Revenue Operations Analyst

First Order Effects; Washington; Hybrid; USD 85,000 - 125,000; Full time

Job summary

First Order Effects is seeking a Revenue Operations lead to own the CRM system of record, manage the growth pipeline, and deliver insights to the leadership team. You will oversee pipeline hygiene, create dashboards, and provide market analysis to inform capture decisions.

The role is on-site in Arlington, VA or Austin, TX with situational telework and a base salary that reflects experience and location. The ideal candidate has 2–5 years in revenue ops or related fields, strong analytical

Qualifications

• 2–5 years in revenue operations, sales/BD ops, capture analysis, or analytical consulting.
• Ability to turn messy inputs into a one-page brief for leadership.
• Ability to tell leadership when pipeline does not support the narrative and prove it.
• Advanced spreadsheet work and dashboard/BI tool proficiency.
• Experience with defense or federal contracting is a plus: SAM.gov, OTAs, consortia, and related programs.

Responsibilities

• Keep the CRM as the system of record with current opportunities, stages, close dates, owners, and next steps.
• Run a standing hygiene cadence to catch stale deals, missing fields, duplicates, and close dates that slipped.
• Write stage definitions and exit criteria and enforce them across the team.
• Build and maintain CRM workflows and integrations (Slack alerts, after-action report links).
• Report pipeline health: coverage, conversion, velocity, aging.
• Build dashboard views for CGO, CEO, and board covering pipeline, forecast, capture status, and customer activity.
• Produce recurring packages: weekly pipeline review, monthly growth summary, quarterly forecast with commitments and gaps.
• Handle one-off requests: investor data pulls, board prep, customer deep dives.
• Deliver the brief yourself with numbers behind the numbers.

Skills

CRM ownership

Data analysis

Dashboarding

Market analysis

Stakeholder communication

Tools

SQL

Python

BI tools

Excel

Job description

We hire people who want to own a whole function, not a slice of a process. First Order Effects is a small founding team. We build vendor-agnostic, MOSA-compliant expeditionary infrastructure for autonomous maritime systems, and revenue is what keeps the hardware shipping. The role sits in Washington, DC or Austin, Texas, on-site with situational telework. Results over where the work gets done.

You will run revenue operations for the growth team: the CRM and the pipeline in it, the dashboards and briefs leadership runs on, the market analysis behind our capture decisions, and the scheduling, notes, and follow-through for every customer engagement. You report to the Chief Growth Officer and will brief the CEO and the rest of leadership regularly.

WHAT YOU WILL OWN

The pipeline

• Keep the CRM the system of record: every opportunity current on stage, value, close date, owner, and next step.

• Run a standing hygiene cadence to catch stale deals, missing fields, duplicates, and close dates that slipped.

• Write stage definitions and exit criteria that mean the same thing to everyone, and hold the team to them.

• Build and maintain the workflows and integrations around the CRM, like Slack alerts and after-action report links.

• Report pipeline health: coverage, conversion, velocity, aging.

The reporting

• Build dashboard views for the CGO, CEO, and board covering pipeline, forecast, capture status, and customer activity.

• Produce the recurring package: weekly pipeline review, monthly growth summary, and a quarterly forecast with commit, upside, and gap to target.

• Handle one-off requests fast: investor data pulls, board prep, customer deep dives.

• Deliver the brief yourself. You present findings and a recommendation, and you know the numbers behind the numbers.

The market picture

• Publish a regular market report on the segments we sell into: budget lines and program elements, congressional marks and NDAA provisions, changes inside program offices and customers.

• Know the federal budget cycle: where to find J-Books, how to read R and P exhibits and budgetary bills, how a mark becomes money, and who holds the pen at HASC, SASC, HAC-D, and SAC-D.

• Monitor SAM.gov, OTA consortium calls, BAAs, and RFIs, and route what matters to the right owner.

• Keep the competitive landscape current: who is building what, who is teaming with whom, and what it means for us.

• Run deep dives behind capture decisions: sizing the obtainable market in a customer terrain, mapping which budget lines can fund a project, profiling a partner.

The follow-through

• Schedule customer, partner, and government engagements, including government calendars, base access, and travel.

• Prepare pre-briefs: who is in the room, what we want, what is still open from last time.

• Take the notes, write the after-action report in our standard format within a business day, and log the engagement in the CRM.

• Assign follow-up actions to owners with dates and chase them to closure. Chasing is part of the job.

WHO DOES WELL HERE

The people who do well in this role have run a CRM as a system of record. They administered and configured it, not just fed it. They have two to five years in revenue operations, sales or BD operations, capture analysis, or an analytical consulting practice, and they can take a messy pile of inputs and return a one-page brief a senior reader can act on. They treat analysis as a check on judgment, not a substitute for it. They will tell leadership the pipeline does not support the narrative, and they can prove it when asked. They close loops, and they notice when others have not.

Advanced spreadsheet work and a dashboard or BI tool are assumed. Exposure to defense or federal contracting is a strong plus: SAM.gov, OTAs and consortia, prime and sub relationships. So are military or government service, SQL or Python, and time at an early-stage company where you built the process instead of inheriting it. Direct maritime industry experience counts most of all, especially market analysis in that world: maritime infrastructure, ports, dredging, USACE, NAVFAC, NAVSEA, DRPM Submarines, MSC, MARAD, SOCOM, DIU, PAE Shores, PAE Maritime.

This role supports U.S. Department of Defense work. U.S. citizenship and the ability to obtain and maintain a security clearance are required. An active clearance is a plus.

THE DETAILS

Full-time, reporting to the Chief Growth Officer. On-site in the Arlington, VA area or Austin, TX, with situational telework. Compensation is $85,000–$125,000 base plus equity and benefits, set by experience and location. The role grows with the company: do this well and you will own revenue operations as the team scales.