Revenue Operations Analyst

groundcover•San Francisco, CA

About The Position

groundcover is looking for a hands-on, analytical Revenue Operations professional to help build the operating foundation behind our growing GTM organization. This role sits at the intersection of Marketing and Sales. You'll partner closely with our Revenue Operations & Engineering Manager and work directly with Demand Generation, SDRs, Sales, and GTM leadership to understand what's happening across our funnel, identify where we're losing efficiency or revenue, and turn those insights into better processes, reporting, and systems. This isn't a role where you'll spend your day administering a CRM or simply fulfilling tickets. We want someone curious enough to ask why the numbers look the way they do, technical enough to investigate the underlying data, and operational enough to help fix what they find. You'll work across everything from campaign attribution and lead qualification to pipeline conversion, CRM hygiene, meeting data, routing, sales activity, and AI-enabled workflows.

Requirements

4-7+ years of experience across Revenue Operations, Marketing Operations, Sales Operations, GTM Analytics, or similar roles.
Strong analytical instincts and comfort investigating messy business problems through data.
Experience working across both Marketing and Sales rather than operating exclusively within one function.
Strong HubSpot experience, including reporting, workflows, lifecycle management, lists, campaigns, and data governance.
Ability to build reporting that answers business questions rather than simply displaying metrics.
Proven hands-on experience with modern AI tools (such as Claude) to design multi-faceted, agentic workflows, custom Artifacts, and cross-platform GTM reporting.
Strong project management and organizational skills.
Comfortable working directly with GTM stakeholders to understand problems and turn them into operational solutions.
Able to operate independently in a fast-moving environment where processes are still being built.
Willingness to get hands-on. You should be equally comfortable analyzing a conversion problem, cleaning CRM data, building a dashboard, QAing a workflow, or sitting with an AE to understand why a process isn't working.

Responsibilities

Analyze the GTM Funnel: Track conversion, velocity, pipeline contribution, and performance by source, campaign, segment, rep, and channel.
Identify funnel leaks and investigate why performance is changing.
Help establish clear benchmarks and targets across the customer journey.
Turn analysis into recommendations that Marketing and Sales leaders can act on.
Enable Marketing Operations: Partner with Demand Generation on campaign setup, tracking, attribution, lead management, and reporting.
Maintain campaign and lifecycle governance in HubSpot.
Analyze channel and campaign contribution to pipeline.
Support audience creation, segmentation, enrichment, scoring, and nurture workflows.
Help ensure marketing programs are measurable from first touch through revenue.
Create and Drive Sales Operations: Analyze first meetings, qualification, pipeline progression, conversion, and rep activity.
Help operationalize qualification frameworks and stage entry/exit criteria.
Improve meeting, activity, and opportunity data quality.
Partner with cross-functional leadership on dashboards and recurring performance analysis.
Identify gaps in sales processes and help translate them into scalable workflows.
Build Better Data & Systems: Maintain high standards for CRM hygiene and data integrity.
Build and maintain dashboards and reporting for GTM leadership.
Troubleshoot data inconsistencies across HubSpot, Gong, Unify, Nooks, and other GTM systems.
Help improve integrations and workflows across the GTM stack.
Document processes, definitions, and operating standards so they can scale.
Automate the Work: Identify repetitive GTM processes that should be automated.
Build practical workflows using AI, APIs, HubSpot automation, and tools such as Zapier, or n8n.
Help connect data from GTM systems so teams have better context without additional manual work.
Partner with the Revenue Operations & Engineering Manager on emerging AI and agentic workflows.