Sales Operations Analyst: Deal Desk & GTM Forecasting

roboflow.com; New York (NY); Remote; USD 120,000 - 190,000; Full time

Benefits offered by this job

Travel stipend

Health insurance coverage for you and/

Productivity stipend

AI stipend

Home office stipend

Team lunch stipend

Unlimited PTO with 2 weeks minimum

Parental leave

Equity

Job summary

Roboflow is hiring a Sales Operations Analyst to run the day-to-day operating rhythm of our revenue team and to stand up our deal desk, reporting into the Revenue Operations lead and working closely with sales leadership, finance, and our GTM Systems Engineer.

Revenue Operations owns the operating system for go-to-market at Roboflow: how pipeline is measured, how the forecast is built, how territory and quota are set, and whether the numbers can be trusted.

Qualifications

• 3+ years in sales operations, revenue operations, deal desk, or a sales-facing analytics role at a B2B software company.
• Strong analytical skills: build a model in a spreadsheet and write SQL.
• Hands-on Salesforce experience as a power user, including reports and dashboards.
• Practical understanding of GTM mechanics: pipeline stages, forecast categories, territory and quota concepts.
• Experience supporting deal structuring, pricing approvals, or quote-to-order workflows.
• A clear communicator who can explain numbers to a skeptical audience and defend definitions.

Responsibilities

• Own day-to-day deal desk duties: guide reps on deal structure, run pricing and discount approvals, handle non-standard terms, and drive the path from quote to signed order form.
• Maintain pricing and packaging guardrails with Finance and sales leadership, including approval thresholds, discount bands, and site license sizing guidance.
• Contribute to the weekly and monthly forecast process: assemble forecast, track against actuals, surface slip and gaps by segment.
• Own recurring analysis: pipeline generation, conversion by stage, win/loss, sales cycle, and team performance.
• Support territory, coverage, and quota planning with distribution, whitespace, capacity math, and attainment tracking.
• Steward KPI definitions and be able to explain them in meetings and dashboards.
• Run data quality cadence with reps: publish cleanup views and drive system fixes.
• Support the variable compensation program through attainment reporting and data quality.

Skills

Sales operations

SQL

Salesforce

GTM mechanics

Deal structuring

Communication

Attention to detail

Pricing approvals

Data storytelling

Tools

CPQ

BigQuery/Snowflake

Job description

Roboflow is hiring a Sales Operations Analyst to run the day-to-day operating rhythm of our revenue team and to stand up our deal desk, reporting into the Revenue Operations lead and working closely with sales leadership, finance, and our GTM Systems Engineer.

Revenue Operations owns the operating system for go-to-market at Roboflow: how pipeline is measured, how the forecast is built, how territory and quota are set, and whether the numbers can be trusted.