Revenue Operations Analyst/Manager

Overview

You'll work on PitchBook's revenue operations team, managing the technical systems that power their sales process—primarily Salesforce CPQ, NetSuite, and Oracle integrations. PitchBook sells financial data subscriptions to VC and PE firms, so you're dealing with recurring revenue models, renewal workflows, and compliance requirements (SOX). You report to Dimitri Woods, who comes from a billing/order-to-cash background, so expect focus on clean data, accurate invoicing, and process documentation.

Role Snapshot

Company Context

Stage: Mature/Public (owned by Morningstar since 2016)

Size: 1,531 employees

Growth: Established player in VC/PE data market, steady growth vs hypergrowth

Market Position: Category leader alongside CB Insights, Preqin - mission-critical tool for investors

GTM Reality

Pipeline Sources:

• ~60% Direct sales - AEs selling into VC/PE firms, corporate development teams
• ~30% Renewals/expansion - existing customer base is sticky
• ~10% Inbound - brand recognition drives some inbound interest

SDR/AE Structure: Dedicated SDRs feeding AEs, segmented by firm size and vertical

SE Support: Sales Engineers for technical demos of the platform

Your Role: You're backend infrastructure. When an AE closes a deal, you make sure it flows correctly through CPQ → NetSuite → billing → collections. When there's a contract issue or pricing exception, you're the deal desk. When Salesforce reports are broken, you fix them.

Competitive Landscape

Main Competitors: CB Insights (startup data), Preqin (alt assets focus), Crunchbase (lower-end market)

How They Differentiate: Depth of private market data, particularly historical funding/M&A records

Common Objections: "Too expensive", "We already have Bloomberg/CapIQ", "Don't do enough deals to justify cost"

Win Themes: Data comprehensiveness, Excel integration, deal sourcing workflows

What You'll Actually Do

Time Breakdown

Deal Desk Support (30%) | System Admin (25%) | Reporting (20%) | Projects (15%) | Meetings (10%)

Key Activities

• Deal Desk Requests: AEs submit non-standard pricing, multi-year deals, or complex contract structures. You review in CPQ, check approval workflows, ensure it won't break billing downstream. You're the blocker/approver before contracts go out. Expect 5-10 requests per week.
• System Maintenance: Keep Salesforce CPQ configured correctly as product catalog changes, fix validation rules, update price books, troubleshoot why a quote won't generate. Some weeks this is 20% of your time, other weeks it's 60% when something breaks.
• Order-to-Cash Process: Monitor the handoff from closed deal → NetSuite billing → invoice sent → payment received. Chase down errors (wrong renewal date in contract, billing contact missing, invoice stuck). This is unglamorous data hygiene work.
• Reporting & Dashboards: Sales leadership wants pipeline reports, forecast accuracy, win rate by segment. You build/maintain these in Salesforce, troubleshoot when numbers don't match what finance reports, clean up duplicate records that skew metrics.
• Compliance Documentation: Since Dimitri's background is SOX compliance, expect process documentation requirements. You'll write SOPs for quote approvals, maintain audit trails, ensure segregation of duties in system access.
• Project Work: Implementing new CPQ features, migrating legacy contracts into NetSuite, building integrations with new tools. These are multi-month initiatives on top of daily firefighting.

The Honest Reality

What's Hard

• You're reactive, not proactive: Most of your day is responding to urgent AE requests ("I need this quote approved in 2 hours for a board meeting") or fixing broken processes. Strategic projects get delayed constantly.
• Caught between sales and finance: AEs want flexibility and speed. Finance wants controls and accuracy. You're the one saying "no, we can't do that pricing" or "this needs VP approval" which doesn't make you popular.
• Legacy system debt: PitchBook has been around since 2007—you're dealing with data migration issues, old custom fields nobody remembers, workarounds built on workarounds. Cleaning this up is slow, unglamorous work.
• SOX compliance overhead: If your manager is SOX-focused, expect extra documentation, change management processes, quarterly audits. Everything takes longer when you need approval trails.
• Measuring impact is fuzzy: You don't carry quota. Success is "deals flow smoothly" which is invisible when it works. You're only noticed when something breaks.

What Success Looks Like

• Deal desk SLA under 24 hours (AEs get quote approvals fast)
• <5% error rate in Salesforce→NetSuite data sync
• Month-end close happens on time with no invoice corrections
• Sales leadership trusts your pipeline reports enough to run QBRs off them
• You ship 1-2 meaningful process improvements per quarter that actually stick

Who You Support (Internal Customers)

Primary Stakeholders:

• Account Executives (20-30 reps): Need fast deal desk support, accurate quotes, help navigating approval processes
• Sales Management: Want accurate forecasting, pipeline visibility, win/loss analysis
• Finance/Accounting: Need clean order-to-cash flow, revenue recognition accuracy, audit documentation

What They Care About:

• AEs: Speed (don't slow down my deal), flexibility (help me find a way to structure this)
• Sales Leaders: Forecast accuracy, visibility into team performance, data-driven insights
• Finance: Controls, auditability, month-end close efficiency, rev rec compliance

Requirements

• 2-4 years in sales operations, revenue operations, or deal desk at a B2B SaaS/data company
• Hands-on Salesforce admin experience (CPQ specifically, not just core SFDC)
• NetSuite or similar ERP/billing system experience
• SQL or data analysis skills for reporting (you'll be querying Salesforce data regularly)
• Comfort with ambiguity—you'll own processes that aren't documented and systems that are partially broken
• Thick skin for dealing with impatient AEs who think their deal is always the most urgent
• Attention to detail (a missed decimal in CPQ can create a $50K invoicing error)