Overview
You're the person who makes sure Edrolo's revenue data is clean, systems talk to each other, and leadership can actually forecast what's coming. You work with their sales team (selling into schools), customer success (managing renewals with school districts), and finance (reconciling what actually closed vs what the systems say). The product is an online learning platform for Australian secondary schools.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | RevOps Analyst - systems, reporting, and process optimization |
| Sales Motion | Account-based sales into schools + renewal/expansion motion with existing schools |
| Deal Complexity | Consultative - schools have procurement processes, budget cycles, and multiple stakeholders |
| Sales Cycle | 3-9 months depending on school size and budget timing |
| Deal Size | Likely $10K-$100K+ per school depending on student count |
| Quota (est.) | No quota - measured on data accuracy, system uptime, report delivery |
Company Context
Stage: Growth stage (115 employees, 1,000+ school customers, established product)
Size: 115 employees
Growth: Growing RevOps team suggests they're scaling operations and need better infrastructure
Market Position: Established player in Australian EdTech - competing for school budgets against other digital learning platforms
GTM Reality
Pipeline Sources:
- Account-based outreach to schools and districts (likely outbound-heavy given EdTech buying patterns)
- Referrals from existing schools/teachers
- Inbound from teachers who've heard about the platform
- Some expansion/upsell within existing school accounts
Revenue Streams:
- New school acquisitions
- Renewals (schools go year-to-year or multi-year)
- Expansion (more subjects, more students, add-on features)
CRM/Tech Stack Likely Includes: Salesforce (or similar CRM), BI tool (Tableau/Looker/Metabase), marketing automation, student usage analytics platform
Competitive Landscape
Main Competitors: Other Australian EdTech platforms, international learning management systems, homegrown school resources
How They Differentiate: Curriculum-aligned content with Australian teacher presenters, built-in practice questions, usage analytics for schools
Common Objections: Budget constraints, existing solutions already in place, teacher adoption concerns, integration with existing school systems
Win Themes: Student outcomes data, teacher time savings, curriculum alignment
What You'll Actually Do
Time Breakdown
Reports & Dashboards (30%) | System Admin (25%) | Data Cleanup (20%) | Forecasting (15%) | Ad Hoc Requests (10%)
Key Activities
- Building and maintaining dashboards: Sales pipeline reports, CS health scores, renewal forecasts, product adoption metrics. You're the person everyone asks "can you pull data on X" and you either point them to an existing dashboard or build a new one.
- Salesforce administration: Managing fields, workflows, validation rules. Fixing data entry mistakes. Training reps on proper hygiene. Creating custom objects for education-specific needs (school hierarchies, subject tracking, student counts).
- Forecasting and pipeline analysis: Weekly/monthly calls with sales leadership reviewing pipeline, conversion rates, deal slippage. You're reconciling what reps say will close vs what the data shows.
- System integrations and data flow: Making sure Salesforce talks to the product database (student usage), billing system (actual revenue), and marketing automation. Troubleshooting when data doesn't sync.
- Process documentation and improvement: Writing SOPs for how to log a school visit, when to move a deal to the next stage, how to track multi-year contracts. Constantly iterating as the business changes.
- Supporting finance on revenue recognition: Reconciling closed-won deals with actual invoices, explaining discrepancies, providing backup for board reports.
The Honest Reality
What's Hard
- Data is always messy: Reps enter information inconsistently. School names aren't standardized ("Melbourne High School" vs "Melbourne HS" vs "MHS"). You spend a lot of time cleaning data that shouldn't be dirty.
- Everyone wants their report yesterday: Ad hoc requests come in constantly. Sales needs something for a board meeting tomorrow. CS needs a churn analysis by end of day. Finance needs a revenue waterfall by Friday. You're always juggling priorities.
- Education buying cycles are unpredictable: Schools operate on weird timelines - they might ghost for 4 months then suddenly need to close by end of term. Your forecasts will be wrong often.
- You're not making strategic decisions: You're providing the data and analysis, but leadership makes the calls. Sometimes they'll ignore your recommendations or ask for reports they never use.
- System limitations: You'll be constantly working around CRM limitations or waiting on IT/engineering to build integrations you need.
What Success Looks Like
- Sales and CS teams can self-serve most of their reporting needs without asking you
- Forecast accuracy within 10-15% month over month
- Data quality scores improving (fewer null fields, duplicate records trending down)
- Systems running smoothly with minimal manual intervention
- Leadership trusts your numbers enough to make resource allocation decisions
Who You're Supporting
Internal Stakeholders:
- Sales team (likely 10-20 AEs selling into schools)
- Customer Success team (managing renewals and expansion with existing schools)
- Sales leadership (VP Sales, Head of CS)
- Finance (revenue recognition, board reporting)
- Marketing (campaign attribution, lead quality)
What They Need From You:
- Sales: Clean pipeline visibility, accurate forecasts, easy reporting on their territory
- CS: Renewal risk scoring, expansion opportunity identification, churn analysis
- Leadership: Board-ready revenue reports, headcount planning models, territory design
- Finance: Revenue reconciliation, contract management, ARR/MRR tracking
Requirements
- 4-6+ years in revenue operations, sales operations, or similar analytical role
- Strong Salesforce admin skills (reports, dashboards, workflows, custom objects)
- SQL proficiency for pulling data from databases
- Experience with BI tools (Tableau, Looker, Power BI, etc.)
- Excel/Sheets power user (pivot tables, vlookups, data modeling)
- Understanding of B2B SaaS metrics (though EdTech has some unique twists)
- Experience with education or government sales is a plus (understanding procurement cycles)
- Comfortable working with messy data and building processes from scratch
- Strong communication skills - you'll be explaining technical concepts to non-technical stakeholders
- Self-directed - this isn't a heavily managed role, you need to identify problems and solve them