Overview
You're a revenue operations analyst supporting Pinterest's Sales Strategy & Operations team. You'll spend most of your time in Salesforce, Tableau, and spreadsheets building reports, analyzing pipeline health, and creating forecasts for leadership. You work across Agency Sales and the newer tvScientific/Programmatic business.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Revenue Operations Analyst (IC) |
| Sales Motion | Supporting both inbound/outbound motions |
| Deal Complexity | Not directly selling - supporting $50K-$500K+ deals |
| Sales Cycle | N/A - operations support role |
| Deal Size | Supporting deals across $50K-$500K+ range |
| Quota (est.) | No quota - measured on reporting accuracy and speed |
Company Context
Stage: Public company (Pinterest) with acquired startup (tvScientific)
Size: 153 employees in tvScientific division, ~4,000+ at Pinterest overall
Growth: Pinterest acquired tvScientific to build out CTV advertising - this is a growth area they're investing in
Market Position: Pinterest is established in social/visual discovery ads; tvScientific brings performance CTV capabilities to compete with Roku, Amazon, and other CTV platforms
GTM Reality
What You Support:
- Agency Sales team (likely mid-market to enterprise agencies buying Pinterest ads)
- Programmatic Sales team (tvScientific CTV platform)
- Mix of direct sales and programmatic/self-serve channels
Your Stakeholders:
- Sales leadership who need weekly/monthly forecasts
- AEs who need pipeline reports and deal tracking
- Finance who needs revenue recognition data
- Executive leadership who wants board-level reporting
What You'll Actually Do
Time Breakdown
Reporting (40%) | Analysis (30%) | Meetings (20%) | Systems Admin (10%)
Key Activities
- Weekly Forecast Prep: Pull data from Salesforce, clean it up, build forecast models, get feedback from sales managers on what's actually closing vs what's slipping. Send forecast deck to leadership by Friday EOD.
- Pipeline Health Analysis: Run weekly pipeline coverage reports by rep, region, and product line. Flag where coverage is thin. Create slides showing conversion rates at each stage. Present to sales leadership in Monday pipeline calls.
- Dashboard Building: Build and maintain Tableau dashboards for sales KPIs - win rates, cycle time, ASP, rep productivity. Field requests for new cuts of data. Debug when numbers don't match between systems.
- Ad Hoc Analysis: Sales VP asks "Why did Q4 miss plan?" or "Which verticals are growing fastest?" You dig into the data, build analysis, create presentation. Usually with short turnaround times.
- Systems Cleanup: Fix duplicate accounts in Salesforce, update stage definitions, work with sales ops to improve data hygiene. Chase reps to update close dates and stages.
The Honest Reality
What's Hard
- Data is messy - reps don't update Salesforce consistently, so you spend a lot of time chasing people and cleaning data before you can analyze anything
- Reporting cadence is relentless - weekly forecasts, monthly QBRs, quarterly planning. The requests never stop and deadlines are tight.
- You're often the bearer of bad news - "pipeline coverage is at 2.1x and we need 3.5x to hit plan" - and leadership shoots the messenger
- Post-acquisition integration means you're dealing with two different systems, processes, and cultures. tvScientific probably has different reporting needs than core Pinterest.
- Firefighting disguised as analytics - "Why did this deal slip?" usually means someone's looking for someone to blame
- You rarely have time for strategic projects because you're buried in recurring reports
What Success Looks Like
- Forecasts are within 5% of actual results month over month
- Dashboards are trusted - sales leadership uses them in weekly meetings without questioning the numbers
- You catch pipeline problems early ("EMEA is at 1.8x coverage 6 weeks from quarter end")
- Requests get turned around in 24-48 hours
- You automate recurring reports so you can spend more time on analysis vs data pulling
Who You're Supporting
Primary Stakeholders:
- VP/Director of Sales Strategy & Operations (your boss - Alexis)
- Sales VPs and Directors who own revenue numbers
- Finance team for revenue forecasting and planning
What They Care About:
- Accurate, timely forecasts (finance needs to guide the street)
- Early warning on pipeline gaps or deal risks
- Rep productivity metrics (who's performing, who needs help)
- Fast turnaround on analysis requests
- Clean, reliable data they can trust
Requirements
- 4-6 years in revenue operations, sales operations, or finance/analytics roles
- Advanced Excel/Google Sheets (pivot tables, vlookups, complex formulas)
- SQL for pulling data from databases
- Salesforce reporting and dashboard building
- Tableau or similar BI tool experience
- Understanding of B2B sales metrics (pipeline coverage, win rate, ASP, cycle time)
- Ad tech or SaaS experience helpful (Pinterest operates in advertising)
- Comfortable presenting data to executives
- Ability to work fast under tight deadlines
- Thick skin for when forecasts miss or data shows uncomfortable truths