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Instructure is seeking a Senior Revenue Operations Analyst to support its global Sales Operations function, reporting to the Director of Planning and Analytics. This role is central to delivering data-driven insights on bookings, pipeline health, and sales performance across business units, enabling leadership to make faster, better-informed decisions.
You will build and maintain SQL queries and reports tracking bookings, pipeline coverage, and conversion rates while monitoring CRM data quality to resolve issues at the source. You'll analyze pipeline trends and support weekly forecasting reviews with clean, accurate data that flags risk early. Working closely with regional and global Sales Operations teams, you'll ensure metric definitions and reporting standards remain consistent across regions.
Key responsibilities include building standardized templates for territory planning, account segmentation, and quota allocation during the H2 Annual Planning cycle. You'll develop sales rep capacity models to inform headcount and territory coverage decisions, translate ad hoc business questions into structured analysis, and identify automation opportunities for recurring reports using AI tools.
The ideal candidate brings 2+ years of Sales Operations, Revenue Operations, or Business Analytics experience, preferably in SaaS or recurring-revenue businesses. You'll need strong SQL skills with hands-on Salesforce querying experience and dashboard-building proficiency in Tableau or similar BI platforms. AI fluency is essential—you should be comfortable using AI tools to automate repetitive tasks. A deep understanding of B2B sales processes, pipeline management, and forecasting metrics is required, along with sound business judgment to turn complex data into clear insights. Excellent written and verbal communication skills are critical for presenting findings to both frontline teams and senior leadership.
Preferred qualifications include a bachelor's degree in a quantitative field, experience with Snowflake or cloud data platforms, familiarity with revenue technology platforms like Clari and Gong, and experience supporting multi-region or multi-business-unit analysis. Comfort working across time zones with global stakeholders is a plus.
