Senior Revenue Operations Analyst

Packback’s mission is to empower every student to be fearlessly curious and find their unique voice. These few words shape everything we do at Packback from the smallest decision to the largest. Over the last decade since our company’s founding, our team has seen first-hand the power of giving students intentionally designed spaces in their learning experience to be autonomous and curious. We have also seen the incredible benefits of using AI technology to shorten feedback loops and help students revise their work before they submit. Packback is a pedagogy partner that uses technology as a “means to an end” to shorten feedback loops for students and instructors, improve writing and critical thinking skills, and cultivate student-centered, trust-based educational learning environments. About the role The Senior Revenue Operations Analyst plays a critical role in shaping the strategic direction of the organization by proactively identifying friction points across the sales and customer success funnels and translating data into clear, actionable recommendations for senior leadership. This role owns advanced analysis, reporting, and systems insights that inform executive decision-making, improve revenue performance, and increase operational efficiency across the full customer lifecycle. As a senior individual contributor, this role operates with a high degree of autonomy, partners closely with executive and senior revenue leadership, and provides coaching and mentorship to more junior RevOps team members. What you'll do Reporting, Analytics, and Insights Ability to independently query, validate, and analyze revenue-related data using SQL to support forecasting, pipeline management, GTM performance analysis, and executive reporting Own end-to-end analysis of sales, retention, expansion, and customer success funnels/processes to identify bottlenecks, inefficiencies, and revenue leakage Proactively translates raw CRM, product, and financial data into actionable insights for senior leadership and the executive team, clearly tying observed performance issues to root causes and potential solutions Develop, maintain, and evolve executive, senior management, team lead and individual performance level dashboards/reports in Salesforce and Lightdash, ensuring clarity, accuracy, and relevance Define, track, and interpret key revenue KPIs, providing clear narratives around trends, risks, and opportunities Systems, Data, and Process Ownership Act as a strategic thought partner to senior Sales, Customer Success, Finance, and Executive leaders, supporting data-backed planning and decision-making Lead cross-functional RevOps initiatives from problem definition through solution design and implementation, with clear scopes, success criteria, and timelines Evaluate and recommend process, system, data collection/availability and structural improvements (e.g., funnel design, handoffs, forecasting methodology, territory models, data gap closures, etc) Present complex analyses and recommendations to C-suite and senior leadership audiences in a concise, compelling manner Enablement, Coaching, and Operational Excellence Mentor and coach junior Revenue Operations team members on analysis techniques, reporting best practices, and problem-solving approaches Support revenue team leaders and frontline managers by enabling self-serve access to insights and clear operational guidance Reinforce adoption and compliance with established revenue processes to drive consistency and performance Key Performance Indicators (KPIs) Reporting accuracy - the reports we build in Salesforce/Lightdash or the analyses we provide through other means are clear, concise and accurate, allowing business leaders to make informed decisions about the health and coaching needs of their teams Business Impact of Insights: Analyses and recommendations lead to measurable improvements in funnel performance, forecast accuracy, cycle time, retention, or expansion Executive Reporting Quality: Executive and leadership dashboards are trusted, decision-ready, and clearly tied to business outcomes Funnel Health Visibility: Leadership has clear, ongoing visibility into where friction exists in the revenue engine and what actions are being taken to address it Project Effectiveness: Medium and large initiatives have clearly defined problems, scopes, and success metrics, with on-time delivery and realized outcomes Data & Systems Trust: Revenue data and reporting are accurate, well-documented, and consistently relied upon by Sales, CS, Finance, and executives Team Enablement & Mentorship: Junior RevOps team members demonstrate improved analytical rigor, independence, and output quality over time Qualifications 5+ years of experience in Revenue Operations, Sales Operations, or Analytics roles supporting revenue teams 3+ years of experience building executive-ready dashboards in Lightdash or similar BI tools (Looker, Tableau, Mode) Experience working in SaaS and/or Higher Education is strongly preferred Advanced SQL proficiency with experience querying large datasets and performing complex funnel, pipeline, and performance analysis Advanced Salesforce experience, including data model understanding, reporting, dashboards, pipeline management, and forecast support Proven experience analyzing end-to-end sales and customer success funnels and presenting data-backed insights to senior leadership and C-suite Demonstrated ability to independently lead RevOps initiatives from problem definition through implementation with measurable business impact Experience mentoring or coaching junior analysts or RevOps team members Additional Information: Sponsorship: Applicants must be authorized to work for any employer in the U.S without the need for sponsorship. Packback does not offer visa sponsorship for this role. Location : Currently we are only able to hire from these states: AL, AR, AZ, CA, CO, CT, FL, GA, HI, IA, IL, IN, KY, MA, MD, MI, NJ, NC, NY, OH, PA, RI, SC, TX, VA, WA, WI Salary : $73,000-85,000 annually, with an annual bonus target of 10% Why work at Packback? Build a meaningful career while building the future of education as a part of a company culture that fosters the growth, safety, and creativity of its employees. Intentional Culture Packback knows that the single most important part of any company is its people. We take building and maintaining a conscious and intentional culture of open communication, curiosity, and leadership extremely seriously. We collectively commit to make Packback a safe environment where people can focus on doing great work instead of dealing with drama. Career Development Packback’s career development paths present a unique balance between clarity and guidance around defined paths, and room for our team to create their own path. Each team has its own career development tracks with support and training, and still allow for customization of these paths to create a role where a team member’s full passions and abilities are put to use! Thoughtful Benefits 12 weeks of paid leave for welcoming new children Multiple Health and Welfare Benefit Options (Medical, Dental, Vision) 401k plan (with employer matching) Flexible + Remote Work Opportunities Unlimited Paid Time Off (PTO) Employer Assistance Program (EAP) Calm and DoorDash subscriptions