Revenue Operations Analyst
About the role
We’re hiring a Revenue Operations Analyst to be the analytical backbone of our GTM engine. As we scale from where we are today through the next 18-months, the decisions that determine how we scale our organization, how we incentivize the field, how we cut territories, where we set pipeline targets, and how we know week-to-week whether we’re on track, need a rigorous analyst who is also a pragmatic operator.
Responsibilities
Commission & quota planning (owner): You’ll own the analytics behind how we set quotas and how we pay for performance. That means modeling quota-setting across roles and segments, designing and pressure-testing comp plans against budget and behavior, running quota and comp scenarios for planning cycles, and administering the mechanics of the plans in partnership with Finance.
Territory analysis & design: Partnering with the VP of Revenue Operations and Finance, you’ll provide the analytical horsepower behind how we carve up the market and deploy our sellers. That means building AI-assisted account-scoring and segmentation logic, sizing territories for balance and fairness, modeling capacity and coverage against our growth plan, and supporting the territory carve for the second half of this year and the multi-year path out to FY28.
GTM performance analytics & reporting: Supporting the GTM Performance Picture End To End, working with the VP of RevOps and Finance to build and maintain it — favoring AI-driven, self-updating reporting over manual dashboards wherever possible. This includes pipeline generation target setting — building the models that set PipeGen targets by segment, team, and rep, and pressure-testing them against historical conversion and coverage ratios.
Attribution tracking & analysis: Instrumenting and analyzing how pipeline and revenue get created across channels and motions, so we can invest where it works.
GTM performance / KPI tracking & reporting: Building the dashboards, funnel analytics, and forecasts leadership relies on, and helping run the recurring business reviews (weekly/monthly/quarterly) that keep the org honest against plan.
Requirements
3+ years in Revenue Operations, Sales Operations, GTM Strategy & Analytics, Finance, or a comparable analytical role — ideally at a high-growth B2B SaaS company.
An AI-first operator’s mindset. You instinctively reach for AI, agents, and automation to do the work faster and better, and you’re excited to build RevOps on top of Rox’s own product.
Deep comfort with quantitative modeling. You can build a comp plan, a quota model, or a territory carve from a blank spreadsheet, and you can defend every assumption in it.
Fluency in the GTM data stack — hands-on CRM experience (Salesforce or HubSpot), and comfort in a BI tool (Looker, Tableau, Sigma, or similar).
SQL is a strong plus.
Strong grasp of core GTM metrics: pipeline coverage, conversion and win rates, ramp, capacity/coverage, attainment, and cost of sale.
Excellent judgment and communication. You can take an ambiguous leadership question, structure it, do the analysis, and come back with a clear recommendation — not just a chart.
High ownership and low ego. You’re comfortable owning a metric and a cadence, chasing down the data, and driving a decision to close in a fast-moving environment.
Qualifications
You’ve run a quota/comp planning cycle or a territory carve end to end.
Experience with commissions tooling (CaptivateIQ, Spiff, QuotaPath) or planning tools.
Early-stage experience developing RevOps processes rather than inheriting them.
Hands-on experience using AI tools or agents to automate analysis, reporting, or ops workflows.
SQL and light scripting (Python) to work with data directly.
Benefits
Rox is an equal opportunity employer. We’re committed to building a team with a variety of backgrounds, skills, and perspectives, and we make hiring decisions without regard to race, color, religion, national origin, gender, gender identity or expression, sexual orientation, age, disability, veteran status, or any other protected status.
Pay
The salary range for this position is $120,000 - $160,000 annually, depending on experience.
Schedule
This role is based out of our San Francisco, CA headquarters and requires being in the office 5 days a week.