Sr Sales Ops Analyst

The company is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity SaaS portfolio.

Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.

The Role

The company’s Field Operations team sits at the center of how the company plans, forecasts, and executes revenue. We are building a team that operates with the analytic rigor of a finance org and the speed of a sales floor — and we need operators who can do both.

The Senior Sales Operations Analyst is a high-visibility individual contributor role reporting to the Director of Sales Operations. You will own the analytic backbone of our GTM motion: building the models, reports, and processes that sales leadership relies on to call the business, allocate resources, and drive execution across seven global theatres. Your work will span pipeline analytics and conversion trends, revenue planning and capacity modeling, and quota and territory design.  You will be the person who turns raw Salesforce and Databricks data into forward-looking indicators that change how leaders make decisions — and you will partner closely with our GTM Engineer to operationalize AI-driven workflows that make the entire sales org faster and more precise.

This is not a back-office reporting role. Your analysis will show up in CRO forecast calls, board materials, and strategic planning sessions. If you want a seat where your work directly shapes how a high-growth cybersecurity company runs its revenue engine, this is it.

What You’ll Do

• Pipeline Analytics & Forecasting: Deliver data-driven insights and forward-looking indicators for continuous improvement of sales forecasts, rep efficiency analytics, opportunity pipeline analysis, and conversion trends.

• Revenue Planning & Modeling: Build bottom-up plans, capacity models, quota frameworks, and scenario analyses to improve forecast accuracy and planning confidence.

• Process Design & Automation: Improve revenue execution by scaling reporting, reducing manual friction, and strengthening transparency across quotas, compensation, and strategic growth programs.

• Territory & Segmentation Analysis: Build and maintain territory models that balance rep capacity, account coverage, and market opportunity — supporting annual planning and in-cycle territory realignments.

• Standard Operating Procedures: Manage, document, and continuously improve the standard operating procedures that support the GTM motion — ensuring operational knowledge is codified and not trapped in any single person.

• Data Integrity: Identify and lead data cleanup and enrichment projects that keep Salesforce and downstream reporting systems trustworthy and audit-ready.

• AI Workflow Operationalization: Partner with the GTM Engineer to test, validate, and operationalize AI skills and automations — serving as the voice of the field to ensure new tooling fits real seller workflows.

• Strategic Initiatives: Lead and own special initiatives and ad hoc requests from sales leadership — the kind of work that doesn’t fit in a standing process but needs to be right and fast.

• Trends & Reporting: Surface trends, risks, and wins using both quantitative and qualitative analysis — building the narrative around the numbers, not just the numbers themselves.

What You’ll Bring

Required

• Minimum of 3 years’ experience as an Analyst in Revenue Operations, Sales Operations, or GTM Strategy roles in B2B SaaS or enterprise software environments.

• Proficiency in BI tools (Power BI, Tableau), SQL, CRM platforms (Salesforce strongly preferred), and Excel modeling — you build the reports leadership actually uses.

• Established business acumen with deep understanding of sales cycles, pipeline mechanics, marketing funnels, and forecasting processes.

• Proven experience in sales performance analytics and planning, including territory design, quota management, revenue forecasting, and GTM capacity planning.

• Strong cross-functional communication skills — comfortable taking ambiguous requests from Sales, Marketing, and RevOps stakeholders, translating them into delivered analysis, and framing technical work as business impact for executive audiences.

• Track record of delivering accurate, audit-ready analysis under deadline pressure — the kind of work that goes to the CRO without a second pass.

• Highly organized self-starter with the ability to manage competing priorities and drive work forward without waiting to be asked.

Preferred

• Experience building and maintaining executive-ready reporting packages — QBR decks, board slides, forecast summaries — not just dashboards but the narrative around them.

• Familiarity with revenue intelligence platforms (Clari, Gong, or similar) and how they integrate into a Salesforce-based GTM data model.

• Comfort working with large datasets in Databricks, Snowflake, or similar platforms beyond basic Excel and BI tool work.

• Working knowledge of automation tools and AI/ML fundamentals — you don’t need to build the models, but you understand how to leverage them in operational workflows.

• Background in cybersecurity or identity security markets.

Better Together

Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.

We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.

About Us

The company is the global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders.

The company is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners.

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