Anaconda is seeking a GTM Operations Analyst to act as the operational backbone for our Partnerships and Sales teams. This role sits at the intersection of systems, data, and strategy, directly influencing deal closure speed, pipeline forecasting accuracy, and the revenue effectiveness of our partner ecosystem.
What You'll Do
- Develop and refine deal registration workflows, partner onboarding processes, co-sell tracking, and partner portal data integrity in Salesforce.
- Build and maintain partner attribution reporting, tracking partner-sourced versus partner-influenced revenue, referral pipeline, and reseller performance across segments.
- Manage partner program compliance operations, ensuring partners meet tier requirements and that program rules are enforced consistently and accurately.
- Support quote-to-cash workflows for partner-led and two-tier opportunities, coordinating with Sales, Deal Desk, and Finance for seamless quoting and order processing.
- Act as a liaison between the Partner team, Sales, and internal departments to ensure master data integrity, clean account hierarchy, and accurate opportunity attribution.
- Maintain Salesforce CRM as the system of record, including workflow automation, validation rules, opportunity stage management, and data integrity governance.
- Build and maintain dashboards and reports tracking ARR, pipeline health, sales productivity, and rep-level performance metrics for leadership.
- Identify operational bottlenecks across the Sales motion and implement scalable solutions to improve conversion rates and rep productivity.
- Document processes and drive systems improvements to increase sales reporting accuracy and speed.
- Conduct full-funnel analysis from leads through closed-won and renewals, surfacing insights on win rates, deal velocity, and pipeline coverage.
- Support sales and partner leaders by providing analytical insights, operational improvements, and delivering reports and forecasts for strategic decision-making.
- Support QBRs and strategic planning cycles, including territory design, pipeline analysis, and capacity modeling.
- Identify risks and opportunities in the pipeline, proactively surfacing insights and improving pipeline discipline and data hygiene.
What We're Looking For
- 2+ years of experience in Revenue Operations, Sales Operations, Customer Success Operations, or a related role in a SaaS environment.
- Strong Salesforce administration skills including Flows, validation rules, custom objects, and CPQ.
- Proven ability to refine workflows, diagnose operational inefficiencies, and deliver scalable solutions.
- Solid understanding of SaaS revenue metrics including pipeline coverage, ARR, win rates, deal velocity, quota attainment, and partner attribution.
- Ability to create clarity in ambiguous situations, prioritize effectively, and manage multiple projects simultaneously.
Nice to Have
- Experience with Salesforce Experience Cloud Partner Portal is a strong plus.
- Hands-on experience with forecasting and revenue intelligence platforms like Clari or Gong, data enrichment tools like Clay or Zoominfo, and territory planning tools like LeanData or Fullcast.
- Strong analytical and technical skills with hands-on experience building dashboards, data models, and automated workflows.
Technical Stack
- Salesforce, Salesforce Flows, Salesforce CPQ, Salesforce Experience Cloud Partner Portal
- Forecasting/revenue intelligence platforms (e.g., Clari, Gong)
- Data enrichment/automation tools (e.g., Clay, Zoominfo)
- Territory planning tools (e.g., LeanData, Fullcast)
Team & Environment
You will serve as the operational backbone for the Partnerships and Sales teams.
