ROLE DESCRIPTION OVERVIEW
As Senior Revenue Operations Analyst, you will be responsible for handling the big-picture operational requirements necessary for a rapidly scaling sales organization. You will be tasked with ensuring that both the sales and customer success teams are running as efficiently and productively as possible. This role requires a healthy amount of data tracking and analysis to provide the Director of Revenue Operations and Sales executives with recommendations and insights to improve performance. In this role, you will assist in enabling revenue growth and increasing sales productivity and customer growth by providing effective methodologies and efficient processes. A great candidate will also be able to identify trends in data and provide recommendations on any necessary strategy adjustments. Candidate will provide tactical support to the Revenue Operations team tasked with driving revenue growth for the business.
Perform data tracking and analysis to provide leadership with recommendations and insights that improve sales performance for new customer acquisition and current customer growth.
Own the end-to-end process of tracking the sales funnel and operational metrics and delivering regular insights to the business; define and deliver techniques to improve the funnel performance for sales management.
Assist with training and onboarding of new Sales and Customer Success team members as it pertains to operational processes.
Refine customer segmentation, assist with territory management, and create a plan to enhance renewal and upsell processes.
Work closely with Sales, Customer Success, and Finance to develop sales incentive programs designed to increase sales productivity.
Support the Sales and Customer Success teams with process improvement, measurement, tracking, and analytics relevant to their functional areas.
Define, develop, and implement process improvements within the Sales and Customer Success organization; including new business trials and cross-departmental hand-off processes.
Work closely with System Admin and Customer Success to ensure ChurnZero and Salesforce are working optimally.
Proactively explore data to find trends, discover KPIs, and determine effectiveness of current strategies.
Responsible for creating and maintaining sales forecasting models and data; assisting Sales and Customer Success leaders with pipeline and opportunity inspection.
Track and analyze key metrics including pipeline growth, win/loss rates, and quota attainment.
Create and maintain process for customer data segmentation, including geo, industry, customer size, etc, relative win/loss rates and customer growth
Assist with the evaluation, selection, and implementation of new sales technologies.
3-5 years experience in sales operations as a subject matter expert with proficiency in creating reports, optimizing processes, and managing reporting dashboards.
Bachelor’s degree related field preferred
Ability to understand high-level sales strategies, translate them into system and process requirements, and ensure proper execution and business impact.
Expert understanding of HubSpot and Salesforce in B2B (3-5 years of experience).
Business acumen and quantitative analytical skills.
Previous experience in sales, sales operations, or a relevant field.
Expert in excel
Communication skills, experience articulating vision and roadmap and facilitating concept and problem-solving with technical and non-technical stakeholders.
Experience working with SDR and sales teams
Comfortable in a fast-paced environment adapting and adjusting to multiple demands, shifting priorities, and ambiguity
Strong understanding of strategic sales initiatives and terminology
Highly motivated and disciplined self-starter with excellent oral and written communication skills
Highly quantitative, data-driven individual
Proven ability to excel in a high-growth fast-paced environment
Strong verbal and written English communication skills (Spanish language proficiency is a plus)