Lead Business Operations Analyst

GoFundMe.org

Lead Business Operations Analyst at GoFundMe responsible for territory design and revenue planning. Collaborate with sales teams to enhance account intelligence and drive efficiency.

Posted 4/24/2026full-timeRemote • 🇺🇸 United StatesSenior💰 $141,000 - $211,000 per yearWebsite

About the role

Key responsibilities & impact

Lead quota-setting, capacity planning, and headcount modeling to support annual and quarterly go-to-market plans.
Build and maintain dashboards and reports in Looker and Salesforce that track pipeline health, quota attainment, funnel conversion, and territory performance.
Conduct deep-dive analyses that go beyond reporting. Identify growth opportunities, diagnose performance gaps, and bring recommendations to leadership, not just data.
Develop and refine forecasting and segmentation models to improve revenue predictability and rep efficiency.
Design, build, and continuously evolve Sales and Customer Success territories, balancing market potential, rep capacity, renewal risk, and strategic account coverage.
Lead territory planning cycles in partnership with Sales, CX, and RevOps, drawing on Salesforce, market intelligence platforms, and enrichment tools to ensure equitable, high-potential coverage. Don't just maintain models. Challenge them. If the current structure isn't working, propose and drive the change.
Monitor territory health in real time and proactively surface realignment recommendations based on pipeline trends, rep performance, and market shifts.
Partner with sales leadership to define and enforce rules of engagement across segments, verticals, and named accounts.
Build and own the data enrichment strategy across the sales org, evaluating and deploying tools with a critical eye toward what actually improves account quality and prospecting effectiveness, not just checkbox compliance.
Close gaps in account intelligence that degrade territory assignments, lead routing, and seller productivity. The guiding question: does our data help reps sell, or does it get in their way?
Stay ahead of the AI and tooling landscape reshaping GTM operations. Not just tracking what's new, but piloting what works and integrating it into how we operate.
Establish enrichment workflows and governance frameworks built to scale, not just for today's org, but for where we're headed.
Partner with RevOps to maintain Salesforce data integrity and build scalable standards for data hygiene across the full object model.

Requirements

What you’ll need

6–8 years in sales/revenue operations or GTM strategy, with experience in territory planning and data-driven roles in SaaS
Proven ability to build or improve territory models, not just maintain them
Strong Salesforce proficiency (data models, queries, data integrity) and experience with BI tools (e.g., Looker)
Experience with data enrichment tools and improving overall data quality and usability
Strong analytical and problem-solving skills, turning ambiguous questions into actionable GTM insights
Effective communicator and storyteller, able to translate data for both technical and non-technical audiences
Ability to manage multiple projects end-to-end in a fast-paced environment
Builder mindset with a focus on improving processes and driving impact
Strong focus on account quality and enabling sales effectiveness
Curious and proactive about AI and emerging GTM tools
Collaborative and confident, comfortable working across teams and presenting to stakeholders
Motivated by mission-driven work and making a measurable impact.

Benefits

Comp & perks

Enjoy competitive pay and comprehensive healthcare benefits.
Enjoy financial assistance for things like hybrid work, family planning, along with generous parental leave, flexible time-off policies, and mental health and wellness resources to support your overall well-being.
Participate in learning, development, and recognition programs to help you thrive and grow.
Contribute to diversity, equity, and inclusion through ongoing initiatives and employee resource groups.
Make a difference through our volunteering program.

ATS Keywords

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Hard Skills & Tools

quota-settingcapacity planningheadcount modelingforecasting modelssegmentation modelsterritory planningdata enrichmentdata integrityanalytical skillsproblem-solving

Soft Skills

effective communicatorstorytellingproject managementbuilder mindsetcollaborativeconfidentcuriousproactivemotivatedimpact-driven