Senior Revenue Operations Analyst

Overview

You're the data and process backbone for Pinterest's Sales Strategy & Operations team. You build the dashboards executives look at, run the analyses that inform territory changes and comp plans, and troubleshoot when the data doesn't match reality. You work cross-functionally with Sales, Finance, and Product teams to keep the revenue machine running smoothly.

Role Snapshot

Company Context

Stage: Public company (NYSE: PINS)

Size: ~3,000 employees globally, 153 in tvScientific division

Growth: Pinterest acquired tvScientific to expand into CTV/programmatic advertising. This role supports both the legacy Pinterest ads business and the new tvScientific unit, which is growing fast.

Market Position: Pinterest is an established player in social/visual advertising; tvScientific is a challenger in the CTV ad space competing against platforms like Roku, Amazon, and traditional DSPs.

GTM Reality

What You Support:

• Agency Sales team (selling Pinterest ads to advertising agencies)
• Programmatic Sales team (selling tvScientific's CTV platform to performance marketers)
• Leadership needs: forecasting, pipeline health, territory optimization, comp planning

Your Stakeholders:

• VP/Director of Sales Strategy & Operations (Alexis, your hiring manager)
• Other SS&O team members supporting different sales segments
• Sales leadership who need reports and insights
• Finance for bookings/revenue reconciliation
• Salesforce admins and BI/data engineering teams

Competitive Landscape

Not Applicable - This is an internal operations role, but understanding the competitive dynamics helps:

tvScientific Competitors: Roku OneView, Amazon Ads DSP, The Trade Desk, traditional TV/CTV DSPs

Pinterest Ads Competitors: Meta, TikTok, Snapchat, Google Display

Why This Matters: You need to understand what reps are selling and the competitive landscape to build useful analyses. If you don't know why deal cycles are lengthening or why a certain segment underperforms, your reports won't be actionable.

What You'll Actually Do

Time Breakdown

Data Analysis (40%) | Reporting/Dashboards (30%) | Strategic Projects (20%) | Meetings (10%)

Key Activities

• Build and maintain executive dashboards: You own the weekly/monthly reports that VPs look at. This means Salesforce data extraction, joining with other data sources, building Tableau/Looker dashboards, and explaining why the numbers changed. When data looks wrong (and it often does), you investigate discrepancies.

• Run ad-hoc analyses: Sales leadership asks questions like "Why is our Enterprise segment underperforming?" or "What's our average deal size by vertical?" You pull data, build models, present findings. Some requests are one-offs, others turn into recurring reports.

• Support strategic planning: Territory planning (Q4 every year), quota setting, comp plan modeling, headcount planning. You build the Excel models that determine who covers what accounts and how much people get paid. This work is high-stakes - mess it up and you create major rep frustration.

• Data hygiene and process improvement: Sales reps don't always log things correctly. You identify data quality issues, work with Salesforce admins to fix them, and create documentation/training. You also look for process bottlenecks (like slow deal approvals) and propose solutions.

• Cross-functional projects: Partner with Product, Marketing, or Finance on initiatives that need operational support. Could be launching a new sales segment, testing a new lead routing model, or analyzing the ROI of a marketing campaign.

The Honest Reality

What's Hard

• Data is always messy: Salesforce data quality is never perfect. You'll spend significant time investigating why numbers don't tie out, chasing down reps who didn't log things correctly, and building workarounds for system limitations. It's tedious.

• Stakeholder management is constant: Everyone wants something from you - executives want strategic insights, sales managers want their dashboards updated, Finance wants reconciliation. You're constantly prioritizing and saying no to things. Some stakeholders get frustrated when you can't turn around their request in 24 hours.

• You don't control outcomes: You can build the perfect territory plan or comp model, but Sales leadership might override it for political reasons. You provide recommendations; others make decisions. That can be frustrating if you're used to owning outcomes.

• Context-switching: Your morning might be debugging a Salesforce report, afternoon is presenting analysis to a VP, and evening is updating an Excel model. The variety keeps it interesting, but also means you're rarely in deep focus mode for long stretches.

What Success Looks Like

• Your reports are trusted: When executives or sales leaders need data, they come to you first. Your dashboards are the source of truth, and people don't question your numbers.

• Projects ship on time: Territory planning finishes before Q1 starts. Comp plans are finalized before year-end. You hit deadlines even when requirements change mid-project.

• Sales org improves: Forecast accuracy gets better. Lead response times decrease. Territory balance improves. You see tangible operational improvements from your work.

Who You're Supporting

Primary Stakeholders:

• VP/Director of Sales Strategy & Operations (your manager, Alexis)
• Sales Directors/VPs who need pipeline visibility and performance insights
• Finance team for revenue forecasting and bookings reconciliation
• C-suite executives during board prep and QBRs

What They Care About:

• Accuracy: Numbers need to be right. A wrong forecast or bad data point in a board deck is a big problem.
• Speed: Some requests are urgent - executive asks a question, needs answer by EOD.
• Insight, not just data: They don't want raw numbers; they want "Why did this happen?" and "What should we do about it?"
• Proactivity: Flag issues before they become crises (e.g., pipeline dropping, forecast at risk).

Requirements

• 4+ years in Revenue Operations, Sales Operations, or Business Operations (ideally at a tech company)
• Strong SQL skills - you'll write queries daily to pull and transform data
• Experience with BI tools (Tableau, Looker, Power BI) - you're building dashboards, not just consuming them
• Advanced Excel/Google Sheets - complex models, pivot tables, VLOOKUPs, macros
• Salesforce experience - deep understanding of how CRM data works, what reports are possible, where data quality breaks
• Experience with strategic planning projects (territory design, quota setting, comp modeling)
• Ability to explain complex analyses to non-technical stakeholders
• Comfortable with ambiguity - requirements change, priorities shift, you figure it out
• Pinterest likely wants someone who's worked in ad tech or marketplace businesses before (two-sided, complex sales motions)