Senior Sales Operations Analyst, Analytics

This person will spearhead a newly created function, working closely with Sales Leadership, the Business Intelligence (BI) team, and Sales Operations Management to drive business-critical metrics and translate business questions into an analytics scope. The candidate must have the ability to think strategically and have the analytical expertise to provide data-driven insights for executive-level recommendations and large-scale operations. This role requires deep expertise in sales and marketing operations, revenue processes, and go-to-market strategy execution.

• Own revenue forecasting, pipeline reporting, and performance analytics by partnering with key stakeholders and applying deep expertise in lead-to-cash processes and funnel optimization
• Consolidate and analyze sales data to identify trends and drive improvements using funnel metrics (MQL, SQL, SAL, win/loss, etc.)
• Optimize the entire customer acquisition funnel, including lead scoring, attribution, pipeline velocity, and customer lifetime value
• Collaborate cross-functionally with Sales, Marketing, Finance, and IT to align insights and translate business processes into data-driven strategies
• Build and maintain dashboards and reports to monitor KPIs (pipeline coverage, forecast accuracy, quota attainment, conversion rates, etc.) across multiple levels
• Design impactful visualizations with the BI team to support planning, quota setting, and compensation strategies
• Lead strategic projects by scoping analytics, conducting deep-dive analyses, and presenting actionable insights to senior leadership
• Evaluate and improve go-to-market strategies, including territory design, segmentation, channel performance, and product-market fit
• Analyze large, complex datasets to uncover revenue opportunities, applying sales methodologies and CRM best practices to enhance process adherence and data quality
• Act as a strategic advisor to GTM leaders, delivering insights to improve sales effectiveness, territory alignment, and revenue predictability
• Support departmental needs through ad-hoc analysis, reporting, and cross-functional coordination.

• Bachelor's Degree with preferred concentration in Business, Marketing, Economics, Statistics, Finance, or a similar field
• 5+ years of data analytics experience with at least 3+ years specifically in sales operations, revenue operations, or marketing operations roles
• Deep understanding of B2B sales processes, lead qualification frameworks, forecasting methodologies, and sales funnel optimization
• Proven expertise in go-to-market strategy, including market segmentation, territory design, quota planning, and revenue recognition principles
• Expert proficiency with data access tools (SQL, Excel, Google Sheets) and data visualization tools (Tableau, Looker, Power BI)
• Hands-on experience with CRM systems and marketing automation platforms, including tech stack integration
• Experience leveraging AI tools (Claude, ChatGPT, etc.) to accelerate data analysis and modeling
• Knowledge of sales methodologies (Sandler, MEDDIC, BANT, etc.), attribution models, and industry-standard KPIs for B2B/SaaS business models
• Ability to translate complex business processes into analytical frameworks and conduct win/loss analysis, competitive intelligence, and market opportunity sizing
• Exceptional project management and communication skills with proven ability to present findings to C-level executives and influence strategic decision-making
• Ability to work effectively in fast-paced environments while leading cross-functional initiatives across sales, marketing, and finance teams

About ActiveCampaign:

ActiveCampaign is an AI-first, end-to-end marketing platform for people at the heart of the action. It empowers teams to automate their campaigns with AI agents that imagine, activate, and validate–freeing them from step-by-step workflows and unlocking limitless ways to orchestrate their marketing.

With AI, goal-based automation, and 950+ app integrations, agencies, marketers, and owners can build cross-channel campaigns in minutes–fine-tuned with billions of data points to drive real results for their unique business.

ActiveCampaign is the trusted choice to help businesses unlock a new world of boundless opportunities–where ideas become impact and potential turns into real results.

As a global multicultural company, we are proud of our inclusive culture which embraces diverse voices, backgrounds, and perspectives. We don’t just celebrate our differences, we believe our diversity is what empowers our innovation and success. You can find out more about our DEI initiatives here. 

Perks and benefits:

ActiveCampaign is an employee-first culture. We take care of our employees at work and outside of work. You can see more of the details here, but some of our most popular benefits include:

-Comprehensive health and wellness benefits that includes a High Deductible Health Plan (HDHP) fully covered by ActiveCampaign, complimentary access to telehealth and tele-mental health resources, and a complimentary membership to Calm

-Open paid time off

-Generous 401(k) matching program with immediate vesting

-Quarterly Path Perks with options for commuter and lunch benefits (for those reporting to a Hub), or a remote home office stipend

-Access to professional development resources through LinkedIn Learning

-After five years of service, you’ll be eligible for a four-week paid sabbatical leave and a sabbatical leave bonus

ActiveCampaign is an equal opportunity employer. We recruit, hire, pay, grow and promote no matter of gender, race, color, sexual orientation, religion, age, protected veteran status, physical and mental abilities, or any other identities protected by law.

Our Employee Resource Groups (ERGs) strive to foster a diverse inclusive environment by supporting each other, building a strong sense of belonging, and creating opportunities for mentorship and professional growth for their members.