Senior Sales Operations Analyst

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers.

Instructure is looking for a high-performing Senior Sales Operations Analyst to serve as the primary Sales Operations business partner for one of our North America (NORAM) Business Units. Reporting to the AMER Director of Sales Operations, this highly visible senior individual-contributor role will work closely with the Business Unit’s sales leadership team to improve forecast visibility, sales performance, and operational execution.

You will coordinate the operating cadence and deliver analytics for your assigned Business Unit, translating data into clear recommendations, identifying risks and growth opportunities, and partnering with Sales, Finance, Marketing, Customer Success, and other Revenue Operations teams. The ideal candidate combines strong analytical capabilities with sound business judgment, clear communication, and the ability to independently manage defined cross-functional workstreams.

This position can be worked remotely anywhere in the United States.

What You’ll Do

• Serve as the primary Sales Operations partner and trusted advisor to the leadership team of an assigned NORAM Business Unit.
• Coordinate the Business Unit’s recurring sales operating cadence, including weekly forecasting, pipeline reviews, monthly performance reviews, and quarterly business reviews.
• Analyze bookings, pipeline coverage, conversion, sales productivity, attainment, and other key performance indicators to identify trends, risks, and opportunities.
• Deliver actionable recommendations that help sales leadership improve forecast accuracy, pipeline health, seller productivity, and overall performance.
• Support annual and in-year sales planning, including territory and account segmentation, coverage and capacity analysis, quota modeling, and headcount planning.
• Conduct whitespace, account-potential, and customer-journey analyses to identify opportunities for acquisition, expansion, and improved seller productivity.
• Partner with Finance, Marketing, Customer Success, Enablement, and Revenue Operations to align plans, metric definitions, priorities, and execution across the assigned Business Unit.
• Maintain trusted reporting by monitoring CRM data quality, resolving reporting inconsistencies, and encouraging adherence to established sales processes and governance.
• Translate business needs into clear analytics, reporting, process, and systems requirements, and partner with technical teams on solution design, testing, implementation, and adoption.
• Identify opportunities to automate recurring reporting and streamline operational workflows.
• Independently lead defined cross-functional projects and analytical workstreams from problem definition through recommendation and implementation.
• Contribute to AMER-wide Sales Operations initiatives and share scalable practices across NORAM Business Units.

What You’ll Need

• Three or more 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.
• Experience supporting sales leaders as an operational or analytical business partner.
• A strong understanding of B2B sales processes, pipeline management, forecasting, and sales performance metrics.
• Strong proficiency with Excel or Google Sheets and experience using Salesforce for reporting, analysis, and sales-process support.
• Experience building, maintaining, or interpreting dashboards using Tableau or a comparable business-intelligence platform.
• Experience supporting territory design, account segmentation, quota planning, coverage analysis, or sales-capacity modeling.
• The ability to synthesize complex information into clear insights, recommendations, and leadership-ready communications.
• Sound business judgment and the ability to constructively evaluate assumptions using data and structured analysis.
• Experience coordinating cross-functional projects, managing competing priorities, and delivering results with limited direction.
• Strong written, verbal, and presentation skills, with the ability to communicate effectively with frontline teams and senior leadership.
• High attention to detail and a demonstrated commitment to data accuracy, process discipline, and operational reliability.
• A proactive, adaptable approach and the ability to succeed in a fast-paced, evolving environment.

Preferred Qualifications

• Familiarity with SQL or experience using query-based data to support business analysis.
• Experience working with Snowflake or another cloud data platform.
• Experience improving or automating recurring reports and operational workflows.
• Experience supporting acquisition, expansion, whitespace, or customer-journey analysis in a B2B SaaS environment.