Sales Operations Analyst

Roboflow

9d•Remote

About The Position

Roboflow is hiring a Sales Operations Analyst to run the revenue team's day-to-day operating rhythm and establish its deal desk. Reporting to the Revenue Operations lead, the role works closely with sales leadership, Finance, and the GTM Systems Engineer. It owns analysis used for leadership decisions and helps sales representatives structure, price, and obtain approval for deals. Roboflow's go-to-market motion includes enterprise manufacturing land-and-expand sales, packaged site licenses, and a growing first-land motion, with multiple forecast models. The analyst handles deal desk operations, maintains pricing and packaging guardrails, contributes to forecasting, and owns recurring analysis of pipeline and team performance. The role also supports territory, coverage, quota, and variable compensation processes; maintains consistent KPI definitions; and leads the sales data quality cadence. It is suited to a commercially minded, high-agency analyst who is comfortable working with spreadsheets and live deals.

Requirements

At least 3 years of experience in sales operations, revenue operations, deal desk, or sales-facing analytics at a B2B software company.
Strong analytical skills, including the ability to build and defend spreadsheet models; SQL experience or the ability to learn it quickly.
Hands-on Salesforce experience as a power user, including reports, dashboards, pipeline inspection, opportunity data, and forecast data.
Practical understanding of go-to-market mechanics, including pipeline stages, forecast categories, coverage, win rates, territory concepts, and quota concepts.
Experience supporting deal structuring, pricing approvals, or quote-to-order workflows.
Clear communication skills, including the ability to explain metrics to a skeptical audience and uphold definitions under pressure.
High attention to detail.

Nice To Haves

Experience running or establishing a deal desk, particularly for packaged or tiered pricing.
Experience with CPQ, quoting tools, contract lifecycle management (CLM), or e-signature platforms.
SQL experience plus experience with a BI tool or data warehouse such as BigQuery or Snowflake.
Experience with enterprise land-and-expand motions, product-led growth (PLG), or developer-first companies.
Experience supporting variable compensation or quota administration.
Experience using AI tools to accelerate analysis, documentation, and reporting.

Responsibilities

Guide representatives on deal structure and packaging; manage pricing and discount approvals and non-standard terms; and drive transactions from quote to signed order form, including cloud marketplace transactions.
Maintain pricing and packaging guardrails with Finance and sales leadership, including approval thresholds, discount bands, and guidance for sizing site licenses and proofs of value.
Contribute to weekly and monthly forecasting by assembling the forecast, tracking submissions against actuals, and identifying slip, drift, and coverage gaps by segment.
Own recurring analysis used by leadership, including pipeline generation, conversion by stage and segment, win/loss, sales cycle, and team performance.
Support territory, coverage, and quota planning through account distribution, whitespace analysis, capacity calculations, and attainment tracking.
Steward KPI definitions and explain metrics consistently across meetings, dashboards, and reports.
Run the data quality cadence with representatives by publishing cleanup views, working through lists with owners, and escalating recurring problems for systems fixes.
Support the variable compensation program through attainment reporting, plan mechanics, and related data quality.

Benefits

$4,000 per year travel stipend for working alongside colleagues.
Health insurance costs covered up to 100% for the employee and their partner or family.
$350 per month productivity stipend.
$350 per month AI stipend.
$500 one-time home office stipend.
$150 per month team lunch stipend.
Unlimited paid time off, with an annual two-week minimum encouraged.
12 weeks of parental leave.
Company equity.
Relocation bonus for working from one of the company's Hubs.