Revenue Operations Analyst

Job Title: Revenue Operations Analyst - Customer Operations

Location: Remote- US

THE OPPORTUNITY:

We are looking for a proactive and strategic Revenue Operations Analyst to support our Customer Organization, focusing primarily on our Customer Success and Renewals teams. In this role, you will play a critical part in ensuring operational excellence by maintaining smooth territory and account assignments, administering rules of engagement, and managing key platforms that drive customer success. As a trusted partner to both the Customer Org and Operations Team, you will help create efficiencies, provide actionable insights through reporting, and enable our teams to deliver an exceptional customer experience that drives retention and growth. The ideal candidate will combine analytical prowess with a deep understanding of customer success processes, leveraging tools like Salesforce to support data-driven decision-making and cross-functional alignment.

On a day-to-day basis, you will:

• Manage and maintain accurate territory and account assignments to ensure proper coverage for CSMs and Renewal Managers. Proactively identify and resolve any discrepancies or issues in territory alignment.
• Support the enforcement and ongoing management of rules of engagement for Customer Success and Renewals teams. Maintain clear, documented processes for account ownership transitions and other handoff points.
• Monitor and resolve conflicts that may arise with account assignments or RoE breaches.
• Serve as the primary day-to-day administrator of the Customer Success software platform (Hook), ensuring data accuracy to support the Customer Health Score, and identifying and implementing process improvements to increase CSM usability and effectiveness.
• Develop and maintain reports and dashboards in Salesforce to track key customer success and renewals metrics, such as churn, expansion, renewal rates, and customer health scores. Conduct ad-hoc analysis to support decision-making for leadership.
• Monitor data accuracy in Salesforce and work with teams to maintain clean and consistent customer data.
• Work closely with the Sales Operations, Business Systems, Finance, and other cross-functional teams inefficiencies and implement enhancements that improve operational workflows.
• Assist in special projects and initiatives related to customer retention, product adoption, account expansion, and upsell strategies.

WHAT WE’RE LOOKING FOR:

We are seeking a bias-towards-action, results-oriented, motivated and strategic operations professional who can collaborate cross-functional while remaining laser-focused on impacting our revenue numbers. Specifically, you will play a pivotal role in helping us scale in this next phase of rapid growth as a revenue organization.

If you’re looking for an opportunity to learn more, do more, and become more, then becoming a member of Salesloft’s Revenue Operations team is the career path for you!

THE TEAM:

The team consists of operations, business, and data analysts with a drive to enable Salesloft to make better decisions. Our team shares a few common traits: they are accountable, unafraid to experiment, and continuously learning.

THE SKILLSET:

• 2+ years of experience in Sales Operations, Revenue Operations, Customer Operations, or other relevant subject areas
• Hands-on experience with Salesforce is required, including proficiency in Salesforce reporting and dashboard creation.
• Experience administering Customer Success platforms (e.g., Gainsight, Totango, ChurnZero) is a strong plus.
• Strong Excel/Google Sheets skills, with the ability to manage large datasets.
• Strong attention to detail and problem-solving skills.
• Excellent organizational skills and ability to handle multiple priorities simultaneously.
• Strong communication and interpersonal skills with the ability to collaborate cross-functionally.

WITHIN ONE MONTH, YOU’LL:

• Complete onboarding and gain an understanding of the company's customer success processes, tools, and systems (Salesforce, Hook, etc.).
• Meet with key stakeholders across Customer Success, Renewals, and Revenue Operations to understand team goals, current workflows, and pain points.
• Familiarize yourself with the existing territory and account assignment processes, including the rules of engagement and how accounts are distributed among CSMs and Renewal Managers.

WITHIN THREE MONTHS, YOU’LL:

• Take ownership of maintaining and updating territory and account assignments, ensuring all CSMs and Renewal Managers are aligned with their accounts.
• Identify and resolve any issues related to rules of engagement conflicts or account misalignments.
• Build and deliver initial reports and dashboards in Salesforce that provide insights into key customer metrics (e.g., churn rate, renewal pipeline, customer health scores).
• Become the go-to resource for administering the Customer Success platform, troubleshooting issues, and supporting users with day-to-day questions or challenges.
• Implement any basic system enhancements or process improvements based on user feedback.

WITHIN SIX MONTHS, YOU’LL:

• Proactively identify and implement improvements to the territory and account assignment process to drive efficiency and alignment across the Customer Org.
• Collaborate with Sales and Customer Success teams to refine and enforce the rules of engagement for smooth account transitions and handoffs.
• Lead initiatives to optimize the Customer Success software platform, ensuring it is being fully utilized by the team to drive customer retention and satisfaction.

WHY YOU’LL LOVE SALESLOFT:

At Salesloft, we're not just a company, we're a community built on shared values.

Salesloft helps sales teams drive more revenue with the only complete Sales Engagement platform available in the market. Salesloft is the one place for sellers and managers to go to execute all their digital selling tasks, communicate with buyers, understand what to do next, forecast with accuracy, and get the coaching and insights they need to win more deals. Thousands of the world’s most successful sales teams, like those at Google, 3M, IBM, Shopify, Square, and Cisco, drive more revenue with Salesloft.

Since our founding in 2011, we have grown into a global, award-winning organization with Lofters based all over the world. As a testament to our organizational health, we have been named by Forbes as one of America’s Best Startup Employers in 2021, Atlanta Business Chronicle’s 2022 Healthiest Employers, three times by Deloitte as a ‘Fastest-Growing Technology Company in North America,’ and have been recognized as a top workplace by Fortune, Glassdoor, Atlanta Journal-Constitution, and Inc Magazine.

In addition to our stand-out organizational health, G2 recently ranked us #1 in Enterprise Sales Engagement and we were named a leader in the 2022 Forrester Wave for Sales Engagement. We received the highest possible score in 26 out of 30 criteria, more than any other vendor evaluated in our category.

We’re redefining an age-old industry. This is challenging work – but our team of driven innovators makes the journey thrilling. We’re fast-paced, cutting-edge, and collaborative. We pursue excellence in everything we do and have a lot of fun along the way. Come join us!

Check us out on Glassdoor and see what people LOVE about working for Salesloft!

IS THIS ROLE NOT AN EXACT FIT? Keep an eye on our Careers Page for other positions!

WHY SHOULD YOU WORK AT SALESLOFT:

• You will become part of an amazing culture with a supportive CEO and smart teammates who actually care
• You will work with an amazing team you can learn from and teach
• You will experience joining a high-growth/high-trajectory organization
• You will hear “Yes, let’s do that!” and then have the opportunity to successfully execute on your ideas
• You will build community with Lofters of many cultures and backgrounds through ERGs and DEI initiatives
• We have a vibrant, open office that utilizes modern technology
• You will grow more here than you would anywhere else, that is a promise

Salesloft embraces diversity and invites applications from people of all walks of life. We are proud to be an Equal Opportunity Employer and provide equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law.