Principal Analyst, Revenue Operations Strategy

Qualtrics; Dallas (TX); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Quiet spaces

Commuter benefits

Wellness reimbursement

Job summary

Qualtrics is seeking a Principal Analyst II in Revenue Strategy & Operations to optimize go-to-market execution for North America. The role involves leveraging data across multiple sources to drive revenue growth, collaborating with Sales, Finance, Marketing, and Enablement to align strategy with execution, and leading strategic revenue initiatives.

You’ll work with senior leaders to improve forecasting, territory design, and quota setting while driving adoption of new tools and processes for

Qualifications

• 8+ years of experience in Sales, Sales Operations, Finance, or Management Consulting with a focus on forecasting and GTM execution.
• At least 5 years of experience in the software industry and cloud platform businesses.
• Experience with Salesforce.com reporting and analytics; proficiency with Power BI or Tableau or similar tools.

Responsibilities

• Serve as trusted advisor to Sales leadership, shaping go-to-market strategy.
• Drive forecasting rigor across deals, including large, multi-stakeholder opportunities.
• Monitor named-account pipeline, opportunity progression, and win/loss patterns with leadership.
• Own annual and quarterly GTM planning, including business modeling, quotas, and territory design.
• Partner with Deal Desk and Legal on negotiation strategy for large opportunities.

Skills

Forecasting

GTM execution

Sales compensation

Executive partnering

Analytical skills

Tools

Power BI

Tableau

SFDC (Salesforce) reporting

Job description

At Qualtrics, we create software the world's best brands use to deliver exceptional frontline experiences, build high-performing teams, and design products people love. But we are more than a platform- we are the creators and stewards of the Experience Management category serving over 18K clients globally. Building a category takes grit, determination, and a disdain for convention- but most of all it requires close-knit, high-functioning teams with an unwavering dedication to serving our customers.

When you join one of our teams, you’ll be part of a nimble group that’s empowered to set aggressive goals and move fast to achieve them. Strategic risks are encouraged and complex problems are solved together, by passing the mic and iterating until the best solution comes to light. You won’t have to look to find growth opportunities-ready or not, they’ll find you. From retail to government to healthcare, we’re on a mission to bring humanity, connection, and empathy back to business. Join over 5,000 people across the globe who think that’s work worth doing.

Principal Analyst II Revenue Strategy & Operations, (North America)

Why We Have This Role

The Revenue Strategy & Operations team ensures that our global sales/revenue organization is positioned to achieve their highest potential by optimizing revenue opportunities across the globe. We do this by leveraging data from many sources, including internal customer purchasing and usage information as well as firmographic, technographic, and intent data from 3rd party sources. We set high targets for our revenue teams and work to exceed them every quarter. Part of our success comes from having world-class business processes, systems, and tools. We love data and we love to show results in the form of more Sales success. We have impressive members on this team, and will continue to add more top talent!

Qualtrics is seeking a Field Operations partner to support our North America Sales Teams, responsible for setting new business and renewal targets, optimizing territories to ensure the greatest opportunity for each individual rep's success, and leading other key strategic revenue-enhancing initiatives.

How You’ll Find Success

• Love working with data and learning new things
• Love helping others find solutions to problems
• Excellent problem solving, decision-making and analytical skills
• Ability to collaborate with teams across the organization while also being able to work independently and as a self-starter
• Proven ability to meet aggressive deadlines

How You’ll Grow

• Leadership Exposure: significant exposure to key leaders in the North America Sales Organization providing the opportunity to work closely with them as a trusted advisor. Helping you develop strong leadership and communication skills, as well as a deep understanding of the company's strategic vision.
• Strategic Thinking: The role involves collaborating with leadership to develop and implement go-to-market strategies. This strategic involvement will allow you to expand your strategic thinking and planning capabilities, which are highly valuable skills for career growth.
• GTM (Go-To-Market) Expertise: As the role involves working closely with sales & success leaders and monitoring performance metrics, it provides an ideal environment for someone looking to deepen their understanding of the GTM processes and methodologies.

Things You’ll Do

• Serve as trusted advisor to Sales leadership, shaping go-to-market strategy that aligns with company objectives.
• Drive forecasting rigor across all deals, with emphasis on large, multi-stakeholder deals - including multi-threading analysis and executive sponsorship visibility.
• Monitor named-account pipeline, opportunity progression, and win/loss patterns; partner with leaders to close performance gaps.
• Own annual and quarterly GTM planning - business modeling, quota setting, and named-account/strategic territory design.
• Partner with Deal Desk and Legal on negotiation strategy for large, complex opportunities.
• Drive adoption of tools, processes, and operating rhythms - including executive-level deal reviews - from front line to senior leadership.
• Build cross-functional relationships with Finance, Marketing, Enablement, and Ecosystem teams to align strategy with execution.

What We’re Looking For On Your Resume

• 8+ years of relevant experience in Sales, Sales Operations, Finance, or Management Consulting with a focus on the following: Forecasting, go-to-market (GTM) execution, sales compensation and incentive plan creation, and partnering with senior sales leaders
• At least 5 years of experience in the software industry and cloud platform businesses
• Salesforce.com (SFDC) reporting and analytics experience required
• Experience with Power BI or Tableau, or other data visualization tools

What You Should Know About This Team

• This team is very tenured at Qualtrics (average 6 years) and has great relationships in various departments
• We play a key role across teams and departments at Qualtrics and get to work on important projects that have regular executive level visibility
• Small close-knit team that enjoys working with each other and working on a variety of different projects that ta

Our Team’s Favorite Perks and Benefits

• Workspaces: We have quiet spaces to take a call or for deep thinking, and other spaces dedicated to collaboration.
• Commuter Benefits: We offer a generous monthly allowance to be used for transportation and to help you commute to the office.
• Wellness Reimbursement: This can be put toward wellness activities including gym memberships, spa massages, workout equipment, meditation apps, and much more.

The Qualtrics Hybrid Work Model

Our hybrid work model is elegantly simple: we all gather in the office three days a week; Mondays and Thursdays, plus one day selected by your organizational leader. These purposeful in-person days in thoughtfully designed offices help us do our best work and harness the power of collaboration and innovation. For the rest of the week, work where you want, owning the integration of work and life.

#hybrid

Qualtrics is an equal opportunity employer meaning that all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other protected characteristic.

Applicants in the United States of America have rights under Federal Employment Laws:Family & Medical Leave Act (https://www.dol.gov/agencies/whd/posters/fmla) , Equal Opportunity Employment (https://www.eeoc.gov/poster) , Employee Polygraph Protection Act (https://www.dol.gov/agencies/whd/posters/employee-polygraph-protection-act)

Qualtrics is committed to the inclusion of all qualified individuals. As part of this commitment, Qualtrics will ensure that persons with disabilities are provided with reasonable accommodations. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please let your Qualtrics contact/recruiter know.