Revenue Operations Analyst

Overview

You're the HubSpot admin and data person for BizzyCar's revenue team. The company sells AI-powered service scheduling software to car dealerships. You build reports, maintain CRM hygiene, set up automations, and generally make sure the sales and marketing tech stack doesn't fall apart. You work directly with senior leadership—your analysis informs their GTM decisions.

Role Snapshot

Company Context

Stage: Unknown funding stage, but at 95 employees likely Series A/B

Size: 95 employees total

Growth: Hiring for Rev Ops suggests they're scaling GTM operations

Market Position: Niche player in automotive dealership software - specific focus on service appointment automation and recall management. Competing in a crowded dealer software market but with a specific AI-powered angle.

GTM Reality

Pipeline Sources:

• Likely 70%+ Outbound - dealerships don't typically search for this software, reps have to educate the market
• Some inbound from dealer conferences, word-of-mouth in dealer groups
• Selling to franchise dealerships, dealer groups, OEMs, and fleet operators

SDR/AE Structure: Unknown, but at 95 people probably a small sales team (5-15 reps) with dedicated SDRs

Sales Complexity: Dealerships are notoriously slow buyers. DMS integration requirements, service manager buy-in, GM approval. Long sales cycles with lots of "we'll circle back after Q1" delays.

What You'll Actually Do

Time Breakdown

HubSpot Admin (35%) | Reporting/Analysis (30%) | Ad Hoc Requests (20%) | Meetings (15%)

Key Activities

• HubSpot Configuration: You build and maintain workflows, deal stages, custom properties, and integrations. When sales complains that something broke or a field isn't capturing correctly, you fix it. You're the only person who truly understands how everything connects.

• Dashboard & Report Building: Leadership asks for revenue forecasts, pipeline coverage reports, conversion metrics by rep, lead source analysis. You pull data from HubSpot (and probably some spreadsheet hell), clean it up, and build dashboards. Some weeks you'll get the same request three times with slightly different parameters.

• Data Hygiene Projects: Duplicate records, incomplete fields, deals in the wrong stage, contacts with bad email addresses. You run regular audits and either fix things yourself or train the sales team to do it right (they usually don't).

• Cross-functional Support: Marketing needs help with campaign tracking. Sales needs a new field added. Finance needs data for commission calculations. Customer Success wants churn analysis. You're the person who makes all these groups' data requests actually happen.

The Honest Reality

What's Hard

• You're building while maintaining: At a 95-person company, there's no mature Rev Ops infrastructure. You're building processes while also keeping the current systems running. Expect to inherit some technical debt and half-built Zapier workflows.

• Sales reps don't log things correctly: You'll spend time chasing people to update deal stages, add contact roles, or fill in required fields. Data quality is always a battle. When forecasts are wrong, leadership looks at your reports, even if the root cause is bad rep hygiene.

• Constant context switching: One minute you're building a complex report for the VP of Sales, the next you're troubleshooting why a marketing form isn't creating contacts properly. Lots of Slack pings and "quick questions" that aren't quick.

What Success Looks Like

• Leadership uses your dashboards for actual decisions (not just looks at them once and forgets)
• Sales team stops complaining about HubSpot being "broken" because things actually work reliably
• You implement automation that saves the sales team 5-10 hours per week of manual work
• Forecast accuracy improves because pipeline data is cleaner and deal stages reflect reality

Who You Support

Primary Stakeholders:

• VP/Director of Sales (your main partner - they need accurate forecasts and pipeline visibility)
• Sales reps (daily users who will find every edge case that breaks your workflows)
• Marketing team (campaign tracking, lead routing, attribution reporting)
• Finance (commission data, revenue recognition support)

What They Care About:

• Sales Leadership: Can I trust this forecast? Where are the bottlenecks in our funnel? Which reps are struggling and why?
• Sales Reps: Don't make me log more stuff. Make the system do work for me, not create more admin time.
• Marketing: Which campaigns are generating qualified pipeline? What's our cost per opportunity?

Requirements

• HubSpot expert: You need to know the platform deeply - workflows, custom objects, reporting, APIs. They're not hiring someone to learn on the job.
• SQL or data analysis skills: You'll need to query databases, join data from multiple sources, and build analyses that go beyond HubSpot's native reporting.
• B2B SaaS experience: Understanding sales processes, pipeline stages, and revenue metrics. Automotive experience is probably not required.
• Self-directed: At a 95-person company, there's no Rev Ops team. You're the team. You need to identify problems and solve them without someone telling you what to do.
• Comfortable with ambiguity: Systems aren't fully built, processes aren't documented, and priorities shift. You need to be okay figuring things out as you go.