Overview
You own the sales tech stack, reporting, and process for a fast-growing sales org. You're building dashboards, maintaining Salesforce, and trying to create systems that don't break as the team scales from 20 to 50+ reps. Leadership asks you for pipeline numbers and forecast accuracy. Reps ask you why their data is wrong and how to use new tools.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Revenue Operations Analyst |
| Sales Motion | N/A - internal operations |
| Deal Complexity | N/A |
| Sales Cycle | N/A |
| Deal Size | N/A |
| Quota (est.) | N/A - measured on data accuracy, dashboard uptime, and process adoption |
Company Context
Stage: Series A/B (estimated based on 193 employees and rapid growth)
Size: 193 employees (sales team likely 30-50 people)
Growth: Team 10x'd in past year - your job is to build systems that can scale
Market Position: Fast-growing startup with maturing sales org that needs better infrastructure
GTM Reality
Sales Org Structure: BDRs, AEs, CSMs all feeding into the same systems
Tech Stack: Salesforce (likely messy), Outreach/Salesloft, LinkedIn Sales Nav, BI tool (Looker/Tableau/Mode), various point solutions
Reporting Structure: You likely report to VP Sales, CRO, or Head of Rev Ops
Team: You're probably one of 1-3 people in rev ops right now
What You'll Actually Do
Time Breakdown
Reporting/Dashboards (35%) | Salesforce Admin (25%) | Tool Management (20%) | Ad Hoc Analysis (20%)
Key Activities
- Building and maintaining dashboards: Leadership wants to see pipeline coverage, win rates, forecast accuracy, activity metrics. You're building these in Looker/Tableau and fixing them when data breaks.
- Salesforce administration: Fields are getting created randomly, data isn't clean, opportunity stages don't match the actual sales process. You're trying to enforce hygiene while reps just want to close deals.
- Tool implementation and training: Company buys new tools (sales engagement, conversation intelligence, etc.). You're responsible for setup, integration, and getting reps to actually use them.
- Ad hoc analysis: "Why did we miss forecast?" "Which lead sources convert best?" "What's our average sales cycle?" Leadership fires these questions at you and expects answers in 24 hours.
The Honest Reality
What's Hard
- Data is always messy. Reps don't log activities correctly, deals aren't in the right stage, fields are missing. You're constantly cleaning.
- Every stakeholder wants something different from the data. Sales wants activity metrics, marketing wants attribution, finance wants revenue recognition. You can't make everyone happy.
- Tools break. Integrations fail, APIs change, dashboards go down right before a board meeting. You're firefighting constantly.
- Process adoption is low. You build a great workflow and 30% of reps actually use it. The rest do their own thing.
- You're stretched thin. The company is growing faster than rev ops headcount, so you're juggling 10 projects at once and all of them are "urgent."
What Success Looks Like
- Forecast accuracy within 10% month-over-month
- <5% data quality issues in Salesforce (clean pipeline, logged activities, updated stages)
- Dashboards are live and accurate 95%+ of the time
- Sales team can self-serve basic reports without asking you
- New tools get adopted by 70%+ of team within 60 days
Who You're Supporting
Primary Stakeholders:
- VP Sales / CRO (strategic reporting, forecast accuracy)
- Sales reps (tool questions, data issues, process confusion)
- Marketing (lead flow, attribution, conversion reporting)
- Finance (revenue recognition, commission calculations)
What They Care About:
- Leadership: Pipeline visibility, forecast accuracy, where we're winning/losing
- Reps: Don't slow me down, make the tools work, fix my data
- Marketing: Did our campaigns work, what's our ROI
- Finance: Are the revenue numbers right, can you reconcile the data
Requirements
- 2-4 years in sales operations, rev ops, or business systems
- Strong Salesforce admin skills (reports, dashboards, workflows, data management)
- SQL and BI tool experience (Looker, Tableau, Mode, or similar)
- Can build and maintain integrations between sales tools
- Comfortable in high-growth chaos - priorities shift weekly
- Strong stakeholder management - you're saying no a lot
- Excel/Sheets power user for ad hoc analysis