Senior Revenue Operations Analyst

Role Overview

• Build, maintain, and evolve dashboards and reporting for Marketing and SDR/ BDR leadership to track performance, capacity, and attainment against TOFU goals (meetings, SAOs, sourced pipeline)
• Own analytics for the marketing to SDR/ BDR to early pipeline funnel, including volume, velocity, and conversion across all stages from lead to opportunity
• Analyze performance by segment, program, channel, SDR/ BDR, territory, and persona to surface insights that improve pipeline quality and efficiency
• Assist with campaign and program setup to ensure accurate tracking, attribution, and funnel reporting
• Own, refine, and document lead lifecycle, qualification rules, and lead routing and assignment logic to ensure speed-to-lead, fairness, and alignment with GTM coverage models
• Monitor and improve data quality for leads, contacts, accounts, and early-stage opportunities, including enrichment, deduplication, and hygiene processes
• Evaluate, implement, and optimize tools used by SDRs/ BDRs (sales engagement, intent, enrichment, lead scoring, routing), ensuring strong adoption and measurable impact
• Provide data-driven insights to SDR/ BDR and Marketing leaders on scripts/messaging, sequences, and follow-up motions, partnering with Enablement where needed to operationalize changes
• Document TOFU processes end-to-end (lead lifecycle, routing rules, qualification criteria, handoff workflows) and keep them current as changes are made
• Partner cross-functionally with Marketing, Marketing Ops, Sales Ops, SDR/ BDR leadership, Enablement, and Finance to ensure consistent measurement, reporting, and execution across the revenue funnel

Requirements

• 3+ years of experience in Revenue Operations, Marketing Operations, or Sales Operations in a B2B SaaS environment
• Demonstrated success working directly with Marketing and SDR/ BDR teams including lead management, (scoring, qualification, and routing), campaign operations, data enrichment, and performance analytics
• Strong analytical skills with the ability to work with complex datasets and translate insights into clear, actionable recommendations for GTM leaders
• Technical expertise and business acumen across end-to-end revenue, with a strong emphasis on top of funnel
• Experience with GTM technology, including marketing automation (HubSpot), lead management (LeanData), sales engagement and prospecting (Outreach, Nooks, LinkedIn Sales Navigator), data enrichment (Cognism, ZoomInfo), 6Sense, and Salesforce. AI tools experience is a plus.
• Familiarity with SaaS and revenue marketing metrics, such as pipeline coverage, cost per meeting, cost per opportunity, and standard SaaS KPIs (ARR, MRR, CAC, churn, expansion)
• Comfortable working in a dynamic, high-growth environment with the ability to work independently, manage multiple tasks and projects simultaneously, and prioritize effectively.

Benefits

• Health insurance
• Flexible work arrangements
• Professional development