Senior Revenue Operations Analyst

The Senior Revenue Operations Analyst owns the pipelines, data models, dashboards, and automation that Sales and Customer Success run on. This role turns complex commercial data into trusted territory, compensation, performance, and customer insights that leaders can use to make decisions and frontline teams can use to take action. The role combines analytical depth with operational execution and a forward-looking approach to analytics.

It will design and maintain territory and target models, develop compensation and attainment analytics, build scalable dashboards and executive insights, and create AI-enabled workflows that improve GTM productivity and decision quality. The ideal candidate builds with AI assistants and agent-based tooling as a core part of how they work, critically validates the output, partners with Sales and CS leaders, and translates ambiguous questions into durable, documented solutions.

This role builds semantic models and pipelines across the Microsoft analytics platform, helps evaluate emerging AI-assisted reporting tools, and applies AI to remove manual work from analytics and operations.

Sales & Customer Success Territory Strategy and Administration

• Own annual and in-year territory planning for Sales and Customer Success, including account
  and prospect segmentation, capacity and workload analysis, territory balancing, and scenario
  modeling.
• Create and maintain territory logic, ownership mapping, change logs, and source-of-truth
  documentation across Sales, CS, and BDR alignment.
• Partner with business leaders to evaluate territory equity, coverage, productivity, customer
  continuity, and the impact of proposed changes before implementation.
• Coordinate approved territory and ownership changes with Salesforce, routing, and adjacent
  systems teams, and validate that changes are implemented accurately.
• Develop repeatable controls for new hires, departures, leaves, account exceptions, and other
  events that require territory or book-of-business changes.

Compensation Plan and Attainment Analytics

• Build and maintain analytical models supporting Sales and Customer Success compensation
  plans, quotas, targets, accelerators, SPIFFs, and attainment reporting.
• Validate compensation inputs and outputs, investigate discrepancies, and clearly document calculation logic, assumptions, timing, and source data.
• Perform scenario analysis to assess cost, behavior, fairness, and performance implications of
  proposed plan mechanics or incentive changes.
• Partner with Rev Ops, Finance, HR, Payroll, and GTM leadership to provide accurate reporting
  and decision support while maintaining clear governance and auditability.
• Develop controls that reduce manual work and improve consistency between Salesforce,
  compensation systems, Power BI, and finance-grade data sources.

Sales & Customer Success Dashboards and Insights

• Own and enhance dashboards for Sales and Customer Success performance, including
  pipeline, bookings, forecast, attainment, territory coverage, retention, renewal, expansion,
  customer health, adoption, and activity outcomes, with role-appropriate views for executives,
  managers, and individual contributors.
• Own the semantic models behind reporting, including DAX measures, dimensional design,
  refresh performance, and the naming and version standards that keep them maintainable.
• Build and support the data pipelines and ETL or ELT workflows that feed Rev Ops analytics,
  monitor refreshes and data quality, and root-cause reporting issues with IT, Security, and Data
  teams.
• Migrate legacy and fragmented reporting onto a governed, documented foundation with source
  control, agreed metric logic, and a named owner for every metric definition, reconciling
  differences across Salesforce, Clari, Planhat,…