Position Summary
The Senior Analyst, Revenue Operations is a key individual contributor responsible for driving operational excellence across the commercial engine, including Sales, Client Success, Implementation, and Marketing. This role ensures systems, data, and processes are aligned to enable scalable growth, improve forecasting accuracy, and enhance overall go-to-market performance. This role will also be responsible for internal and some client facing reporting, data feeds into the CRM, advanced data analytics, KPI Tracking, and overall pipeline hygiene excellence.
This position partners cross-functionally to translate business strategy into actionable workflows, with a strong focus on optimizing Salesforce, HubSpot, and related commercial tools. This position requires close collaboration with Finance, Technology, and Policy & Research Teams and will report to Head of Revenue Operations.
Working hours can follow U.S. East Coast or Central time zone.
Specific Responsibilities
Revenue Operations & Strategy
- Partner with Sales, Marketing, Finance, Product and Customer Success leadership to operationalize go-to-market strategy.
- Identify and drive improvements across the full commercial lifecycle.
- Analyze pipeline performance from lead through cash including conversion rates and revenue trends to inform decision-making.
Salesforce & Systems Management
- Partner with Salesforce and HubSpot Administrator to optimize CRM (objects, fields, workflows, automation, reporting).
- Ensure data integrity, governance, and consistent usage across all commercial teams.
- Evaluate, implement, and manage integrations with key go-to-market tools (e.g., marketing automation, enrichment).
- Partner with internal Technology team and external vendors as needed.
Reporting & Analytics
- Co-sponsor pipeline calls for Sales (new business), Implementation (in process) and Account Management (renewals).
- Build and maintain dashboards and reports for pipeline, bookings, forecast, and productivity metrics to support both pipeline calls and daily management.
- Deliver insights to leadership on performance, risks, and opportunities.
- Improve forecasting processes and accuracy.
Process Optimization
- Supporting Head of Revenue Operations, design and document standardized processes across the commercial lifecycle that is appropriate for scaling organization.
- Identify bottlenecks and implement automation to improve efficiency.
- Lead change management and drive adoption of new tools and processes; Collaborate with Commercial Enablement to develop and deploy training across commercial team as needed.
Data & Governance
- Champion and enforce data standards, definitions, and hygiene practices within CRMs; Help team adopt a positive mindset by understanding the value each tool can provide in helping them manage their daily work and the outcomes they are responsible for.
- Monitor and improve data quality across systems.
- Support compliance and audit requirements; Lead Quarterly Pipeline Compliance Audit.
Skills