Revenue Strategy & Operations Associate

About the role

This role sits inside the Revenue Strategy function and reports directly to the Head of Revenue Strategy & Operations. The mandate: turn the signal that already exists in Salesforce, Redshift, and operational data into analysis that informs how leadership allocates resources and makes commercial decisions — and run the operating cadences that deliver that work reliably. The role blends analytical execution (building queries, models, and outputs) with program execution (owning recurring deliverables end-to-end, managing inputs, timelines, and stakeholders).

You'll partner closely with the Head of Revenue Strategy & Operations, who shapes strategic recommendations, board narratives, and territory and comp decisions, while you own your workstreams from question to delivered answer.

Responsibilities

• Channel and pipeline analytics: Build and maintain recurring analyses to make GTM motions visible, including win rates by segment, geography, and channel; broker quoting and attribution analysis; and pipeline pacing against target.
• Forecasting and pipeline quality support: Maintain the analytical layer behind pipeline quality and forecasting standards, including snapshot queries, coverage ratios, and stage conversion analysis. Flag risks when data indicates the forecast is at risk.
• Operating cadence execution: Run recurring rhythms of the Revenue Strategy function end-to-end, such as MBR/QBR data builds, forecast cycle prep, and incentive program tracking (e.g., SPIFs). Manage dependencies, gather inputs from Sales, Finance, and Marketing stakeholders, and deliver on deadline without escalation.
• GTM data infrastructure: Own the SQL layer that Revenue Strategy runs on, including clean, documented, reusable queries against Salesforce and Redshift, and BI views to keep leadership's standing metrics accurate and current.
• Systems and process rollout support: Support GTM systems changes from spec through rollout, partnering with RevOps on Salesforce data hygiene, field and flow changes, and validation that downstream reporting survives the change.
• Ad hoc analysis: Support the Head of Revenue Strategy on board preparation, QBR/MBR builds, segment and territory analysis, and other work requiring fast, clear insights from raw data.

Requirements

• Experience: 2–4 years in GTM analytics, RevOps, BizOps, or a related analytical role in a high-growth technology company. Exposure to sales or revenue teams is strongly preferred.
• Technical fluency: Strong SQL is required. Experience with Salesforce as a data source, Redshift or Snowflake, and a BI tool (Sigma, Metabase, Tableau, or equivalent) is expected. Python or dbt is a plus.
• Analytical rigor: Ability to structure an analysis, sanity-check your work, and distinguish accurate results from misleading ones. Familiarity with core GTM math (win rates, conversion, coverage, unit economics) is expected.
• Communication: The output of this role is answers, not dashboards. You can write clear, concise summaries of what an analysis shows and its implications.
• Ownership: Proactively flag issues (e.g., incorrect numbers) and treat work as your own responsibility.

Pay

Estimated compensation range: $135,000—$142,000 USD.

About Thatch

We're a fully distributed early-stage company using technology to change the way America does healthcare. We're a happy, friendly, high-velocity team.