Revenue Operations Analyst

About the role

The Revenue Operations Analyst will manage and improve the data infrastructure and reporting systems that power Stepful's B2B commercial growth. This is a high-impact role for someone who is analytically rigorous, scrappy, and excited to build something from the ground up. You'll report to the Director of Revenue Operations and work closely with our commercial and finance teams.

Responsibilities

• AI-focus:
  • Build and deploy automated workflows across Claude, HubSpot, Slack, and our GTM stack to eliminate manual handoffs and reduce AE, CSM, and SA administrative burden.
  • Identify high-friction processes across the pipeline and replace them with scalable automation (e.g., lead routing, renewal triggers, health score alerts, onboarding sequences).
  • Experiment with AI tools (Clay, ChatGPT, Claude, etc.) to enrich data, generate insights, and accelerate commercial team workflows.
• CRM & Data Infrastructure:
  • Serve as a key admin and steward of HubSpot, ensuring data quality, pipeline hygiene, and process adherence across commercial teams.
  • Design and maintain scalable CRM workflows, properties, and stages that reflect how the business operates.
  • Identify and resolve data gaps or inconsistencies before they impact reporting or forecasting through building AI-automated data quality checks and enrichment workflows so inconsistencies are caught before humans notice them.
  • Own our GTM tech stack evaluation and integration (e.g., you decide what connects, how, and why).
• Process & GTM Support:
  • Partner with Sales, Client Success (CS), and Solution Architecture (SA) to document, optimize, and operationalize GTM processes from lead routing and handoff to renewal and expansion motions.
  • Support territory planning, account segmentation, and capacity modeling as we scale the commercial team.
  • Identify friction points in the pipeline funnel and propose data-backed solutions to remove them.
  • Be a go-to analytical resource for Sales, CS, SA, and leadership.
• Reporting & Analytics:
  • Build and maintain dashboards and reports tracking pipeline health, bookings and revenue attainment, sales velocity, client health, and client retention across our B2B business.
  • Develop and manage cohort analyses, forecasting models, and ad hoc analyses that help leadership make fast, informed decisions and support routine board and All Hands meetings.
  • Own our core commercial metrics (bookings, bookings retention, time-to-close, activation rates, client health scores) and ensure consistent definitions and usage across teams.
  • Partner with Finance on bookings and revenue reporting.

Requirements

• 2–4 years of experience in Revenue Operations, Sales Operations, Business Operations, or a related analytical role.
• Strong proficiency in Excel and/or Google Sheets, including pivot tables, XLOOKUP, SUMIFS, AVERAGEIFS, and array formulas.
• Hands-on experience with HubSpot (or a comparable CRM) with a strong grasp of pipeline management and data hygiene.
• Experience building dashboards and reports—whether in a BI tool (Looker, Tableau, etc.) or directly in HubSpot.
• Analytically rigorous and detail-oriented: you catch data inconsistencies before others do and you care about getting the numbers right.
• Proven experience using AI to improve the commercial teams’ efficiency via data and reporting analysis and building automation & workflows.
• A strong communicator who can translate complex analyses into clear narratives for non-technical stakeholders.
• Comfortable operating in ambiguity and excited to build processes where none exist yet.
• Mission-driven and energized by the idea of bringing data clarity to a team doing meaningful work.

Technical Skills

• Workflow automation: We care just as much about what you've automated as what you've manually built. If you've replaced a spreadsheet with a workflow, tell us about it!
• Excel/Sheets Skills: Build and manipulate pivot tables and charts, Use XLOOKUP, VLOOKUP, SUMIF, COUNTIF, AVERAGEIFS, and nested IF formulas, Write array formulas including BYROW, LAMBDA, FILTER, and UNIQUE, Apply conditional formatting and data validation.
• Bonus: INDEX + MATCH, query functions, and Google Apps Script or Excel macros.

Required Experience

• EdTech and/or healthcare experience is a plus.
• Experience with Gong, HubSpot, or other GTM tooling is a plus.