Senior Revenue Operations Analyst

Job Summary

We are seeking a Senior Revenue Operations Analyst with a strong focus on Deal Desk and Commercial Operations. Reporting to the Director of GTM Operations, you will serve as the primary bridge between Sales, Finance, and Legal, ensuring deal velocity and high‑quality contract structuring while supporting the broader Rev Ops engine—including territory planning, commission modeling, and funnel analytics.

Hybrid role: onsite Tuesdays & Thursdays in our Redwood City office. Local candidates only.

• Deal Desk & Commercial Management: Lead day‑to‑day deal structuring and approval, partner with Sales on complex pricing and discounting, and align with Finance and Legal policies.
• Quote‑to‑Cash Optimization: Own and optimize the CPQ environment, streamline transition from quoted to closed‑won, and automate order management to reduce friction.
• Deal Velocity Analytics: Monitor and report on deal health—including discount trends, margin analysis, and time‑in‑stage—to recommend pricing and workflow improvements.
• Full‑Funnel Generalist Support: Manage pipeline analytics, connect marketing spend to revenue, and surface insights on funnel velocity and conversion rates.
• Sales Planning &
  
  Incentives:
  
  Support sales territory design and compensation plan administration, building quota, SPIFs, and accelerator models.
• AI‑First Systems Strategy: Deploy AI tools to automate deal desk queries, summarize contract risks, and eliminate manual workflows across the GTM stack (Salesforce, 6sense, Outreach, Marketo).

• 5–8 years of experience in Revenue Operations, Sales Operations, or Deal Desk within a high‑growth SaaS environment.
• Proven experience managing complex deal structures, multi‑year contracts, and non‑standard revenue recognition terms.
• Advanced proficiency in Salesforce and Salesforce CPQ (or similar CPQ tools). Experience with CLM tools is a plus.
• Expert‑level Google Sheets skills for deal modeling and quota planning.
• Proven ability to collaborate with Sales, Finance, and Legal to drive consensus on difficult deals.
• A genuine drive to use AI and automation (ChatGPT, Claude, etc.) to optimize the deal lifecycle.
• Data‑driven mindset, solving problems with first‑principles thinking and data‑centric analysis.

Salary range: $ – $ (US). Actual compensation will be determined based on factors such as experience, education, location, and training.

Alation, Inc. is an Equal Employment Opportunity employer. All qualified applicants will receive consideration without regard to race, color, religion, creed, national origin, ancestry, sex (including pregnancy), sexual orientation, gender identity, age, disability, veteran status, genetic information, ethnicity, citizenship, or any other characteristic protected by law. The Company will strive to provide reasonable accommodations for applicants requiring assistance during the hiring process.

This company participates in E‑Verify.