead routing logic
• Support GTM tooling management and implementation
• Support management of Outreach, Sybill, Clay, ZoomInfo, Pylon, Sweep.io, Inflection, Alguna

Data quality and integrity

• Monitor hygiene across Accounts, Contacts, Leads, and Opportunities; identify and remediate duplicates, routing gaps, and misstamped records
• Investigate data discrepancies end to end, such as distinguishing a genuine stage change from an automation stamping LastModifiedDate, or reconciling quota figures that disagree between Salesforce and Hex dashboards
• Ability to manipulate large data sets in a live production environment without causing disruption

Reporting and analysis

• Build and maintain reporting on pipeline coverage, conversion, ASP/mix, sales cycle velocity, quota attainment, and NNR
• Support the weekly and monthly leadership cadence, including recurring Slack digests (the AM/TAM weekly digest and the pipeline dollar-bridge digest)
• Perform ad hoc analyses for sales leadership — sourcing integrity audits, cohort ramp analysis, and similar

Planning support

• Support territory design and carve work across Enterprise, Mid-Market, and SMB, including overlap rules and open-pipeline guardrails
• Support quota setting and capacity planning, including AE ramp curve analysis and bottoms-up NNR plan builds grounded in Salesforce actuals

GTM Support

• Support ad-hoc tickets in our GTMops ticketing system
• Contribute to our emerging AI-assisted RevOps tooling — MCP-based live Salesforce querying, scheduled digest automation, handoff support, etc.

Required Qualifications

• A Bachelor's degree, or equivalent practical experience
• 1–4 years in revenue operations, sales operations, business operations, or GTM analytics (B2B SaaS preferred)
• Time management — ability to prioritize roadmap projects while balancing response to ad-hoc requests from our GTMops ticketing system
• Hands-on Salesforce experience: formula fields, validation rules, flow, reports, and dashboards
• Spreadsheet modeling skills — lookups, pivots, multi-step models you can defend line by line
• Proficiency with AI tools and prompting
• Understanding of data structure and foundations
• Genuine analytical rigor: you're the kind of person who notices when two systems disagree and wants to know why
• Clear written and verbal communication; comfortable working directly with AEs, SDRs, and sales leaders
• Comfort with ambiguity — many of our processes are still being built, and the right answer often isn't documented yet

Preferred Qualifications

• Local and/or willing to be in person at our Walnut Creek, CA office twice per week
• Salesforce Administrator certification
• SQL proficiency; experience with a BI tool (we use Hex)
• Experience with a commission platform (we use QuotaPath) or with comp plan design
• Familiarity with any of: Outreach, Sybill, Clay, ZoomInfo, Pylon, Sweep.io, Inflection, Alguna, Claude, etc.
• Exposure to public-sector, municipal, or infrastructure sales cycles
• Interest in AI-assisted workflows and agentic tooling