RevOps Analyst

Overview

You're the analytics engine for Eleos' RevOps function. You pull data, build reports, analyze trends, and create dashboards that help the GTM team understand pipeline health, conversion rates, and rep performance. Most of your time is in Salesforce, Excel/Sheets, and BI tools. You work closely with the RevOps Manager and field ad-hoc requests from sales, CS, and marketing.

Role Snapshot

Company Context

Stage: Growth stage (278 employees, expanding GTM operations)

Size: 278 employees

Growth: Building out RevOps team under new VP - good opportunity to establish foundational processes

Market Position: Niche player in behavioral health AI - specific vertical with defined use case

GTM Reality

Sales Characteristics:

• Enterprise deals with multiple stakeholders (clinical directors, IT, compliance, procurement)
• Healthcare buying cycles with budget approvals and committee decisions
• Implementation requires coordination with IT and clinical workflows

Your Data Challenges:

• Complex account hierarchies (corporate parent + individual treatment centers)
• Multiple contacts per deal across different decision-making levels
• Long sales cycles mean tracking deal progression over many months

What You'll Actually Do

Time Breakdown

Report Building (40%) | Ad-hoc Analysis (30%) | Data Cleanup (20%) | Meetings/Collaboration (10%)

Key Activities

• Pull Weekly/Monthly Reports: Pipeline snapshots, stage conversion rates, rep performance dashboards, forecast reports. Lots of recurring reporting that needs to be ready for Monday morning sales meetings or QBRs.
• Ad-hoc Analysis: "Why did win rate drop last quarter?" "Which reps are struggling with demo-to-close?" "How does deal size vary by provider type?" You get questions constantly and need to dig into Salesforce to find answers.
• Dashboard Maintenance: Build and update Tableau/Looker/PowerBI dashboards. Fix broken visualizations when data sources change. Add new metrics as leadership asks for them.
• Data Quality Audits: Check for duplicate accounts, missing opportunity data, incorrectly assigned leads. Flag issues and work with reps to clean them up.
• Trend Analysis: Look for patterns in won/lost deals, identify which marketing channels drive best pipeline, analyze sales cycle length by segment. Present findings to leadership.
• Support Comp & Planning: Pull historical data for quota setting, analyze territory performance, model different commission scenarios. Especially intense during planning seasons.

The Honest Reality

What's Hard

• Data Is Always Messy: Reps don't log activities consistently. Opportunity stages don't get updated. You'll spend hours tracking down why numbers don't match between reports.
• Constant Interruptions: Just when you're deep into an analysis, someone needs a report for a board meeting tomorrow. Priorities shift daily.
• Healthcare Data Complexity: Provider accounts have multiple locations, corporate hierarchies, and regulatory considerations. Structuring data to reflect this reality is harder than typical SaaS.
• Explaining Your Work: You'll build a sophisticated analysis only to have someone ask "can you just show this in a simple table?" Translating technical work for non-technical stakeholders is half the job.
• Unclear Requirements: "Can you pull some data on our enterprise deals?" What does enterprise mean? What timeframe? What specific metrics? You'll spend time clarifying before you can start.

What Success Looks Like

• Sales leaders trust your numbers and use them to make decisions
• Your recurring reports are delivered on time without errors
• You've identified trends that led to actual changes in GTM strategy
• Ad-hoc requests get turned around quickly with clear, actionable insights

Who You Support

Primary Stakeholders:

• RevOps Manager (your direct manager)
• Sales leadership (need pipeline visibility and performance metrics)
• Individual reps (need their personal dashboards and territory data)
• Marketing (need attribution and lead conversion analysis)
• Customer Success (need expansion and retention metrics)

What They Care About:

• Sales Leadership: Fast, accurate answers to strategic questions; reliable weekly/monthly reporting
• Reps: Easy-to-understand dashboards showing their performance and pipeline
• RevOps Manager: High-quality analysis that informs process improvements

Requirements

• 2-4 years in sales/revenue operations, business intelligence, or data analytics
• Strong Excel/Google Sheets skills - pivot tables, VLOOKUP, complex formulas
• Salesforce reporting experience (creating reports and dashboards)
• Experience with BI tools (Tableau, Looker, PowerBI, or similar)
• SQL is a plus but not always required
• Ability to translate business questions into data queries
• Healthcare or regulated industry experience helpful
• Comfortable working independently and managing multiple requests