Revenue Operations Sr. Analyst

The Role

Carrot is seeking a Revenue Operations Sr. Analyst to support the analytics, reporting, and insights that power our GTM engine across Employer, Health Plan, and Strategic Partnership channels. You will help turn data from Salesforce and our BI stack into clear, actionable views that improve forecast accuracy, strengthen pipeline health, and drive predictable, efficient revenue performance.

This role owns and evolves the Revenue Operations reporting ecosystem across Salesforce and supporting BI tools (e.g., Tableau, Airtable), ensuring dashboards are intuitive, trusted, and directly aligned to revenue-critical decisions. You will design and maintain scalable, end-to-end reporting across Marketing, Sales, and Customer segments—providing clear visibility into pipeline, bookings, forecast accuracy, and performance by segment, product, and channel. You will also deliver recurring executive and team-level reporting (weekly, monthly, quarterly), ensuring data accuracy, consistency, and actionable insights.

You will partner closely with GTM and RevOps stakeholders to translate ambiguous business questions into clear analytical frameworks, standardized metrics, and reporting views. This includes analyzing pipeline health, conversion rates, win rates, sales cycle trends, expansion, and churn—synthesizing findings into structured insights and practical recommendations. In addition to recurring reporting, you will support high-impact ad hoc analyses across areas such as segmentation, territory performance, renewals, product uptake, and campaign effectiveness.

A key focus of the role is reporting excellence and scalability. You will prioritize dashboards that highlight trends, drivers, and decision-enabling signals over activity metrics, continuously refining metric definitions, data models, and visualization standards to improve clarity and adoption. You will proactively identify gaps or inefficiencies in existing reporting, automate recurring analyses, reduce dashboard sprawl, and leverage AI-enabled tools to enhance scalability and reduce manual effort.

As a steward of reporting integrity, you will ensure consistency in definitions, calculations, and historical comparisons while documenting metrics and dashboard intent to support self-service and long-term sustainability. In partnership with Salesforce Business Analysts and RevOps peers, you will help monitor data hygiene and uphold reporting governance standards.

Finally, you will serve as a trusted analytics partner to GTM and Operations teams—supporting stakeholder enablement, clarifying metric definitions, and representing RevOps analytics in cross-functional initiatives to ensure reporting dependencies and data requirements are aligned from the outset.

The Team

Reporting to the (Sr.) Director of Revenue Operations, you will partner closely with team members in Sales, Customer Success, Consultant Relations, Marketing, FP&A, and Operations to maintain core GTM reports, build visualizations (e.g., dashboards and other interfaces), and support ad-hoc analyses that inform day‑to‑day decisions and longer‑term planning.

Minimum Qualifications: 

• 4-6 years of experience in Revenue Operations, Sales Operations, Business Operations, Analytics, or FP&A, ideally supporting B2B SaaS or technology‑enabled GTM teams.
• Advanced knowledge of SQL and the ability to write efficient and complex SQL queries.  Basic experience with SQL-based data warehousing (e.g., performance tuning, working with large fact tables) and a demonstrated interest in deepening technical analytics skills over time.
• Expertise with data visualization software (e.g., Tableau) and a track record of building clear, maintainable dashboards and reports for business stakeholders.
• Experience using dbt to model, test, and document data in a scalable, well‑structured way.
• Comfort working with version control systems for analytics work (Git preferred).
• Experience with statistics concepts and analysis (e.g., hypothesis testing, regression) and applying them to real business problems.
• Experience with best practices surrounding data governance, data modeling, and data quality, including partnering with technical teams and data owners to improve reliability over time.
• Strong Excel/Google Sheets skills, with experience manipulating and analyzing data sets using filters, pivot tables, lookup functions, and basic modeling techniques.
• Hands-on experience with Salesforce, including comfort building and modifying standard reports and dashboards, and navigating core GTM objects (Accounts, Contacts, Opportunities, Activities).
• The ability to interpret complex data and communicate results to non‑technical audiences, using clear narratives, visuals, and levels of detail appropriate to the audience.
• Demonstrated ability to manage multiple tasks and deadlines, stay organized in a fast‑paced environment, and deliver reliably even as priorities evolve.

Preferred Qualification: 

• Exposure to incentive compensation (e.g., supporting attainment reporting, basic variable pay calculations, or working with tools like CaptivateIQ).
• Familiarity with GTM tooling ecosystems such as Gong, Outreach/SalesLoft, ZoomInfo, or Sales Navigator.
• Experience in healthcare, benefits, or other regulated environments, or working with enterprise customers and complex buying cycles.

Compensation: 

Carrot offers a holistic Total Rewards package designed to support our employees in all aspects of their life inside and outside of work, including health and wellness benefits, retirement savings plans, short- and long-term incentives, parental leave, family-forming assistance, and a competitive compensation package. The starting base salary for this position will range from $88,000- $105,000. Actual compensation may vary from posted base salary depending on your confirmed job-related skills and experience. 

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