RevOps Analyst

Comparably, Inc.; United States; Remote; USD 120,000 - 180,000; Full time

Job summary

FireMon is seeking a Senior Revenue Operations Analyst to be the analytical engine behind our GTM organization. You will own pipeline reporting, forecasting, and the Salesforce environment, partnering with Sales, Finance, Marketing, and CX to turn data into decisions that drive revenue growth.

A key focus is modernizing GTM operations through automation and AI, including Claude, to streamline workflows, improve data quality, and uncover insights.

Qualifications

• 5+ years in Sales Operations, Revenue Operations, or GTM Operations.
• Hands-on Salesforce experience: creating reports and dashboards, configuring fields, flows, and validation rules.
• Proven ownership of the sales forecast process, pipeline reporting, and territory, quota, and capacity planning for a multi-segment sales team.
• Strong SQL skills and hands-on experience with BI tools (Tableau, Power BI, Looker) and advanced Excel modeling.
• Strong project management skills and comfort managing multiple priorities in a fast-paced environment.
• Clear written and verbal communication; translate ambiguous business questions into clear analysis and recommendations for executives.
• Bachelor's degree in Business, Finance, Economics, or a related field, or equivalent experience.

Responsibilities

• Define and own the core GTM metrics framework, measuring performance from first lead engagement through pipeline, bookings, and revenue.
• Run full-funnel analysis from lead to closed-won to renewal, including win/loss, deal velocity, discounting, and pricing trends.
• Build rep and team productivity analyses: ramp time, activity-to-outcome ratios, attainment distribution, and capacity utilization.
• Perform cohort and segment analysis (by industry, region, deal size, product, and channel) to guide where to invest.
• Build reporting and dashboards that join CRM, marketing, product usage, and finance data into a single view of the business, covering campaign performance, attribution, pipeline coverage and contribution, forecast accuracy, and GTM efficiency.
• Go beyond reporting what happened: use AI and analytical tools, including Claude, to run ad-hoc deep dives for leadership, surface trends, and turn findings into concise recommendations with owners and next steps.
• Partner with Demand Generation, Digital, Field, Partner, and Product Marketing to evaluate program effectiveness and ROI.
• Build capacity, quota, and scenario models with Finance and Sales leadership, including 'what-if' analyses for headcount, pipeline coverage, and target-setting; maintain quota attainment tracking.
• Support sales compensation plan design, modeling, and monthly commission calculation and validation.
• Data Governance: Establish and enforce standards for database hygiene, normalization, deduplication, account hierarchies, segmentation, enrichment, campaign taxonomy, and data quality.
• Own and optimize FireMon’s GTM technology ecosystem, ensuring tools are integrated, adopted, scalable, and delivering value.
• Maintain documentation of system architecture, integrations, workflows, and business rules.

Skills

Sales Operations

Revenue Operations

GTM Operations

Sales Forecasting

SQL

BI Tools

Excel

Project Management

Communication

Education

Bachelor's degree in Business/Finance/Economics or related field

Tools

Tableau

Power BI

Looker

Snowflake

BigQuery

Redshift

Clari

Gong

CaptivateIQ

Spiff

Xactly

Job description

FireMon delivers Network Security Policy Control for the Modern Enterprise.

Most enterprises run firewalls from multiple vendors alongside cloud security groups and microsegmentation platforms, and no single console can say whether it all works together. We believe policy is the control plane for network security: it defines what the environment should do, and the infrastructure carries it out. FireMon gives security teams one place to see, govern, and prove that their policy is doing what they intend, across on-prem, cloud, and hybrid environments.

We're looking for a Senior Revenue Operations Analyst to be the analytical engine behind our GTM organization. You'll own pipeline reporting and forecasting, run and improve our Salesforce environment and GTM tech stack, and support annual territory, quota, and capacity planning. You'll partner with Sales leadership, Finance, Marketing, and CX to turn data into decisions that drive predictable revenue growth.

A key focus of the role will be modernizing GTM operations through automation and AI. You'll identify opportunities to streamline workflows, accelerate reporting and analysis, improve data quality, and leverage tools such as Claude to uncover insights and support better decision-making.

The ideal candidate combines deep hands-on GTM operations expertise across marketing and sales with strategic thinking, technical fluency, strong analytical skills, and a builder mindset.

About the role

• Define and own the core GTM metrics framework, measuring performance from first lead engagement through pipeline, bookings, and revenue: pipeline generation, conversion rates by stage, win rate, average deal size, sales cycle, ACV/ARR growth, and net retention.

• Run full-funnel analysis from lead to closed-won to renewal, including win/loss, deal velocity, discounting, and pricing trends, to identify where deals stall and why and to inform sales strategy and deal desk policy.

• Build rep and team productivity analyses: ramp time, activity-to-outcome ratios, attainment distribution, and capacity utilization.

• Perform cohort and segment analysis (by industry, region, deal size, product, and channel) to guide where to invest.

• Build reporting and dashboards that join CRM, marketing, product usage, and finance data into a single view of the business, covering campaign performance, attribution, pipeline coverage and contribution, forecast accuracy, and GTM efficiency.

• Go beyond reporting what happened: use AI and analytical tools, including Claude, to run ad-hoc deep dives for the leadership team, surface trends, analyze why performance changed, and turn findings into concise recommendations with clear owners and next steps.

• Partner with Demand Generation, Digital, Field, Partner, and Product Marketing to evaluate program effectiveness and identify opportunities to improve conversion and ROI.

• Build capacity, quota, and scenario models with Finance and Sales leadership, including "what-if" analyses for headcount, pipeline coverage, and target-setting; maintain quota attainment tracking.

• Support sales compensation plan design, modeling, and monthly commission calculation and validation.

Data Governance

• Establish and enforce standards for database hygiene, normalization, deduplication, account hierarchies, segmentation, enrichment, campaign taxonomy, and data quality.

• Own and optimize FireMon’s GTM technology ecosystem, ensuring tools are integrated, adopted, scalable, and delivering value, and recommend where platforms should be added, consolidated, replaced, or eliminated.

• Maintain documentation of system architecture, integrations, workflows, and business rules.

Required Skills and Experience

• 5+ years in Sales Operations, Revenue Operations, or GTM Operations, ideally at a B2B SaaS or technology company.

• Hands-on Salesforce experience: building reports and dashboards, configuring fields, flows, and validation rules.

• Proven ownership of the sales forecast process, pipeline reporting, and territory, quota, and capacity planning cycles for a multi-segment sales team.

• Strong SQL skills and hands-on experience with a BI tool (Tableau, Power BI, or Looker); advanced Excel / Google Sheets modeling (lookups, pivots, scenario models).

• Strong project management skills and comfort managing multiple priorities in a fast-paced environment.

• Clear written and verbal communication; able to translate ambiguous business questions into clear analysis and recommendations for executives, and to train and influence sales teams.

• Bachelor's degree in Business, Finance, Economics, or a related field, or equivalent experience.

Preferred Skills and Experience

• Experience with statistical analysis, or with a cloud data warehouse (Snowflake, BigQuery, Redshift).

• Experience with forecasting and revenue intelligence tools (e.g., Clari, Gong) and incentive comp platforms (e.g., CaptivateIQ, Spiff, Xactly).

• Experience supporting enterprise SaaS or cybersecurity GTM teams, including channel or partner-sourced deals and ABM or intent-driven marketing.

• Familiarity with CPQ and quote-to-cash processes.

• Familiarity with APIs, webhooks, integration platforms, or low-code/no-code automation tools.