Revenue Strategy & Operations Associate

Thatch

2d•$135,000 - $142,000•Remote

About The Position

This role sits inside the Revenue Strategy function and reports directly to the Head of Revenue Strategy & Operations. The mandate: turn the signal that already exists in Salesforce, Redshift, and our operational data into analysis that informs how leadership allocates resources and makes commercial decisions — and run the operating cadences that deliver that work reliably. The role blends two disciplines. The first is analytical execution: building the queries, models, and analytical outputs the Revenue Strategy function runs on. The second is program execution: owning recurring deliverables end-to-end — managing inputs, timelines, and stakeholders so that leadership's operating rhythm runs without being chased. You'll partner closely with the Head of Revenue Strategy & Operations, who shapes the strategic recommendations, board narratives, and territory and comp decisions your work feeds — but you own your workstreams from question to delivered answer.

Requirements

2–4 years in GTM analytics, RevOps, BizOps, or a related analytical role in a high-growth technology company.
Exposure to sales or revenue teams is strongly preferred.
Strong SQL is required.
Experience with Salesforce as a data source, Redshift or Snowflake, and a BI tool (Sigma, Metabase, Tableau, or equivalent) is expected.
Ability to structure an analysis, sanity-check your own work, and know when a result is right versus when it merely looks right.
Familiarity with core GTM math — win rates, conversion, coverage, unit economics — is expected.
Ability to write a clear, concise summary of what an analysis shows and what it implies.
Proactively flag when a number is wrong before someone else notices and treat the work as yours.

Nice To Haves

Python or dbt is a plus.

Responsibilities

Channel and pipeline analytics: Build and maintain recurring analyses that make differences visible across GTM motions, including win rates by segment, geography, and channel; broker quoting and attribution analysis; and pipeline pacing against target.
Forecasting and pipeline quality support: Maintain the analytical layer behind pipeline quality and forecasting standards, including snapshot queries, coverage ratios, and stage conversion analysis, and flag when the data indicates the forecast is at risk.
Operating cadence execution: Run recurring rhythms of the Revenue Strategy function end-to-end, including MBR/QBR data builds, forecast cycle prep, and incentive program tracking (e.g., SPIFs). This involves sequencing dependencies, gathering inputs from Sales, Finance, and Marketing stakeholders, and delivering on deadline without escalation.
GTM data infrastructure: Own the SQL layer that Revenue Strategy runs on, ensuring clean, documented, reusable queries against Salesforce and Redshift, and BI views that keep leadership's standing metrics accurate and current.
Systems and process rollout support: Support GTM systems changes from spec through rollout, partnering with RevOps on Salesforce data hygiene, field and flow changes, and validating that downstream reporting survives the change.
Ad hoc analysis: Support the Head of Revenue Strategy on board preparation, QBR/MBR builds, segment and territory analysis, and other work requiring turning raw data into clear findings quickly.