The posting
We are looking for a Senior Revenue Operations Analyst to turn go-to-market data into decisions leadership and our board can act on. The role covers day-to-day pipeline and seller performance analysis, strategic projects on how deals move through the funnel end to end, and a set of recurring deliverables the business runs on: monthly town hall and metrics reporting, the quarterly sales QBR and its translation into board materials, and annual commission plan design and territory modeling.
This is a senior individual contributor role: you will own analysis end to end, from a raw data pull to a recommendation a sales or marketing leader can act on the same day. so we need someone who can work through that ambiguity and still land on an answer. We also want someone who treats improving how we report and analyze as part of the job, not a side project: if a process, a data source, or a reporting cadence could work better, we want you asking that question and proposing the fix.
We are also looking for someone who thinks about this role a step ahead. We want an AI-first contributor who builds AI into their own workflow to move faster and go deeper, and who takes incremental, practical steps toward redefining what a Senior Revenue Operations Analyst can do, with us, over time.
What you will own
- Pipeline analysis. Monitor pipeline coverage, velocity, and stage conversion on an ongoing basis. Flag risk to forecast accuracy before it shows up in a board meeting, not after.
- Seller performance analysis. Analyze individual and team seller performance to identify what separates strong performers from weak, and turn that into coaching and process recommendations sales leadership can act on.
- Revenue orchestration across the funnel. Study how deals move from first touch to close, across marketing, sales, and customer success handoffs, and identify where the funnel is losing velocity or deals.
- Strategic analysis projects. Lead ad hoc and recurring analyses that connect operational data to revenue outcomes, such as sales cycle length, stage conversion rates, and pipeline coverage ratio. Translate findings into a clear point of view, not just a chart.
- Forecasting inputs. Build and maintain the models and inputs that feed our forecast, so committed-versus-closed accuracy improves quarter over quarter.
- Own the dashboards leadership and the board rely on. Keep them accurate, current, and built on one trusted source of data, and partner closely with our internal BI team to continuously transform and enhance the way we report.
- Cross-functional partnership. Work directly with sales, marketing, and customer success leaders to prioritize competing analysis requests and connect the work back to a named business outcome.
- Process and data improvement. Look past the current answer to the process behind it. Identify where our data collection, reporting cadence, or analysis workflow can improve, and drive those changes rather than working around them.
- Executive and board reporting cadence. Own the monthly metrics file and use it to build monthly town hall slides. Own the full quarterly business review (QBR) build for sales, including core content and Sales/GTM strategic topics, then translate that QBR into board materials.
- Commission plan support. Turn commission guiding principles into an actionable annual plan. Build the Excel calculators reps and leaders use to model commission earnings against expected bookings, and maintain commission plan documentation year-round, including templates by role and individual documents by rep and leader, as people join or change roles.
- Territory and account planning. Own annual territory modeling, analysis, and setting. Build the quarterly success plan (QSP) data files reps use to plan their territories each quarter.
- Ad hoc operations support. Field ad hoc requests and data cleanup work from finance, sales leadership, and sales reps, including data cleanup tickets in Salesforce.
Who you Are:
- 5+ years of experience in revenue operations, sales operations, or a similar analytical role in B2B SaaS.
- Strong technical execution: comfort building reports and models directly in a CRM and reporting stack.
- Advanced Excel modeling skills. You are comfortable building and maintaining calculators and models from scratch, such as commission calculators and territory models, that reps and leaders rely on directly.
- Experience with a modern BI or data visualization platform (e.g., Power BI, Tableau) for building reporting that scales beyond a single spreadsheet.
- Business judgment: a track record of translating a business goal into a system requirement or an analysis, and prioritizing when asks compete.
- Fluency with the metrics our board and leadership track most closely, including pipeline coverage ratio, forecast accuracy, sales cycle length, stage conversion rates, and other various funnel and seller performance metrics.
- Experience operating inside a standardized, playbook-driven environment (private equity-backed, franchise, or another highly process-mature organization) is a strong plus.
- Clear, confident communication. You can present a finding to a room of stakeholders and stand behind the recommendation.
- Comfort with ambiguous or incomplete data. You can reason through gaps and inconsistencies in the underlying data and still deliver a defensible answer on a deadline.
- A genuine interest in improving how we work, not just what we report. You look for the process or data fix behind a recurring problem, not just the next chart.
- An AI-first way of working. You already use AI tools to work faster and go deeper in your own analysis, and you want to keep finding the next practical way to apply them to this role.
About ESO
ESO is a fast-paced, growing data, technology, and research company passionate about improving community health and safety through the power of data. We pioneer innovative, user-friendly software to meet the changing needs of today’s EMS agencies, fire departments, and hospitals. We’re small enough to be nimble and fun, but big enough to be a great place to work. We serve thousands of customers out of our offices across North America, Europe and Costa Rica!
Are you ready to Make a Difference? At ESO, we believe in bringing your true self to work every single day. If you don’t match all the qualifications on the job description, we encourage you to apply anyway! We are looking for passionate, innovative, and authentic people to help drive our mission.
All offers are contingent upon a successful background check.
ESO is committed to creating a diverse and inclusive work environment and is proud to be an equal opportunity and affirmative action employer. We invite you to consider opportunities at ESO regardless of your gender; gender identity; gender reassignment; age; religion; race; national origin; political affiliation; sexual orientation; disability; veteran status; or other non-merit factor.
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