Senior Revenue Operations Analyst

Siteimprove•Minneapolis, MN

About The Position

The Senior Revenue Operations Analyst owns the pipelines, data models, dashboards, and automation that Sales and Customer Success rely on. The role turns complex commercial data into trusted territory, compensation, performance, and customer insights for leadership decision-making and frontline action. It combines analytical depth with operational execution and a forward-looking approach to analytics, including territory and target models, compensation and attainment analytics, scalable dashboards, executive insights, and AI-enabled workflows that improve go-to-market productivity and decision quality. The analyst builds with AI assistants and agent-based tools as a core part of the analytics workflow, critically validates their outputs, partners with Sales and Customer Success leaders, and translates ambiguous questions into durable, documented solutions. The role builds semantic models and pipelines across the Microsoft analytics platform, evaluates emerging AI-assisted reporting tools, and applies AI to reduce manual work in analytics and operations. Travel may be required, and a valid passport is required.

Requirements

At least 5 years of experience in Revenue Operations, Sales Operations, Customer Success Operations, Commercial Operations, Business Intelligence, or a closely related analytical role.
Demonstrated experience with territory design, quota or target setting, compensation analytics, or performance reporting for a B2B SaaS organization.
Hands-on experience using AI assistants and agent-based tools, such as GitHub Copilot, Microsoft Copilot, or Claude, as a core part of analytics development, including generating data models, transformation logic, and reports through natural-language or agentic interfaces and critically validating the output.
Demonstrated use of AI to improve analytics, reporting, and automation, with a practical, iterative approach; ability to troubleshoot to root cause and build solutions others can support.
Working experience across a modern cloud data and AI platform, with depth in Microsoft Fabric, Power BI, and Azure Logic Apps, and willingness to evaluate and adopt emerging AI-assisted reporting and development tools.
Strong data fundamentals, including dimensional modeling, semantic models, DAX, SQL, and building and supporting data pipelines and ETL or ELT workflows.
Working knowledge of Salesforce data structures and common GTM processes across accounts, opportunities, ownership, pipeline, bookings, renewals, and expansion.
Advanced Excel skills, including complex formulas, pivots, data validation, and scenario modeling.
Ability to turn loosely defined business questions into structured analysis and durable reporting, work with RevOps, Marketing, IT, and Security, and explain complex logic to technical and executive audiences.
Strong attention to detail, documentation discipline, and ability to identify and resolve data-quality issues.
Travel may be required; a valid passport is required.

Nice To Haves

Experience with Clari, Planhat, Zuora, compensation platforms (QuotaPath experience is a plus), data warehouses, or other SaaS GTM systems.
Experience developing governed AI workflows using Microsoft Copilot, Power Platform, enterprise AI platforms, or comparable tools.
Exposure to MCPs, agentic workflows, or AI-enabled applications built on governed enterprise data.
Experience with customer health, adoption, retention, renewal, and expansion analytics.
Experience partnering with Finance, HR, Payroll, and business systems teams on compensation or target processes.
Familiarity with data modeling, semantic layers, version control, UAT, and dashboard governance.
Experience supporting global or multi-region Sales and Customer Success organizations.

Responsibilities

Own annual and in-year territory planning for Sales and Customer Success, including account and prospect segmentation, capacity and workload analysis, territory balancing, and scenario modeling.
Create and maintain territory logic, ownership mapping, change logs, and source-of-truth documentation across Sales, Customer Success, and BDR alignment.
Partner with business leaders to assess territory equity, coverage, productivity, customer continuity, and proposed-change impacts before implementation.
Coordinate approved territory and ownership changes with Salesforce, routing, and adjacent systems teams, and validate implementation accuracy.
Develop repeatable controls for new hires, departures, leaves, account exceptions, and other territory or book-of-business changes.
Build and maintain analytical models for Sales and Customer Success compensation plans, quotas, targets, accelerators, SPIFFs, and attainment reporting.
Validate compensation inputs and outputs, investigate discrepancies, and document calculation logic, assumptions, timing, and source data.
Perform scenario analyses of proposed compensation or incentive changes, including cost, behavior, fairness, and performance implications.
Partner with RevOps, Finance, HR, Payroll, and GTM leadership on accurate compensation reporting and decision support while maintaining governance and auditability.
Develop controls to reduce manual work and improve consistency among Salesforce, compensation systems, Power BI, and finance-grade data sources.
Own and enhance Sales and Customer Success performance dashboards covering pipeline, bookings, forecast, attainment, territory coverage, retention, renewal, expansion, customer health, adoption, and activity outcomes, with appropriate views for executives, managers, and individual contributors.
Own reporting semantic models, including DAX measures, dimensional design, refresh performance, and maintainable naming and version standards.
Build and support the data pipelines and ETL or ELT workflows that feed RevOps analytics; monitor refreshes and data quality, and investigate reporting issues with IT, Security, and Data teams.
Migrate legacy and fragmented reporting to a governed, documented foundation with source control, agreed metric logic, and an identified owner for every metric definition; reconcile differences across Salesforce, Clari, Planhat, Zuora, Power BI, and the data warehouse.
Translate leadership questions into metrics, dimensional models, visualizations, and recurring insights that distinguish facts, risks, and recommended actions.
Design, build, test, and support AI-enabled workflows, copilots, agents, prompts, and reusable templates for Sales and Customer Success.
Prioritize AI solutions for account planning, deal execution, forecast inspection, territory intelligence, customer risk and expansion identification, policy access, and seller or CSM productivity.
Gather requirements with GTM users, prototype AI solutions, run UAT, document usage guidance, and measure adoption and business impact.
Ensure AI outputs are grounded in trusted data and governed business definitions, with controls for permissions, privacy, accuracy, and human review.
Maintain a practical roadmap of AI use cases and convert successful pilots into repeatable operational capabilities.
Conduct ad hoc analysis for Revenue Operations and GTM leadership, especially for decisions requiring an integrated view of Sales and Customer Success.
Create process documentation, metric definitions, business requirements, and operating procedures so solutions can be sustained and transferred.
Partner cross-functionally with Sales, Customer Success, Finance, HR, Payroll, Marketing, IT, Business Applications, and Data teams.
Support requirements gathering, prioritization, testing, enablement, and change management for reporting, process, and technology improvements.
Act as a trusted analytical advisor who challenges assumptions, explains tradeoffs, and recommends a course of action.
Travel as required; maintain a valid passport.
Perform other duties as assigned.

Benefits

Open Paid Time Off (OPTO) for vacation, personal illness, mental health, or caring for a family member.
Paid holidays.
Volunteer leave.
Parental leave.
Step Back In program to support a smooth transition back to work.
Medical coverage.
Dental coverage.
Vision coverage.
Health Savings Account (HSA).
Flexible Spending Accounts (FSA).
Employer-paid life and disability insurance.
Employee assistance programs.
Virtual care.
Wellness resources.
401(k) with company matching contributions.
Life and AD&D insurance.
Financial wellness resources.