Senior Sales Operations Analyst

• Act as the primary analytics partner to Sales leadership and senior executives — proactively defining key metrics, surfacing strategic insights, and shaping decisions on quota, territory, headcount, and pipeline strategy
• Independently translate ambiguous, open-ended business questions into structured analyses; identify the right question to ask when leadership hasn't fully defined it themselves
• Own the architecture, roadmap, and governance of Sales dashboards and reporting infrastructure — not just maintenance, but decisions on what gets built, deprecated, or redesigned as the business scales
• Design and continuously refine sales performance and quota models, incorporating historical trends, pipeline data, seasonality, and rep-level variance to drive quota setting, attainment tracking, and revenue forecasting at the leadership and board level
• Build and evolve forecasting methodology, bringing statistical rigor (trend analysis, cohort analysis, scenario/sensitivity modeling) to what has historically been a more manual or gut-driven process
• Set reporting standards and analytic best practices across the Sales analytics function; review and improve the work of other analysts, and mentor junior team members on technique, tooling, and stakeholder management
• Proactively identify risks, anomalies, and opportunities in the data — surfacing them to leadership before they're asked for, not just answering the questions in front of you
• Serve as the escalation point and liaison across Product, Marketing, Data Engineering, and Finance to resolve data discrepancies, align on definitions, and ensure a single source of truth across systems
• Lead or significantly contribute to cross-functional data cleansing and data quality initiatives, including diagnosing root causes upstream in the CRM and data pipeline
• Represent analytics in planning cycles (annual quota setting, territory design, comp plan discussions), advising on trade-offs with data-backed recommendations

• 5+ years of experience in Sales/Revenue Operations, Business Analytics, or a related analytics function, with a strong focus on sales analytics, forecasting, or GTM strategy
• Advanced proficiency in SQL (complex joins, window functions, query optimization) and hands-on expertise in Looker and LookML, including data modeling and semantic layer design (not Looker Studio)
• Advanced Excel/Sheets skills for modeling — able to build and audit complex, multi-scenario financial and quota models from scratch
• Deep familiarity with CRM systems (e.g., Salesforce) and a strong working knowledge of how sales data flows, breaks, and gets misreported across systems
• Demonstrated track record of advising and influencing senior (VP/C-level) stakeholders using data — including pushing back constructively when the data tells a different story than leadership expects
• Exceptional storytelling and executive communication skills; able to distill complex, multi-variable analysis into a clear narrative and recommendation for non-technical audiences
• Strong statistical literacy — trend analysis, forecasting methods, and cohort analysis — with the judgment to know which technique fits which business question
• Proven ability to independently source, assess, and prioritize data and competing asks in a fast-moving, ambiguous environment with shifting requirements
• Experience owning an analytics roadmap or reporting infrastructure end-to-end, including making build-vs-deprecate decisions
• Experience reviewing or mentoring the work of other analysts

• Experience with dbt or a similar data transformation/modeling tool
• Working knowledge of Python or R for statistical modeling beyond what Excel/SQL can support
• Direct experience with sales quota design or compensation plan design
• Experience presenting directly to executive leadership or a board
• Experience partnering with Finance on revenue forecasting or annual planning cycles
• Prior experience managing or dotted-line mentoring junior analysts

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