Revenue Operations & FP&A Analyst

Overview

You sit between GTM, Finance, and Strategy at a 209-person construction software company that just took minority PE investment. You're building ARR forecasts, tracking performance against plan, creating board-level reporting, and helping sales leadership understand their business. This isn't a pure analyst role where you crank out dashboards—you're in meetings with VPs explaining variance, proposing changes to comp plans, and modeling out hiring scenarios.

Role Snapshot

Company Context

Stage: Growth-stage (minority PE investment from Summit Partners in July 2024)

Size: 209 employees

Revenue: ~$20M ARR based on 2025 reports

Growth: Expanding aggressively in Middle East and North America, adding enterprise customers like Harkins Builders

Market Position: Leader in AECO (Architecture, Engineering, Construction, Operations) collaboration—competing against Autodesk Construction Cloud, Procore, Bluebeam, Navisworks. More technical/BIM-focused than general project management tools.

Sales Model: Likely mix of direct enterprise sales (3-9 month cycles) and smaller SMB deals. Construction tech often involves demos, POCs, and multi-stakeholder buying committees (project managers, IT, executives). Seats-based pricing with annual contracts.

What You'll Actually Do

Time Breakdown

Modeling/Analysis (35%) | Reporting (25%) | Stakeholder Meetings (25%) | Systems/Process (15%)

Key Activities

• ARR Forecasting: You own the 3-statement forecast model that goes to the board. Every month you're updating it with actuals, refreshing pipeline assumptions, modeling churn scenarios. You explain to Finance why Q3 looks light and what needs to happen to hit plan.

• Performance Reporting: You build and maintain the weekly/monthly sales performance dashboards. Closed-won by region, pipeline coverage ratios, rep attainment, conversion rates by stage. You're pulling data from Salesforce, cleaning it up, and packaging it for the CRO and board deck.

• Commercial Analytics: Sales leadership comes to you with questions: "Should we change territory structure?" "What if we adjust the AE:SDR ratio?" "Is EMEA pipeline healthy enough to justify another hire?" You model it out, show the tradeoffs, and help them decide.

• Process & Hygiene: You spend time fixing data quality issues—deals stuck in wrong stages, missing close dates, AEs not logging activities. You're the person bugging reps to update Salesforce because your reports break when they don't.

• Board Prep: Every quarter you're in intense mode for 1-2 weeks building the board materials. Finance wants the ARR bridge, GTM wants the pipeline analysis, Strategy wants the cohort retention charts. You're the person tying it all together.

• Ad Hoc Analyses: "Can you pull all deals over $100K that closed in MENA last quarter?" "What's our win rate against Procore?" "How many demos does it take to close a deal?" You field these constantly.

The Honest Reality

What's Hard

• Data quality is always a mess: Reps don't update Salesforce consistently. Deal amounts change last-minute. Stages are wrong. You spend a lot of time cleaning data and chasing people to fix their records before you can even analyze anything.

• Stakeholder expectations are high: Finance wants precision ("What's Q4 ARR going to be?"), but you're forecasting based on sales pipeline that moves around. You have to manage up constantly about confidence intervals and assumptions.

• You're pulled in many directions: GTM wants you analyzing rep performance, Finance wants the three-statement model updated, Strategy wants market sizing for a new vertical. Everything is "urgent" and you have to prioritize ruthlessly.

• You're building the plane while flying it: Small RevOps team at a scaling company means you're simultaneously maintaining existing reporting while building new processes. The backlog never shrinks.

• Construction buying cycles are unpredictable: Projects get delayed, budgets freeze, multi-year deals slip quarters. Your forecast is only as good as AEs' pipeline hygiene, and they're dealing with external factors they can't control.

What Success Looks Like

• Your forecasts are consistently within 5-10% of actual ARR by quarter-end
• GTM leadership relies on your analysis to make territory, headcount, and comp plan decisions
• Board meetings run smoothly because your materials are clean, clear, and tell a coherent story
• Data quality improves because you've built systems and processes that make it easier for reps to stay compliant

Who You're Supporting

Internal Stakeholders:

• CRO/VP Sales: Needs pipeline visibility, rep performance tracking, territory planning support
• CFO: Needs ARR forecasts, budget vs. actuals, revenue recognition support
• CEO/Board: Needs high-level metrics, cohort analysis, growth story
• Sales Team: Needs dashboards that actually help them (not just reports for management)

What They Care About:

• Finance: Accuracy, consistency, and being able to explain variance to investors
• GTM: Actionable insights—not just dashboards, but "what should we do differently?"
• Exec team: Confidence in the numbers and clear visibility into risks

Requirements

• 3-5 years in RevOps, FP&A, or commercial finance at a B2B SaaS or construction tech company
• Strong financial modeling skills: You can build and maintain a multi-year ARR forecast model with cohort logic, churn assumptions, and expansion curves
• Salesforce proficiency: You can write reports, understand opportunity stages, and troubleshoot data quality issues
• Stakeholder management: You can explain complex analyses to non-technical executives and push back when timelines are unrealistic
• Excel/Sheets expert: Pivot tables, VLOOKUP, array formulas, scenario modeling—second nature
• BI tool experience helpful: Tableau, Looker, or similar for building dashboards
• Comfort with ambiguity: This isn't a "run the playbook" role—you're figuring out what the playbook should be
• Construction/AECO experience a plus: Understanding multi-stakeholder buying committees, project-based sales cycles, and seat expansion motions helps