The Senior Revenue Operations Analyst owns the pipelines, data models, dashboards, and automationthat Sales and Customer Success run on. This role turns complex commercial data into trustedterritory, compensation, performance, and customer insights that leaders can use to make decisionsand frontline teams can use to take action.
The role combines analytical depth with operational execution and a forward-looking approach toanalytics. It will design and maintain territory and target models, develop compensation andattainment analytics, build scalable dashboards and executive insights, and create AI-enabledworkflows that improve GTM productivity and decision quality. The ideal candidate builds with AIassistants 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, documentedsolutions.
This role builds semantic models and pipelines across the Microsoft analytics platform, helps evaluateemerging AI-assisted reporting tools, and applies AI to remove manual work from analytics andoperations.
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 accountand prospect segmentation, capacity and workload analysis, territory balancing, and scenariomodeling.
- Create and maintain territory logic, ownership mapping, change logs, and source-of-truthdocumentation across Sales, CS, and BDR alignment.
- Partner with business leaders to evaluate territory equity, coverage, productivity, customercontinuity, and the impact of proposed changes before implementation.
- Coordinate approved territory and ownership changes with Salesforce, routing, and adjacentsystems teams, and validate that changes are implemented accurately.
- Develop repeatable controls for new hires, departures, leaves, account exceptions, and otherevents that require territory or book-of-business changes.
Compensation Plan and Attainment Analytics
- Build and maintain analytical models supporting Sales and Customer Success compensationplans, 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 ofproposed plan mechanics or incentive changes.
- Partner with RevOps, Finance, HR, Payroll, and GTM leadership to provide accurate reportingand 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, includingpipeline, 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 Datateams.
- Migrate legacy and fragmented reporting onto a governed, documented foundation with sourcecontrol, agreed metric logic, and a named owner for every metric definition, reconcilingdifferences across Salesforce, Clari, Planhat, Zuora, Power BI, and the data warehouse.
- Translate leadership questions into clear metrics, dimensional models, visualizations, andrecurring 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 reusabletemplates 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 orCSM productivity.
- Partner with GTM users to gather requirements, prototype solutions, run UAT, document usageguidance, and measure adoption and business impact.
- Ensure AI outputs are grounded in trusted data and governed business definitions, withappropriate controls for permissions, privacy, accuracy, and human review.
- Maintain a practical roadmap of AI use cases and convert successful pilots into repeatableoperational capabilities.
Additional Responsibilities
- Conduct ad hoc analysis for Revenue Operations and GTM leadership, especially wheredecisions require an integrated view of Sales and Customer Success.
- Create clear process documentation, metric definitions, business requirements, and operatingprocedures 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 managementfor reporting, process, and technology improvements.
- Act as a trusted analytical advisor who challenges assumptions, explains tradeoffs, andrecommends 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 SuccessOperations, 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: generatingdata models, transformation logic, and reports through natural-language and agenticinterfaces, 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 solutionsothers 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 pipelinesand ETL or ELT workflows.
- Working knowledge of Salesforce data structures and common GTM processes acrossaccounts, opportunities, ownership, pipeline, bookings, renewals, and expansion.
- Advanced Excel skills, including complex formulas, pivots, data validation, and scenariomodeling.
- 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 technicaland 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 enterprisedata.
- Experience with customer health, adoption, retention, renewal, and expansion analytics.
- Experience partnering with Finance, HR, Payroll, and business systems teams on compensationor target processes.
- Familiarity with data modeling, semantic layers, version control, UAT, and dashboardgovernance.
- 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.
$95,175 - $118,969 a year
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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This position may involve access to systems, information, or customer environments that are subject to the Federal Risk and Authorization Management Program (FedRAMP). Where applicable, FedRAMP-related responsibilities will be outlined in the job description.
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