Senior Sales Operations Analyst

Ibotta is seeking a Senior Sales Operations Analyst to join our innovative team and contribute to our mission to Make Every Purchase Rewarding.

We are looking for a Senior Sales Operations Analyst to join our Sales Operations team. In this role, you will be the analytical backbone of our sales organization - owning commission calculations, building quota models, and delivering the pipeline visibility our GTM leadership needs to make confident decisions. You will work cross-functionally with Sales, Finance, and Sales Operations to design and scale the processes that drive predictable, efficient growth.

This position is located in Denver, Colorado as a hybrid position requiring 3 days in office (Tuesday, Wednesday, and Thursday). Candidates must live in the United States.

Not based in Denver? We will offer a relocation bonus to help make your move to the Mile High City a smooth one.

• Calculate and administer monthly and quarterly sales commission payouts accurately and on schedule

• Build and maintain commission models in Excel and administer a dedicated incentive compensation platform (e.g., Captivate IQ, Xactly, Spiff)

• Partner with Finance to ensure commissions are accrued correctly and align with compensation plan terms

• Investigate and resolve commission disputes; serve as the primary point of contact for rep questions

• Lead quota-setting processes, factoring in market potential, historical performance, and hiring plans

• Own weekly pipeline and forecast reporting for all sales segments; deliver insights to VP-level stakeholders

• Build and maintain dashboards in Salesforce, Looker

• Identify pipeline health trends - coverage ratios, stage conversion rates, velocity, and deal slippage - and surface actionable insights

• Partner with sales managers on call prep and forecast hygiene, drive CRM data quality initiatives

• Develop and refine statistical forecasting models to increase accuracy and reduce cycle time

• Analyze rep and segment productivity metrics (ramp time, activity benchmarks, win rates) and recommend operational improvements

• Support territory design and account segmentation projects

• Translate complex data findings into clear, executive-ready presentations and narratives

• Model the impact of headcount changes, territory realignments, and plan design variations on overall attainment

• Support annual and mid-year planning cycles by providing scenario analyses for sales leadership and Finance

• Track quota vs. attainment throughout the year and flag early risks or opportunities

• Embrace and uphold Ibotta's Core Values:
  Integrity, Boldness, Ownership, Teamwork, Transparency, & A good idea can come from anywhere

• 5+ years of experience in Sales Operations, Revenue Operations, or a closely related analytical role

• Proven track record administering sales commissions and handling sensitive compensation data with discretion

• Strong quota modeling experience, including territory planning and attainment analysis

• Advanced proficiency in Excel / Google Sheets (complex formulas, pivot tables, scenario modeling)

• Hands-on experience with Salesforce CRM; ability to write and interpret SFDC reports and dashboards

• Experience with at least one BI or visualization tool (Tableau, Looker, Power BI, or similar)

• Excellent communication skills — able to distill complex analyses into clear business narratives

• High attention to detail and comfort managing multiple deadlines simultaneously

• Experience administering an incentive compensation management (ICM) platform such as CaptivateIQ, Everstage, or Spiff

• Familiarity with SQL for ad hoc data extraction and manipulation is preferred

• Experience with statistical or predictive forecasting models is preferred

• Exposure to CPQ tools or sales methodology frameworks (MEDDIC, SPICED, etc.) is preferred

Ibotta (NYSE: IBTA) is a leading performance marketing platform allowing brands to deliver digital promotions to over 200 million consumers through a network of publishers called the Ibotta Performance Network (IPN). The IPN allows marketers to influence what people buy, and where and how often they shop – all while paying only when their campaigns…