Senior Sales Operations Analyst

Join our team as a Senior Sales Operations Analyst, where you'll play a crucial role in driving revenue growth through effective go-to-market planning. You'll partner with various teams to develop and execute segmentation, book-of-business design, quota setting, and capacity planning. Your work will have a direct impact on our sales teams and overall business success.

As a Senior Sales Operations Analyst, you will be responsible for the design and ongoing maintenance of customer/account segmentation, translating organizational-level segmentation strategy into concrete, rules-based models.

Responsibilities

• You will own the end-to-end quota-setting process for Direct, Expansion, and Benefits, translating top-down revenue targets into bottoms-up, capacity-based quotas by rep, team, and segment.
• You will partner closely with GTM leaders and their GTM Ops partners across Direct, Expansion, and Benefits to ensure segmentation, book, quota, and capacity decisions reflect real operational context, while retaining ownership of the outcome and the execution.
• A first-principles problem solver who can build a defensible model from ambiguous inputs and translate org-level strategy into concrete, rules-based execution
• A strong cross-functional partner, able to work closely with GTM leaders and GTM Ops peers without ceding ownership of the outcome
• Proven ability to own outcomes and execution, not just analysis or recommendations: you're comfortable being the accountable owner when a quota, book, or headcount plan is challenged
• Experience running planning processes on a recurring cadence (annual/quarterly quota setting, ongoing book rebalancing, headcount reviews) across multiple stakeholder groups
• Analytical depth; comfortable building and defending quantitative models (quota, capacity, segmentation) under time pressure
• Excellent written and verbal communication; you can defend a model's methodology to GTM leaders and senior sales leadership, and hold your ground when a decision is unpopular but correct

Requirements

• Strong sales process & tooling proficiency: you can build and audit account assignment/routing logic, manage territory and book structures, and build reporting that leaders trust
• 5+ years in Sales Ops, RevOps, or a similar analytical GTM role, with direct, hands-on experience owning segmentation, territory/book design, quota setting, or headcount/capacity planning; ideally in a fast-paced SaaS or fintech environment
• Experience owning segmentation, book-of-business, or quota/capacity planning across multiple sales organizations or motions simultaneously (e.g., new business, expansion, and a distinct product line)
• Experience partnering with Sales Compensation and Finance on quota-to-comp alignment

Preferred

• Experience designing or improving account assignment/routing automation (e.g., lead-routing tools, rules engines)
• Experience in payroll, HR tech, benefits, or SMB SaaS go-to-market motions

Pay

USD 100,000 - 155,000