Sales Operations Analyst
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Job Description
Sales Operations Analyst running deal desk, forecasting, and GTM analytics. Supporting Roboflow’s computer vision platform as it scales enterprise manufacturing sales.
Responsibilities:
- Run the day-to-day operating rhythm of the revenue team
- Stand up and operate the deal desk
- Guide reps on deal structure and packaging
- Run pricing and discount approvals
- Handle non-standard terms
- Drive deals from quote to signed order form, including cloud marketplace transactions
- Maintain pricing and packaging guardrails with Finance and sales leadership
- Define and manage approval thresholds, discount bands, and site-license/proof-of-value sizing guidance
- Contribute to weekly and monthly forecasting
- Assemble forecasts and track submitted forecasts against actuals
- Surface slip, drift, and coverage gaps by segment
- Own recurring analysis on pipeline generation, stage/segment conversion, win/loss, sales cycle, and team performance
- Support territory, coverage, and quota planning through account distribution, whitespace, capacity math, and attainment tracking
- Steward KPI definitions across meetings, dashboards, and reports
- Run data-quality cadence with sales representatives and escalate recurring issues for systems fixes
- Support variable compensation through attainment reporting, plan mechanics, and supporting data quality
- Work with sales leadership, Finance, Revenue Operations, and the GTM Systems Engineer
Requirements:
- 3+ years in sales operations, revenue operations, deal desk, or sales-facing analytics at a B2B software company
- Strong analytical skills and ability to build and defend spreadsheet models
- SQL proficiency or ability to learn SQL quickly
- Hands-on Salesforce power-user experience, including reports, dashboards, pipeline inspection, opportunity data, and forecast data
- Practical understanding of GTM mechanics, including pipeline stages, forecast categories, coverage, win rates, territory, and quota concepts
- Experience supporting deal structuring, pricing approvals, or quote-to-order workflows
- Clear communication and ability to explain numbers to skeptical audiences
- High attention to detail
- Preferred: experience running or standing up a deal desk, especially with packaged or tiered pricing
- Preferred: experience with CPQ, quoting tools, CLMs, or e-signature platforms
- Preferred: SQL plus experience with a BI tool or data warehouse such as BigQuery or Snowflake
- Preferred: experience with enterprise land-and-expand motions, PLG, or developer-first companies
- Preferred: experience supporting variable compensation or quota administration
- Preferred: experience using AI tools for analysis, documentation, and reporting
- References are required as part of the hiring process
Benefits:
- $4000/yr travel stipend to travel anywhere anytime to work alongside other Roboflowers
- Up to 100% of health insurance costs covered for you and your partner or family
- $350/mo productivity stipend for work-environment expenses such as high-speed internet or co-working space
- $350/mo AI stipend
- $500 one-time home office stipend
- $150/mo team lunch stipend
- Unlimited PTO with an annual 2-week minimum
- 12 weeks parental leave
- Equity in the company
- Relocation bonus
- Fully distributed work environment with options to work from home, hubs, or co-working spaces
- Team onsites in different cities
- Professional development through role-relevant projects and technical/product exposure
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