About the RoleWe're looking for a Revenue Operations Analyst to own the accuracy and integrity of our sales compensation program, while providing flexible support to our deal desk and quoting process. You'll be the person reps trust to get their commissions right and the person deal teams lean on when a quote gets complicated.
This role is a good fit for someone who is meticulous with numbers, enjoys solving complex, non-standard problems, and communicates clearly with sales, finance, and leadership.
What You'll DoSales Compensation (primary focus, ~65%)- Administer monthly and quarterly commission calculations for customer-facing teams (sales, partner, technical sales, customer success, implementation) ensuring accuracy and on-time payout
- Maintain compensation plan documents, quota assignments, and crediting rules in our comp tool
- Manage monthly sales data review process, ensuring correct amounts, assignments, dates, etc. within the CRM data driving compensation payouts
- Partner with Finance and Payroll to validate payouts, reconcile bookings against closed-won data, and resolve discrepancies
- Respond to rep and manager questions about commission statements, with clear explanations
- Investigate and resolve crediting disputes, split requests, and plan exceptions, documenting decisions and precedent
- Build and maintain attainment, accelerator, and payout forecasting reports to support planning and budgeting
- Help maintain audit-ready documentation for SOX or internal compliance reviews, where applicable
Deal & Quoting Support (ad hoc, ~25%)- Provide backup support to the deal desk, including quote creation and review
- Help structure non-standard deals, such as custom terms, multi-year pricing, ramps, and migrations, within pricing and discount guidelines
- Review deals for policy compliance and flag risks to deal desk leadership
- Surface recurring deal patterns that point to opportunities to simplify pricing or process
Analytics & Process Improvement (~10%)- Identify opportunities to automate manual comp and quoting workflows
- Build dashboards and reports in the CRM and comp tooling that give sales leaders visibility into attainment and deal health
- Contribute to documentation, training materials, and process improvements across Revenue Operations
What You'll BringRequired- 2-4 years of experience in Revenue Operations, Sales Operations, Sales Compensation, Finance, or a related analytical role (B2B SaaS preferred)
- Strong proficiency in Excel or Google Sheets, including lookups, pivot tables, and multi-step modeling
- Hands-on experience with Salesforce or a comparable CRM
- Exceptional attention to detail and comfort with high-stakes accuracy
- Clear written and verbal communication, with the ability to explain complex calculations to non-technical stakeholders
- Sound judgment and discretion when handling confidential compensation data
Preferred- Experience with a CPQ tool such as Salesforce CPQ or Zuora
- Familiarity with SaaS metrics and revenue recognition concepts (ARR, TCV, ACV, bookings vs. billings)
- Experience supporting a deal desk or pricing and approval workflows
What Success Looks Like- First 30 days: Learn the comp plans, systems, and payout calendar; shadow a full commission cycle
- First 90 days: Run a payout cycle with minimal oversight; take on first deal desk requests
- First 6 months: Own the monthly comp process end to end, contribute to next year's plan design and modeling, and identify at least one process improvement
Salary Range: $90,000 - $100k base salary + 5% variable bonus based on company and individual performance.
