Senior Revenue Operations Analyst, Sales & Marketing
ActiveProspect
Chief Revenue Officer
Peach
full-time
Posted on:
Location Type: Remote
Location: Remote • California • 🇺🇸 United States
Visit company websiteSalary
💰 $300,000 - $375,000 per year
Job Level
Lead
About the role
- Develop and own the unified revenue model and P&L for Sales, Customer Success, and Revenue Ops.
- Create the forecasting, scenario planning, and capacity models that drive growth cadence.
- Drive GTM motions: new business, expansion, partnerships, cross-sell, upsell, renewals.
- Identify and lead entry into new verticals, segments, or geographies.
- Oversee a SaaS sales playbook for Peach’s product and sales cycle.
- Define segmentation, ideal customer profiles (ICPs), qualification criteria, deal stages, and conversion levers.
- Regularly audit, test, and evolve playbooks as market feedback arrives.
- Involved in critical deals, helping guide negotiation, pricing, objections, closing.
- Recruit and mentor senior revenue leaders and the broader team across sales, success, and ops.
- Establish onboarding, evaluation, ramp paths, and role progression frameworks.
- Define thresholds and cadence for when to double down, pivot, or cut underperformers.
- Build “support functions” such as sales engineering, enablement, revenue operations, rev analytics.
- Build or mature RevOps, analytics, dashboards, CRM hygiene, forecasting engines, and KPI tracking.
- Ensure data integrity, qualification discipline, deal hygiene, and root-cause analysis.
- Lead automation and tool-stack decisions that scale productivity and reduce friction.
- Design and evolve sales compensation and incentive plans aligned with company goals (new ARR, NRR, pipeline quality, quota attainment).
- Incorporate guardrails and adjustments for bad data, qualification discrepancies, and deal anomalies.
- Monitor and adjust compensation over time to maintain alignment with evolving business objectives.
- Partner tightly with Marketing to define demand generation, content, lead scoring, messaging, channel strategy.
- Align leads and attribution, decide marketing vs. sales ownership of motions, and resolve conflicts.
- Collaborate with Product and Engineering on packaging, feature prioritization, roadmap input tied to revenue feedback.
- Serve as the revenue voice in executive leadership, shaping company strategy and priorities.
- Present revenue performance, forecasts, and growth levers to CEO, board, and investors.
- Monitor market shifts, competitive signals, and be ready to pivot strategies.
Requirements
- Track Record: Ability to lead a SaaS company to $100M+.
- Executive Experience: 12–15+ years in revenue leadership; 5+ years in top-tier roles (SVP, CRO).
- Team Builder: Experience hiring, scaling, and scaling to size (20+ across roles) while maintaining quality.
- Metrics Mastery: Deep fluency with SaaS economics (CAC payback, LTV, NRR, churn, ARR growth math).
- GTM & Playbook Expertise: Past success in defining, iterating, and institutionalizing revenue playbooks.
- Operational Rigor: Experience building RevOps, dashboards, CRM optimization, data systems.
- Strategic & Adaptive: Comfortable leading strategic pivots, testing hypotheses, and reacting to market changes.
- Communication & Presence: Able to influence board, investors, C-level peers, and lead through ambiguity.
- Fintech / Domain Experience (desirable): People with lending, payments, or financial services SaaS experience will have a leg up.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
SaaS salesrevenue model developmentforecastingscenario planningcapacity modelingGTM strategysales playbook creationdata integrityKPI trackingCRM optimization
Soft skills
leadershipmentoringstrategic thinkingcommunicationinfluenceteam buildingadaptabilitynegotiationproblem-solvingcollaboration
