Lead Business Operations Analyst

GoFundMe is the world’s most powerful community for good, dedicated to helping people help each other. They are looking for a Lead Business Operations Analyst to serve as the strategic and analytical backbone of their sales organization, focusing on territory design, revenue planning, and account intelligence.

Responsibilities:

• Lead quota-setting, capacity planning, and headcount modeling to support annual and quarterly go-to-market plans
• Build and maintain dashboards and reports in Looker and Salesforce that track pipeline health, quota attainment, funnel conversion, and territory performance
• Conduct deep-dive analyses that go beyond reporting. Identify growth opportunities, diagnose performance gaps, and bring recommendations to leadership, not just data
• Develop and refine forecasting and segmentation models to improve revenue predictability and rep efficiency
• Design, build, and continuously evolve Sales and Customer Success territories, balancing market potential, rep capacity, renewal risk, and strategic account coverage
• Lead territory planning cycles in partnership with Sales, CX, and RevOps, drawing on Salesforce, market intelligence platforms, and enrichment tools to ensure equitable, high-potential coverage. Don't just maintain models. Challenge them. If the current structure isn't working, propose and drive the change
• Monitor territory health in real time and proactively surface realignment recommendations based on pipeline trends, rep performance, and market shifts
• Partner with sales leadership to define and enforce rules of engagement across segments, verticals, and named accounts
• Build and own the data enrichment strategy across the sales org, evaluating and deploying tools with a critical eye toward what actually improves account quality and prospecting effectiveness, not just checkbox compliance
• Close gaps in account intelligence that degrade territory assignments, lead routing, and seller productivity. The guiding question: does our data help reps sell, or does it get in their way?
• Stay ahead of the AI and tooling landscape reshaping GTM operations. Not just tracking what's new, but piloting what works and integrating it into how we operate
• Establish enrichment workflows and governance frameworks built to scale, not just for today's org, but for where we're headed
• Partner with RevOps to maintain Salesforce data integrity and build scalable standards for data hygiene across the full object model

Requirements:

• 6–8 years in sales/revenue operations or GTM strategy, with experience in territory planning and data-driven roles in SaaS
• Proven ability to build or improve territory models, not just maintain them
• Strong Salesforce proficiency (data models, queries, data integrity) and experience with BI tools (e.g., Looker)
• Experience with data enrichment tools and improving overall data quality and usability
• Strong analytical and problem-solving skills, turning ambiguous questions into actionable GTM insights
• Effective communicator and storyteller, able to translate data for both technical and non-technical audiences
• Ability to manage multiple projects end-to-end in a fast-paced environment
• Builder mindset with a focus on improving processes and driving impact
• Strong focus on account quality and enabling sales effectiveness
• Curious and proactive about AI and emerging GTM tools
• Collaborative and confident, comfortable working across teams and presenting to stakeholders
• Motivated by mission-driven work and making a measurable impact