Sr. Revenue Operations Analyst

Instructure, Inc.; United States; Remote; USD 100,000 - 150,000; Full time

Benefits offered by this job

Ownership program

Flexible work culture

Generous time off

Wellness programs

Tuition reimbursement

Job summary

Instructure seeks a senior Sales Operations Analyst to serve as the primary partner for NORAM business units, driving forecast quality, pipeline health, and sales performance.

The role collaborates with Sales, Finance, Marketing, and Customer Success to translate data into actionable strategies and optimize cross-functional workflows. Remote in the United States.

Qualifications

• Three+ years in Sales Operations, Revenue Operations, or analytics in a SaaS/recurring-revenue business.
• Experience supporting sales leaders as a business partner.
• Strong understanding of B2B sales processes, forecasting, and metrics.
• Proficiency with Excel/Sheets and Salesforce reporting.
• Experience building dashboards using Tableau or similar BI tools.
• Ability to synthesize complex information into clear insights and leadership-ready communications.

Responsibilities

• Serve as primary Sales Ops partner to NORAM BU leadership.
• Coordinate weekly forecast, pipeline reviews, and quarterly business reviews.
• Analyze bookings, pipeline, attainment, and sales productivity to identify risks and opportunities.
• Deliver actionable recommendations to improve forecast accuracy and seller productivity.
• Support territory design, quota planning, and headcount planning.
• Conduct whitespace and account-potential analyses for growth opportunities.
• Align plans and metrics across Finance, Marketing, CS, Enablement, and Revenue Ops.
• Maintain high-quality CRM reporting and governance.
• Translate business needs into analytics and partner with technical teams on implementations.

Skills

Sales Operations

Revenue Operations

Forecasting

Sales metrics

Cross-functional collaboration

Excel/Google Sheets

Tableau

SQL

Education

Bachelor-level education preferred

Tools

Salesforce

Snowflake

SQL

Tableau

Job description

At Instructure , we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers.
We do this by giving smart, creative, passionate people opportunities to create awesome. And that’s where you come in:

Instructure is looking for a high-performing Senior Sales Operations Analyst to serve as the primary Sales Operations business partner for one of our North America (NORAM) Business Units. Reporting to the AMER Director of Sales Operations, this highly visible senior individual-contributor role will work closely with the Business Unit’s sales leadership team to improve forecast visibility, sales performance, and operational execution.

You will coordinate the operating cadence and deliver analytics for your assigned Business Unit, translating data into clear recommendations, identifying risks and growth opportunities, and partnering with Sales, Finance, Marketing, Customer Success, and other Revenue Operations teams. The ideal candidate combines strong analytical capabilities with sound business judgment, clear communication, and the ability to independently manage defined cross-functional workstreams.

This position can be worked remotely anywhere in the United States.

What You’ll Do

• Serve as the primary Sales Operations partner and trusted advisor to the leadership team of an assigned NORAM Business Unit.

• Coordinate the Business Unit’s recurring sales operating cadence, including weekly forecasting, pipeline reviews, monthly performance reviews, and quarterly business reviews.

• Analyze bookings, pipeline coverage, conversion, sales productivity, attainment, and other key performance indicators to identify trends, risks, and opportunities.

• Deliver actionable recommendations that help sales leadership improve forecast accuracy, pipeline health, seller productivity, and overall performance.

• Support annual and in-year sales planning, including territory and account segmentation, coverage and capacity analysis, quota modeling, and headcount planning.

• Conduct whitespace, account-potential, and customer-journey analyses to identify opportunities for acquisition, expansion, and improved seller productivity.

• Partner with Finance, Marketing, Customer Success, Enablement, and Revenue Operations to align plans, metric definitions, priorities, and execution across the assigned Business Unit.

• Maintain trusted reporting by monitoring CRM data quality, resolving reporting inconsistencies, and encouraging adherence to established sales processes and governance.

• Translate business needs into clear analytics, reporting, process, and systems requirements, and partner with technical teams on solution design, testing, implementation, and adoption.

• Identify opportunities to automate recurring reporting and streamline operational workflows.

• Independently lead defined cross-functional projects and analytical workstreams from problem definition through recommendation and implementation.

• Contribute to AMER-wide Sales Operations initiatives and share scalable practices across NORAM Business Units.

What You’ll Need

• Three or more years of experience in Sales Operations, Revenue Operations, Business Analytics, or a related go-to-market analytical role, preferably within a SaaS or recurring-revenue business.

• Experience supporting sales leaders as an operational or analytical business partner.

• A strong understanding of B2B sales processes, pipeline management, forecasting, and sales performance metrics.

• Strong proficiency with Excel or Google Sheets and experience using Salesforce for reporting, analysis, and sales-process support.

• Experience building, maintaining, or interpreting dashboards using Tableau or a comparable business‑intelligence platform.

• Experience supporting territory design, account segmentation, quota planning, coverage analysis, or sales-capacity modeling.

• The ability to synthesize complex information into clear insights, recommendations, and leadership‑ready communications.

• Sound business judgment and the ability to constructively evaluate assumptions using data and structured analysis.

• Experience coordinating cross-functional projects, managing competing priorities, and delivering results with limited direction.

• Strong written, verbal, and presentation skills, with the ability to communicate effectively with frontline teams and senior leadership.

• High attention to detail and a demonstrated commitment to data accuracy, process discipline, and operational reliability.

• A proactive, adaptable approach and the ability to succeed in a fast-paced, evolving environment.

Preferred Qualifications

• Familiarity with SQL or experience using query-based data to support business analysis.

• Experience working with Snowflake or another cloud data platform.

• Experience improving or automating recurring reports and operational workflows.

• Experience supporting acquisition, expansion, whitespace, or customer‑journey analysis in a B2B SaaS environment.

Get in on all the awesome at Instructure!

We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here’s a general idea of what you can expect:

• Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.

• Flexible work culture. Our remote, hybrid and in‑office collaboration spaces vary by role, team and location.

• Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.

• Comprehensive wellness programs and mental health support

• Learning and development resources, including professional development tools and tuition reimbursement, to support your growth

• The technology and tools you need to do your best work

• Motivosity employee recognition program

• A culture rooted in inclusivity, support, and meaningful connection

We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes.

Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti‑discrimination laws in every country where we operate.

All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws.

Any attempt to misrepresent personal or professional information will result in disqualification.