Role Overview
A Senior Revenue Operations Analyst is needed to lead the operational backbone of the top-of-funnel revenue engine. This role focuses on the journey from lead creation through to opportunity, ensuring seamless flow, accurate measurement, and continuous improvement across Marketing, SDR, and BDR functions. As part of the Go-To-Market Operations team, you will combine data analysis, process design, and technology management to strengthen funnel performance and scalability.
Key Responsibilities
- Design and manage dashboards and reports that track lead volume, conversion rates, meeting generation, and pipeline sourced, enabling leadership to monitor progress and capacity.
- Lead end-to-end analytics for the marketing-to-opportunity funnel, measuring volume, velocity, and conversion across segments, channels, and teams.
- Conduct deep-dive analyses by program, territory, persona, and individual performer to identify opportunities for optimization in quality and efficiency.
- Support campaign execution by configuring tracking and attribution frameworks that ensure reliable reporting and clear ROI measurement.
- Define and maintain lead lifecycle stages, qualification criteria, and routing logic to ensure timely follow-up and alignment with sales coverage models.
- Enforce high standards of data quality across leads, contacts, accounts, and early opportunities, overseeing enrichment, deduplication, and hygiene workflows.
- Assess, deploy, and refine tools used by sales development teams—including engagement, intent, scoring, and routing platforms—driving adoption and measurable impact.
- Deliver insights on outreach effectiveness, follow-up sequences, and messaging performance, collaborating with Enablement to implement improvements.
- Document and maintain up-to-date process maps for lead management, handoffs, and qualification rules, ensuring organizational clarity and consistency.
- Work closely with Marketing, Sales Ops, Marketing Ops, Enablement, and Finance to align measurement, reporting, and execution across the revenue lifecycle.
Qualifications
- Minimum of three years in Revenue, Marketing, or Sales Operations within a B2B SaaS environment.
- Proven experience managing lead processes including scoring, routing, qualification, and campaign operations.
- Strong analytical ability with experience transforming complex data into clear, strategic recommendations for go-to-market leaders.
- Deep understanding of the full revenue lifecycle, with a focus on top-of-funnel dynamics and metrics.
- Hands-on experience with GTM tech stack components such as HubSpot, LeanData, Outreach, Nooks, LinkedIn Sales Navigator, ZoomInfo, Cognism, 6Sense, and Salesforce.
- Familiarity with core SaaS KPIs including ARR, MRR, CAC, churn, expansion, and funnel-specific metrics like cost per meeting and pipeline coverage.
- Ability to thrive in fast-moving, high-growth settings, balancing multiple priorities with precision and independence.
Preferred Experience
- Experience using or configuring AI-powered tools in a revenue operations context is a strong advantage.
