Senior Revenue Operations Analyst

The Senior Revenue Operations Analyst owns the pipelines, data models, dashboards, and automation

that Sales and Customer Success run on. This role turns complex commercial data into trusted

territory, compensation, performance, and customer insights that leaders can use to make decisions

and frontline teams can use to take action.

The role combines analytical depth with operational execution and a forward-looking approach to

analytics. It will design and maintain territory and target models, develop compensation and

attainment analytics, build scalable dashboards and executive insights, and create AI-enabled

workflows that improve GTM productivity and decision quality. The ideal candidate builds with AI

assistants and agent-based tooling as a core part of how they work, critically validates the output,

partners with Sales and CS leaders, and translates ambiguous questions into durable, documented

solutions.

This role builds semantic models and pipelines across the Microsoft analytics platform, helps evaluate

emerging AI-assisted reporting tools, and applies AI to remove manual work from analytics and

operations.

What you will be doing

Sales & Customer Success Territory Strategy and Administration

• 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, CS, and BDR alignment.

• Partner with business leaders to evaluate territory equity, coverage, productivity, customer

continuity, and the impact of proposed changes before implementation.

• Coordinate approved territory and ownership changes with Salesforce, routing, and adjacent

systems teams, and validate that changes are implemented accurately.

• Develop repeatable controls for new hires, departures, leaves, account exceptions, and other

events that require territory or book-of-business changes.

Compensation

Plan and Attainment Analytics

• Build and maintain analytical models supporting Sales and Customer Success compensation

plans, quotas, targets, accelerators, SPIFFs, and attainment reporting.

• Validate compensation inputs and outputs, investigate discrepancies, and clearly document calculation logic, assumptions, timing, and source data.
• Perform scenario analysis to assess cost, behavior, fairness, and performance implications of

proposed plan mechanics or incentive changes.

• Partner with RevOps, Finance, HR, Payroll, and GTM leadership to provide accurate reporting

and decision support while maintaining clear governance and auditability.

• Develop controls that reduce manual work and improve consistency between Salesforce,

compensation systems, Power BI, and finance-grade data sources.

Sales & Customer Success Dashboards and Insights

• Own and enhance dashboards for Sales and Customer Success performance, including

pipeline, bookings, forecast, attainment, territory coverage, retention, renewal, expansion,

customer health, adoption, and activity outcomes, with role-appropriate views for executives,

managers, and individual contributors.

• Own the semantic models behind reporting, including DAX measures, dimensional design,

refresh performance, and the naming and version standards that keep them maintainable.

• Build and support the data pipelines and ETL or ELT workflows that feed RevOps analytics,

monitor refreshes and data quality, and root-cause reporting issues with IT, Security, and Data

teams.

• Migrate legacy and fragmented reporting onto a governed, documented foundation with source

control, agreed metric logic, and a named owner for every metric definition, reconciling

differences across Salesforce, Clari, Planhat, Zuora, Power BI, and the data warehouse.

• Translate leadership questions into clear metrics, dimensional models, visualizations, and

recurring insights that separate facts, risks, and recommended actions.

Sales & Customer Success AI Development

• Design, build, test, and support AI-enabled workflows, copilots, agents, prompts, and reusable

templates for Sales and Customer Success use cases.

• Prioritize AI solutions that improve account planning, deal execution, forecast inspection,

territory intelligence, customer risk and expansion identification, policy access, and seller or

CSM productivity.

• Partner with GTM users to gather requirements, prototype 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

appropriate controls for permissions, privacy, accuracy, and human review.

• Maintain a practical roadmap of AI use cases and convert successful pilots into repeatable

operational capabilities.

Additional Responsibilities

• Conduct ad hoc analysis for Revenue Operations and GTM leadership, especially where

decisions require an integrated view of Sales and Customer Success.

• Create clear 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 clear course of action.

• Travel may be required; a valid passport is required
• Perform other duties as assigned

What we will require of you

• 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 tooling (such as GitHub Copilot,

Microsoft Copilot, or Claude) as a core part of the analytics development workflow: generating

data models, transformation logic, and reports through natural-language and agentic

interfaces, and critically validating the output.

• Demonstrated use of AI to improve analytics, reporting, and automation, with a practical,

iterative approach troubleshoots to root cause rather than guessing, and builds solutions

others can support.

Working experience across a modern cloud data and AI platform, with depth in the Microsoft stack

(Microsoft Fabric, Power BI, Azure Logic Apps), and a willingness to evaluate and adopt emerging AI-

assisted reporting and development tools.

• Strong data fundamentals as the foundation for working effectively with these tools:

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, durable reporting,

working with RevOps, Marketing, IT, and Security, and to explain complex logic to both technical

and executive audiences.

• Strong attention to detail, documentation discipline, and ability to identify and resolve data-

quality issues.

What we will love about you

• Experience with Clari, Planhat, Zuora, compensation platforms (QuotaPath experience 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.

In addition, we hope you will appreciate

At Siteimprove, we're committed to supporting your wellbeing both at work and beyond. Our U.S. benefits are designed to help you stay healthy, recharge, care for your family, and plan confidently for the future.

Rest and relaxation

Open Paid Time Off (OPTO) for vacation, personal illness, mental health, or caring for a family member, plus paid holidays, volunteer leave, parental leave, and our Step Back In program to support a smooth transition back to work.

Comprehensive benefits

• Medical, dental, and vision coverage, Health Savings Account (HSA), Flexible Spending Accounts (FSA), employer-paid life and disability insurance, employee assistance programs, virtual care, wellness resources, and more.
• Prepare for the future: 401(k) with company matching contributions, life and AD&D insurance, and financial wellness resources to help you plan for the future.
• Base pay will depend on the position, individual qualifications, market, and other operational business needs.Siteimprove is an equal opportunity employer All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status.
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