Lead Business Operations Analyst

GoFundMe

12h•Hybrid

About The Position

GoFundMe is looking for a Lead Business Operations Analyst to be the strategic and analytical backbone of our sales organization. This is a build-and-transform role focused on territory design, revenue planning, and account intelligence. The position will influence which accounts sales and customer success teams engage and how effectively they engage them. The role requires a candidate who can analyze Salesforce data models and present territory strategies to senior leadership, with a focus on leveraging AI-powered enrichment, intent signals, and predictive scoring to enhance GoFundMe's go-to-market operations.

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

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 to identify growth opportunities, diagnose performance gaps, and bring recommendations to leadership.
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.
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 to improve account quality and prospecting effectiveness.
Close gaps in account intelligence that degrade territory assignments, lead routing, and seller productivity.
Stay ahead of the AI and tooling landscape reshaping GTM operations, piloting and integrating effective solutions.
Establish enrichment workflows and governance frameworks built to scale.
Partner with RevOps to maintain Salesforce data integrity and build scalable standards for data hygiene across the full object model.