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Instructure is seeking a Senior Revenue Operations Analyst to serve as the primary Sales Operations business partner for a North America Business Unit. Reporting to the AMER Director of Sales Operations, this senior individual-contributor role will work closely with sales leadership to improve forecast visibility, sales performance, and operational execution.
You will coordinate the operating cadence and deliver analytics for your assigned Business Unit, translating data into clear recommendations, identifying risks and growth opportunities, and partnering with Sales, Finance, Marketing, Customer Success, and other Revenue Operations teams.
Key responsibilities include: serving as the primary Sales Operations partner and trusted advisor to business unit leadership; coordinating recurring sales operating cadence (weekly forecasting, pipeline reviews, monthly performance reviews, quarterly business reviews); analyzing bookings, pipeline coverage, conversion, sales productivity, attainment, and KPIs to identify trends, risks, and opportunities; delivering actionable recommendations to improve forecast accuracy, pipeline health, seller productivity, and overall performance; supporting annual and in-year sales planning including territory and account segmentation, coverage and capacity analysis, quota modeling, and headcount planning; conducting whitespace, account-potential, and customer-journey analyses; partnering with Finance, Marketing, Customer Success, Enablement, and Revenue Operations teams; maintaining trusted reporting by monitoring CRM data quality and resolving inconsistencies; translating business needs into analytics, reporting, process, and systems requirements; identifying opportunities to automate recurring reporting and streamline workflows; independently leading defined cross-functional projects and analytical workstreams; and contributing to AMER-wide Sales Operations initiatives.
Required qualifications: 3+ years in Sales Operations, Revenue Operations, Business Analytics, or related go-to-market analytical role, preferably in SaaS or recurring-revenue business; experience supporting sales leaders as an operational or analytical business partner; strong understanding of B2B sales processes, pipeline management, forecasting, and sales performance metrics; strong proficiency with Excel or Google Sheets and Salesforce for reporting and analysis; experience building, maintaining, or interpreting dashboards using Tableau or comparable BI platform; experience with territory design, account segmentation, quota planning, coverage analysis, or sales-capacity modeling; ability to synthesize complex information into clear insights and leadership-ready communications; sound business judgment; experience coordinating cross-functional projects; strong written, verbal, and presentation skills; high attention to detail and commitment to data accuracy and operational reliability; proactive and adaptable approach.
Preferred: SQL familiarity or query-based data experience; Snowflake or cloud data platform experience; experience improving or automating recurring reports and workflows; experience with acquisition, expansion, whitespace, or customer-journey analysis in B2B SaaS.
