Revenue Operations Analyst

groundcover; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

groundcover is seeking a hands-on Revenue Operations professional to build the operating foundation behind our growing GTM organization in San Francisco. You’ll partner with Demand Gen, SDRs, Sales, and GTM leadership to surface insights, optimize funnel conversion, and implement efficient data-driven processes.

This role requires strong HubSpot expertise, data governance, and the ability to translate analyses into scalable workflows using AI tools and modern integrations.

Qualifications

• 4–7+ years in Revenue, Marketing, or Sales Operations or GTM Analytics.
• Strong analytical instincts; comfortable solving messy problems.
• Experience across Marketing and Sales.
• Strong HubSpot experience: reporting, workflows, lifecycle, data governance.
• Ability to build reporting that answers business questions.
• Hands-on with AI tools to design agentic workflows.
• Project management and cross-functional collaboration.
• Independent, fast-moving environment.

Responsibilities

• Analyze the GTM funnel: track conversion, velocity, and pipeline contribution.
• Identify funnel leaks and investigate performance shifts.
• Partner with Demand Gen on campaign setup, tracking, and reporting.
• Maintain campaign governance in HubSpot and analyze channel contribution.
• Build dashboards and recurring performance analyses with cross-functional teams.
• Automate repetitive GTM processes with AI and integrations.

Skills

Analytical mindset

HubSpot

AI workflows

Data governance

Dashboards

Cross-functional collaboration

Project management

Independent work

Tools

HubSpot

Gong

Unify

Nooks

Zapier

n8n

Job description

We are not here to blend in. We are here to redefine what observability means and how it is delivered.

groundcover has built a radically different approach to cloud-native observability that competitors can’t match. As a part of our marketing team, you won’t just market a product, you’ll help reshape the narrative of the category so the world understands why groundcover is the clear, modern choice for engineering and operations teams.

groundcover is a fast-growing Series C startup delivering the industry’s most modern observability platform for cloud-native environments. Powered by BYOC and eBPF and designed for Kubernetes from day one, our platform delivers full stack observability with dramatically lower cost, operational overhead, and complexity.

As systems evolve toward AI powered services and LLM based applications, observability must evolve with them. groundcover is built for this reality, enabling teams to understand performance, reliability, and behavior across microservices, infrastructure, and AI workloads.

groundcover is looking for a hands‑on, analytical Revenue Operations professional to help build the operating foundation behind our growing GTM organization.

This role sits at the intersection of Marketing and Sales. You'll partner closely with our Revenue Operations & Engineering Manager and work directly with Demand Generation, SDRs, Sales, and GTM leadership to understand what's happening across our funnel, identify where we're losing efficiency or revenue, and turn those insights into better processes, reporting, and systems.

This isn't a role where you'll spend your day administering a CRM or simply fulfilling tickets. We want someone curious enough to ask why the numbers look the way they do, technical enough to investigate the underlying data, and operational enough to help fix what they find.

You'll work across everything from campaign attribution and lead qualification to pipeline conversion, CRM hygiene, meeting data, routing, sales activity, and AI-enabled workflows.

Analyze the GTM Funnel

• Track conversion, velocity, pipeline contribution, and performance by source, campaign, segment, rep, and channel.
• Identify funnel leaks and investigate why performance is changing.
• Help establish clear benchmarks and targets across the customer journey.
• Turn analysis into recommendations that Marketing and Sales leaders can act on.

Enable Marketing Operations

• Partner with Demand Generation on campaign setup, tracking, attribution, lead management, and reporting.
• Maintain campaign and lifecycle governance in HubSpot.
• Analyze channel and campaign contribution to pipeline.
• Support audience creation, segmentation, enrichment, scoring, and nurture workflows.
• Help ensure marketing programs are measurable from first touch through revenue.

Create and Drive Sales Operations

• Analyze first meetings, qualification, pipeline progression, conversion, and rep activity.
• Help operationalize qualification frameworks and stage entry/exit criteria.
• Improve meeting, activity, and opportunity data quality.
• Partner with cross-functional leadership on dashboards and recurring performance analysis.
• Identify gaps in sales processes and help translate them into scalable workflows.

Build Better Data & Systems

• Maintain high standards for CRM hygiene and data integrity.
• Build and maintain dashboards and reporting for GTM leadership.
• Troubleshoot data inconsistencies across HubSpot, Gong, Unify, Nooks, and other GTM systems.
• Help improve integrations and workflows across the GTM stack.
• Document processes, definitions, and operating standards so they can scale.

Automate the Work

• Identify repetitive GTM processes that should be automated.
• Build practical workflows using AI, APIs, HubSpot automation, and tools such as Zapier, or n8n.
• Help connect data from GTM systems so teams have better context without additional manual work.
• Partner with the Revenue Operations & Engineering Manager on emerging AI and agentic workflows.

Requirements

• 4-7+ years of experience across Revenue Operations, Marketing Operations, Sales Operations, GTM Analytics, or similar roles.
• Strong analytical instincts and comfort investigating messy business problems through data.
• Experience working across both Marketing and Sales rather than operating exclusively within one function.
• Strong HubSpot experience, including reporting, workflows, lifecycle management, lists, campaigns, and data governance.
• Ability to build reporting that answers business questions rather than simply displaying metrics.
• Proven hands‑on experience with modern AI tools (such as Claude) to design multi‑faced, agentic workflows, custom Artifacts, and cross‑platform GTM reporting..
• Strong project management and organizational skills.
• Comfortable working directly with GTM stakeholders to understand problems and turn them into operational solutions.
• Able to operate independently in a fast-moving environment where processes are still being built.
• Willingness to get hands‑on. You should be equally comfortable analyzing a conversion problem, cleaning CRM data, building a dashboard, QAing a workflow, or sitting with an AE to understand why a process isn't working.