Description:The Revenue Systems Analyst is the connective tissue between Revenue Systems, the overall Revenue Operations team, and the Business Systems team. This role leads structured process discovery, maps current and future state workflows, and translates operational needs into clear, testable requirements for Business Systems and other partners, with a focus on business clarity rather than system configuration. The focus of the Revenue Systems team is improving seller and sales-operations execution across lead-to-cash (quoting, contracting, ordering, invoicing, renewals/amendments), reducing rework, strengthening data integrity, sales finance/ budgeting, and accelerating change adoption.
This role also supports the strategy, administration, and adoption of the platforms that power revenue workflows, including our market intelligence platform. Success in this role depends less on producing documents than on the human work behind them, building trust with business partners, asking the questions that surface what people actually do versus what the process says they do, and driving decisions across teams that don't always agree. This is not a system administration or configuration role.
Essential Responsibilities:Business Process Discovery and Design- Facilitate workshops and working sessions with key stakeholders (Account Executives, District Managers, Sales Support, Renewals, Sales Finance, and Business Systems) to document current state end-to-end business processes and define improved future state designs facilitated by systems and process improvements.
- Create clear, multi-level process maps (e.g., lead-to-quote, quote-to-contract, order-to-cash, renewals/amendments) that reflect real seller and operations workflows, handoffs, approvals, and exception paths.
- Establish and maintain a lightweight process library (maps, SOPs, definitions, decision trees) so institutional knowledge is durable and scalable.
Requirements and Solution Definition (Sales and Sales Operations Lens)- Translate process and policy decisions into well-structured requirements: user stories, acceptance criteria, business rules, and operational scenarios - ensuring clarity, completeness, and testability.
- Partner with Business Systems to validate feasibility, clarify ambiguities, and ensure requirements reflect both the operational intent and system constraints.
- Maintain traceability from process maps -> requirements -> test cases -> release notes to reduce rework and ensure end-to-end quality.
- Use AI-powered tools (e.g., Glean, Claude, Gemini) to accelerate drafting of user stories, business cases, acceptance criteria, process documentation, and stakeholder synthesis - applying judgment to validate accuracy, completeness, and business fit rather than accepting output at face value.
Tools Strategy and Administration- Support the administration and strategy development of the platforms supporting revenue workflows, including our market intelligence platform, assisting in configuration, user access, adoption tracking, and vendor coordination.
- Translate market intelligence signals into usable seller and sales-operations workflows, partnering with Business Systems on data flow, attribution, and reporting integration.
- Build and maintain enablement resources (playbooks, prompt libraries, use case guides) that drive consistent, high-value usage across the field.
- Evaluate, pilot, and operationalize additional platforms as needed, including AI-enabled solutions, and make recommendations on fit, sequencing, and expansion.
Operational Readiness, Testing, and Change Enablement- Co-design UAT approaches and test scenarios rooted in real-world seller and Sales Operations use cases; coordinate execution with Business Systems and key business testers.
- Develop end-user documentation (job aids, playbooks, process guides) and support enablement activities to drive adoption and consistent execution.
- Support release readiness by confirming training, communications, reporting impacts, and operational 'go-live' checklists are complete.
Continuous Improvement and Performance Insights- Use operational data and qualitative feedback to identify friction points, bottlenecks, policy leakage, and process variability - and recommend improvements.
- Support defining process KPIs (cycle time, rework/defect rates, adoption, SLA attainment) and partner with reporting teams to surface actionable insights.
- Promote standardization and simplification while preserving necessary state/district/contracting complexity through clear guardrails and exception handling.
- Evaluate emerging technologies, automation opportunities, and AI-enabled solutions that can simplify workflows, reduce manual effort, and improve operational effectiveness.
Cross-Functional Partnership and Governance- Act as a neutral facilitator to align Sales, Finance, and Business Systems on process decisions, definitions, and sequencing - especially in quoting, contracting, ordering, and invoicing workflows.
- Support governance routines (change intake, prioritization, documentation standards, decision logs) to keep cross-functional work moving and reduce 'spin.'
- Contribute to program initiatives across the revenue systems roadmap (e.g., quoting modernization, amendments/contracting improvements, data governance, commission and budget operationalization, seller enablement).
Minimum Qualifications:- Bachelor's degree in Business, Operations, or related field (or equivalent experience).
- 4+ years of experience in Sales Operations, Revenue Operations, Business Process Analysis, or related roles focused on process design and operational improvement.
- Demonstrated ability to create process maps and documentation that non-technical audiences can follow (e.g., Lucidchart, Visio, Miro, or similar).
- Experience translating business needs into clear requirements (user stories, acceptance criteria, business rules) and supporting cross-functional delivery.
- Experience working with CRM and revenue operations platforms (Salesforce preferred) and familiarity with lead-to-cash processes including quoting, contracting, ordering, invoicing, and renewals.
- Strong facilitation, stakeholder management, and written communication skills; comfortable driving alignment across teams with competing priorities.
- Analytical mindset and comfort using data to diagnose issues and validate improvements.
- Demonstrated curiosity and willingness to learn new technologies, methodologies, and ways of working, including the use of AI-powered tools to improve productivity, process design, analysis, documentation, and decision-making.
Travel required (about 10-15%).
Preferred Qualifications:- Experience in K-12 education, EdTech, or other subscription/SaaS environments with complex contracting and renewal processes.
- Experience with CRMs and Quoting automation and contract/amendment workflows (e.g., Salesforce CPQ / Revenue Cloud/ or similar) from an operational design perspective.
- Lean / Six Sigma (Green Belt or higher), PMP, or comparable process improvement training.
- Familiarity with Agile delivery practices, backlog hygiene, and tools like Jira/Confluence (or equivalent).
- Experience building playbooks/SOPs and partnering with enablement teams to drive adoption in the field.
