Sales Operations Analyst

RevOps Report; San Francisco (CA); Hybrid; USD 110,000 - 135,000; Full time

Benefits offered by this job

Volunteer days

Birthday PTO

Wellness days

Maternity/paternity support

Job summary

Planful is hiring a Sales Ops Analyst to become the analytical engine behind our GTM organization. You will transform raw sales, pipeline, and revenue data into trusted insights for leadership decision-making, partnering with the Business Systems team to focus on analytics, reporting, and forecasting rather than system admin.

This high-visibility role requires accuracy, storytelling with data, and the ability to translate complex operational reality into actionable recommendations for executive

Qualifications

• 2+ years in revenue operations, sales operations, business analytics, or a data-focused role.
• Experience in B2B SaaS and familiarity with ARR, renewals, expansion, and churn concepts.
• Prior experience supporting a GTM or Sales organization (sales leaders, AEs, or revenue teams).
• Proficiency in reporting and forecasting with CRM/data tooling (Salesforce, Clari).
• Experience building presentations and reports for executives and senior leadership.
• Strong hands-on skills in BI/visualization tools (Power BI, Tableau) and advanced Excel/Sheets.

Responsibilities

• Analyze pipeline velocity, conversion rates, and stage progression to identify bottlenecks and improve funnel health.
• Analyze RSM/AE productivity, territory performance, and time-to-close for capacity planning.
• Provide analytical support for weekly/monthly forecasting and annual planning cycles with forecast models and data sets.
• Analyze expansion/retention metrics to support account management and renewals teams.
• Translate quantitative analysis into clear, actionable insights for executive audiences.
• Support pricing analysis, discounting visibility, and pricing profitability improvements.
• Collaborate with Business Systems, Marketing Ops, Customer Success Ops, and IT to ensure data alignment.

Skills

Revenue operations

B2B SaaS familiarity

Clari & Salesforce

Executive presentations

BI/Visualization tools

Advanced Excel/Google Sheets

Cross-functional collaboration

Data storytelling

Tools

Power BI

Tableau

Salesforce

Gong

Job description

About This Role

About Us

Planful is the pioneer of financial performance management cloud software. The Planful platform, which helps businesses drive peak financial performance, is used around the globe to streamline business-wide planning, budgeting, consolidations, reporting, and analytics. Planful's award-winning AI capabilities accelerate decision-making, helping Planful users in over 100 countries to close faster, accelerate cycle times, increase productivity, and improve accuracy. Planful is a private company with more than 1,500 customers, including Bose, Boston Red Sox, Five Guys, Grafton Plc, Gousto, and Specialized, and is backed by Vector Capital, a leading global private equity firm. Learn more at Planful.com.

About The Role

We're hiring a Sales Ops Analyst to be the analytical engine behind our GTM organization. This person turns raw sales, pipeline, and revenue data into clear, trusted insight that leadership uses to make decisions. You'll partner closely with the Business Systems team (who maintains our CRM, integrations, and data infrastructure) and focus your energy on analytics, reporting, and forecasting rather than system administration.

This is a high-visibility role for someone who loves working with data, is rigorous about accuracy, and can translate messy operational reality into a story leadership can act on.

Responsibilities

• Sales Performance & Pipeline Analysis: Analyze pipeline velocity, conversion rates, and stage progression to identify bottlenecks and improve funnel health.
• Sales Productivity & Capacity: Analyze RSM/AE productivity, territory performance, and time-to-close, and support the creation of sales capacity and resource models for planning.
• Forecasting & Planning Support: Provide analytical support for weekly and monthly sales forecasting and annual planning cycles by building and maintaining forecast models and underlying data sets.
• Expansion & Retention Analysis: Analyze metrics for the installed base (upsell and cross-sell rates, NRR, churn signals) to support account management and renewal teams.
• Data Storytelling & Communication: Collect, synthesize, and translate complex quantitative analysis into clear, actionable insights and compelling presentations tailored to executive, functional, and operational audiences.
• Pricing Analysis Support: Assist in evaluating deal performance and pricing trends, and provide visibility into discounting and pricing effectiveness. Support efforts to improve pricing consistency and profitability.
• Cross-Functional Collaboration: Partner with Business Systems, Marketing Operations, Customer Success Operations, and IT teams to validate data inputs/outputs and ensure cross-system alignment.

Qualifications

• 2+ years in revenue operations, sales operations, business analytics, or a comparable data-focused role.
• Experience in B2B SaaS and familiarity with ARR, renewals, expansion, and churn concepts.
• Prior experience supporting a GTM or Sales organization (sales leaders, AEs, or revenue teams)
• Proficiency in Clari and Salesforce for reporting and forecasting
• Experience building presentations and reports for executive and senior leadership
• Strong hands-on skills in at least one BI/visualization tool (Power BI, Tableau) and advanced Excel/Google Sheets.
• Comfort working with CRM data (Salesforce or similar) and forecasting tools (e.g., Clari, Gong, Salesforce);
• A rigorous, detail-oriented approach to data — you reconcile, validate, and document rather than take numbers at face value.
• Ability to translate complex analysis into clear narratives and recommendations for non-technical stakeholders.
• Strong cross-functional collaboration skills; you'll work across Sales, Finance, Marketing, Customer and Deal Desk.
• Comfort operating with ambiguity and bringing structure to undefined or evolving processes.
• Strong executive presence being comfortable presenting and interacting regularly with the executive leadership team.

Nice to Have

• Exposure to territory and quota planning.
• Experience documenting processes and building repeatable reporting frameworks.

How This Role Works With Systems

This role is paired with a dedicated Business Systems team which owns and maintains the CRM, data architecture, integrations, and tooling. The Analyst consumes and analyzes that data rather than administering the systems — letting you focus on insight, forecasting, and strategy while relying on a clean, well-governed data foundation.

Why Planful

Planful Exists To Enrich The World By Helping Our Customers And Our People Achieve Peak Performance. To Foster The Best In Class Work We're So Proud Of, We've Created a Best In Class Culture, Including

• 2 Volunteer days per year, Birthday PTO, and quarterly company Wellness Days
• 3 months supply of diapers and meal deliveries for the first month of your Maternity/Paternity leave
• Annual Planful Palooza, our in-person, company-wide culture kickoff held in cities like San Diego, Denver, and most recently - Palm Desert, California!
• Team-specific offsites in cities like New York, Sonoma, or our brand new HQ based in downtown San Francisco
• Office hubs in San Francisco, Toronto, and London. We also offer benefits such as home office setup, and monthly wifi and cell phone reimbursements for all employees, in-office or remote.
• Company-wide Mentorship program with Executive sponsorship of CFO and Manager-specific monthly training programs
• Employee Resource Groups such as Women of Planful, Parents of Planful, and many more. We encourage our teammates to bring their authentic selves to the team, and have full support in creating new ERGs & communities along the way

Pay Transparency Statement

At Planful our top priority is to support our employees and ensure each individual has access to equal growth opportunities. Pay decisions take into consideration the individual's skillset, experience, knowledge, qualifications for the role, and specific work location.

Our salary band for this role is $110,000-135,000 OTE per year, depending on working location and experience. More details about our company benefits can be found here: https://planful.com/jobs/