Revenue Operations Analyst
About the Role
HSI is a fast-growing, global SaaS company helping organizations simplify safety, compliance, and workforce management—empowering businesses to keep their people safe, trained, and compliant.
We’re looking for a Revenue Operations Data & Systems Analyst to help scale the analytics, insights, and operating cadence that power our go-to-market (GTM) teams. You’ll own the metrics, dashboards, and analysis that inform weekly pipeline reviews, forecasting, territory and capacity decisions, and executive reporting—turning GTM data into clear guidance on where to invest, what to fix, and how to grow.
This position partners closely with Revenue Operations, Sales, Marketing, Customer Success, and Finance to define performance measurement, improve funnel and lifecycle visibility, and support predictable growth.
This is a Revenue Operations role first: you will own the operating cadence (pipeline inspection, forecast readiness, QBR/MBR support) and the GTM measurement framework behind it. You’ll work closely with Salesforce Administrators/Systems partners for build and configuration, while you own the business requirements, definitions, governance, and day-to-day pipeline rigor that keep the revenue engine running.
You’ll help strengthen HSI’s revenue intelligence by building a trusted source of truth across the full revenue lifecycle—lead-to-opportunity, opportunity-to-close, and renewal/expansion. In addition to analytics delivery, you’ll enable RevOps programs by standardizing definitions (e.g., pipeline coverage, stage conversion, attainment), improving GTM reporting workflows, and providing the analysis leaders need to run the business with discipline.
This is role can be a Hybrid role working from our Frisco, Texas office and your home, or entirely remote (work-from-home).
Key Responsibilities
Revenue Operations Analytics (Pipeline, Forecasting, Performance)
• Build and maintain pipeline, funnel, and revenue performance dashboards used in weekly/monthly business reviews
• Deliver executive-level insights on pipeline health, forecast risk, sales productivity, and revenue trends (with clear recommendations)
• Analyze stage conversion, deal velocity, win rate, pipeline coverage, and attainment by segment/region/cohort to surface actionable insights
• Support forecasting and pipeline inspection inputs (e.g., risk scoring, commit discipline, close plan quality) through structured analytics
• Research and apply industry benchmarks to inform GTM planning (capacity, coverage, conversion targets) and performance expectations
• Improve forecast accuracy by monitoring leading indicators, data hygiene, and pipeline movement across time
RevOps Data Model, Definitions & Governance
• Partner with Salesforce Administrators and RevOps to ensure reporting-ready data structures, fields, and lifecycle stages
• Own CRM requirements for RevOps reporting and pipeline management: define fields, lifecycle stages, validation needs, and governance rules; partner with Salesforce Admins/Systems teams to implement and test changes
• Own the RevOps systems architecture for key GTM workflows (lead capture/routing, opportunity stages, renewals) by documenting data flow, defining requirements, and coordinating with admins/IT on integrations and sync rules
• Administer pipeline governance: define/enforce required fields, stage entry/exit criteria, close date/amount hygiene, and naming conventions so pipeline inspection is consistent and auditable
• Improve data consistency across GTM teams (stage definitions, required fields, pipeline hygiene) to increase trust in reporting
• Design scalable reporting frameworks and standardized metric packs for global GTM stakeholders
• Partner with Customer Success to improve renewal and expansion visibility (GRR/NRR, renewal pipeline, churn drivers)
• Document KPI definitions, calculation logic, and reporting methodologies to maintain a single source of truth
• Ensure integrity and usability of Lead, Account, Contact, Opportunity, and renewal data used for revenue reporting and decision-making
• Collaborate on the GTM data model to support multi-touch attribution, cohorting, and point-in-time funnel snapshots
GTM Operating Cadence & Cross-Functional RevOps Support
• Provide insights to Sales, Marketing, Customer Success, and Finance leaders for QBR/MBR and weekly pipeline review cadences
• Own the weekly pipeline inspection process: prepare leader-ready views, monitor stage hygiene, drive follow-ups on data gaps, and track corrective actions
• Support forecasting cadence by maintaining forecast category logic/definitions, identifying slippage and risk, and ensuring required fields are complete for commit reviews
• Identify opportunities to improve conversion and efficiency (routing, stage progression, SLA adherence) and measure impact over time
• Support GTM planning initiatives such as territory/quota analysis, capacity modeling, and performance tracking
• Automate recurring reporting workflows and improve self-serve access to trusted metrics across the organization
• Collaborate with cross-functional teams to align reporting frameworks with broader revenue strategy initiatives
• Analyze pipeline health and funnel performance to pinpoint levers for improved conversion, retention, and scalable growth
Emerging Revenue Intelligence and AI Enablement (Nice to Have)
• Evaluate opportunities to leverage AI-assisted analytics tools and automated insights platforms
• Support exploration of AI-driven pipeline risk detection and revenue intelligence capabilities
• Help integrate emerging analytics technologies that improve revenue visibility and reporting efficiency
• Provide analytical support across RevOps platforms and GTM systems to improve reporting accuracy and operational visibility
Requirements
The ideal candidate combines strong analytical thinking with a deep understanding of revenue operations and go-to-market metrics. You enjoy transforming raw data into clear insights and building dashboards that tell the story of pipeline performance and revenue growth. Candidates should be comfortable analyzing pipeline metrics and translating data into actionable recommendations that improve sales performance.
Required Experience & Skills
- 3+ years in Revenue Operations / Sales Operations / GTM Operations, including direct ownership of pipeline management, funnel reporting, and forecasting cadence.
- Proven ability to translate business questions into metrics, analysis, and recommendations that influence leadership decisions.
- Experience supporting a recurring GTM operating cadence (weekly pipeline inspection, monthly forecast reviews, QBR/MBR).
- Strong analytical skills in Excel/Google Sheets and SQL (or demonstrated ability to learn quickly).
- Strong CRM fluency (Salesforce preferred): deep understanding of core objects/data model and how configuration impacts pipeline management, forecasting, and reporting (you can write clear requirements and QA changes; hands-on admin configuration is a plus).
- Working knowledge of RevOps systems architecture (data flow, integrations, routing/assignment logic) and how CRM design decisions impact pipeline, forecasting, and GTM performance.
- Demonstrated strength in cross-functional partnership and communicating insights to non-technical stakeholders.
Preferred Experience & Skills
Salesforce Administrator certification and/or experience building flows, approval processes, and validation rules that support pipeline governance.
Experience in SaaS metrics and lifecycle reporting (ARR, ACV, GRR/NRR, churn, expansion, cohort analysis).
Familiarity with RevOps and revenue intelligence tools (e.g., Clari, Outreach/Salesloft, Gong, ZoomInfo) and/or modern data stacks.
Experience with lead routing/SLAs, attribution concepts, and full-funnel measurement across Marketing → Sales → Customer Success.
Experience partnering with Marketing Ops/CS Ops on integrated lifecycle architecture (MQL/SQL definitions, routing, renewals, product usage signals).
Comfort operating in a high-growth environment with evolving processes and ambiguous problem spaces.Required Experience
Benefits
HSI offers a comprehensive benefits package designed to support employees’ health, financial security, and overall well-being. Employees can choose from two competitive medical plans—a PPO with a Health Reimbursement Arrangement (HRA) or a High Deductible Health Plan paired with a Health Savings Account (HSA)—both of which include prescription coverage, telehealth services, and free in-network preventive care. Additional coverage options include dental and vision plans, life and disability insurance, and voluntary protections such as accident, critical illness, and hospital indemnity insurance. Employees can also take advantage of tax-advantaged spending accounts, identity protection and legal services, pet insurance, and a 401(k) retirement plan with a company match of up to 4%. To support work-life balance, HSI provides paid vacation, sick time, holidays, and access to a confidential Employee Assistance Program. Together, these benefits help employees and their families stay healthy, plan for the future, and maintain a balanced life both at work and at home.