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Tech Stack
Tools & technologiesSQL
About the role
Key responsibilities & impact- Support the Revenue Operations routine, ensuring visibility, consistency and efficiency in the metrics, analyses and cadences that connect Revenue Operations (CSOps), Pricing, Product Marketing, Finance and Data.
- Work with a revenue-focused perspective on the customer base, analyzing MRR, ARR, ACV, expansion opportunities, contraction, financial churn, NRR, GRR, retention (net and gross).
- Identify revenue risk patterns, such as financial churn, contraction, downgrades, reductions in MRR/ARR, delinquency, poor renewal performance or loss of financial potential.
- Identify revenue growth and leverage opportunities, including upsell, cross-sell, contractual expansion, higher average deal size and revenue recovery.
- Generate actionable insights for the Customer Success team and CSOps leadership, supporting account prioritization, goal tracking and action plans aimed at retention and expansion.
- Track Customer Success performance goals related to expansions, contractions, financial churn, NRR, GRR, ACV and ARR.
- Build revenue analyses by segments, cohorts, plans, customer size and contract profiles, identifying financial risks, expansion opportunities and drivers of growth, loss or contraction.
- Support Revenue Intelligence initiatives, including financial cohort analyses, revenue forecasting, growth scenarios, cash flow impact and predictability of future revenue.
- Build, maintain and evolve dashboards and reports for revenue performance, funnel, pipeline, forecast, financial churn, expansion, contraction, NRR, GRR, ACV, ARR and productivity.
- Extract, query and analyze large volumes of data using SQL, HubSpot and spreadsheets to produce Revenue analyses.
- Work in partnership with Ops/Data teams to ensure data quality, consistency and reliability of the datasets and metrics used by the Revenue area.
- Support revenue management rituals such as pipeline reviews, goal performance analysis, churn reviews, expansion analysis, QBRs and indicator follow-up meetings.
- Identify opportunities to improve analyses, metrics, dashboards and follow-up cadences, translating revenue data into practical recommendations to drive revenue in Customer Success.
Requirements
What you’ll need- Previous experience working in Revenue Operations, with hands-on experience in routines, metrics, analyses, revenue cadences, forecasting, churn and expansion.
- Experience or familiarity with analyses focused on recurring revenue, retention, expansion and the financial behavior of the customer base.
- Understanding of Customer Success and Revenue metrics such as financial churn, contraction, expansion, upsell, cross-sell, NRR, GRR, MRR, ACV and ARR.
- Experience with CRM tools, especially HubSpot.
- Strong analytical ability to turn data into practical recommendations and actionable insights.
- Organized, curious, collaborative and interested in working with metrics, data and revenue predictability.
- Experience using HubSpot for data queries, report extraction, funnel tracking and metrics analysis.
- SQL knowledge for extracting, querying and analyzing large volumes of data for Revenue analyses.
- Advanced knowledge of Excel and/or Google Sheets for data analysis, dataset merging and metrics tracking.
- Knowledge of recurring revenue metrics and financial performance of the customer base such as MRR, ARR, ACV, financial churn, expansion, contraction, NRR, GRR and forecasting.
- Ability to analyze revenue data by cohort, segment, plan, channel, contract and customer financial behavior.
- Basic knowledge of revenue forecasting, financial projections and growth scenario modeling.
Benefits
Comp & perks- 100% remote work.
- Trust-based culture focused on results, with lots of challenge and learning opportunities.
- Autonomy and ownership in a collaborative and empathetic environment.
- Feedback culture and 1:1s with human leadership and no micromanagement.
- Comprehensive benefits including: meal/food allowance, childcare support, home office allowance, health benefits, education and culture benefits, Gympass, birthday day off, discounts on therapy and English courses, among other partnerships.
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
SQLdata analysisrevenue forecastingfinancial projectionsmetrics analysisreport extractiondataset mergingrevenue analysesfinancial cohort analysescustomer financial behavior analysis
Soft Skills
analytical abilityorganizedcuriouscollaborativeability to generate actionable insightsability to translate data into recommendationsgoal trackingperformance analysisproblem-solvingcommunication