Revenue Operations Analyst

Most job postings are the same (and can be pretty boring, right?!). That's why we want to start out by telling you what's in it for you:

• We have an amazing platform that maximizes revenue for thousands of healthcare organizations across the country!
• We embrace diversity in a serious way! We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our work will be.
• We celebrate and promote career growth and advancement.
• We have an awesome on-demand learning program.
• We do fun stuff like remote Cooking Classes, Yoga Sessions & Mixology Classes because we like to have fun!
• We have an awesome benefits package with Medical, Dental & Vision Coverage & 401K (with company match).
• We have an unlimited vacation policy - that's right, take vacation when you want and come back to work refreshed!
• We have cool Peer Nominated Awards & Recognition because we like to celebrate our employees!

Why This Role Matters

Revenue decisions at MDaudit — where to invest, who to hire, which deals to prioritize, whether the forecast is real — are only as good as the data behind them. The Revenue Operations Analyst is the person who makes that data trustworthy, accessible, and actionable.

The Revenue Operations Analyst is the analytical and commercial integrity engine of the RevOps function. This person makes pipeline performance visible and trustworthy, and ensures that every non-standard deal reaching the CCO and CFO arrives with a structured business case, a clear margin profile, and a recommendation — not a raw deal that requires executive-level analysis to interpret.

What You'll Own

This role operates across two connected domains that share a foundation in financial literacy, CRM fluency, and executive communication:

Revenue Analytics & Reporting: Pipeline health, funnel conversion, attainment dashboards, forecast methodology support, win/loss analysis, and performance reporting for the CCO and board.

Deal Desk & Commercial Governance: Deal desk operations, discount governance, deal-level margin analysis, executive business case construction, and commercial performance analytics.

Revenue Reporting & Dashboards

• Build, own, and continuously improve the revenue reporting suite — pipeline health, stage conversion, funnel velocity, win rates, and attainment dashboards.
• Produce weekly pipeline reviews, monthly performance summaries, and quarterly board-ready revenue reports in partnership with Finance.
• Maintain consistent, agreed-upon metric definitions — pipeline, ARR, bookings, and attainment mean the same thing in every context they appear.
• Design and maintain self-serve reporting so Sales, CS, and Marketing leaders can access core performance data independently.
• Partner with the RevOps Architect on CRM data quality, field completeness, and reporting logic integrity.

Forecasting & Pipeline Analytics

• Support the Head of RevOps in building and maintaining the forecast methodology — category definitions, submission cadence, and accuracy tracking over time.
• Produce pipeline health analyses that identify coverage gaps, aging deals, stage progression anomalies, and forecast risk before they surface in a review meeting.
• Track forecast accuracy systematically — submitted vs. closed, by rep and by segment — and surface patterns that improve forecasting discipline across the team.
• Provide analytical support for QBRs, operating reviews, and board presentations — data preparation, insight synthesis, and executive-ready framing.

GTM Analytics & Win/Loss Insights

• Conduct win/loss analysis by segment, competitor, deal size, rep, and product line, translate findings into specific, actionable recommendations for CCO and Sales leadership.
• Analyze sales cycle length, stage conversion rates, and deal velocity to identify bottlenecks and improvement opportunities.
• Surface pricing as a win/loss driver when deal data indicates it, providing the analytical inputs that inform pricing strategy decisions made by the CCO and Finance.
• Partner with Finance on ARR reconciliation, bookings reporting, and revenue planning data inputs.

Deal Desk Operations & Discount Governance

• Own and operate the deal desk end-to-end, intake, review, structuring, approval routing, and documentation for all non-standard deals.
• Define, maintain, and enforce discount approval thresholds by deal size, segment, and rep authorization level, in partnership with the CCO and Head of RevOps.
• Review all non-standard deal terms before contracts are executed, custom pricing, payment terms, multi-year structures, concessions, and bundled arrangements.
• Maintain commercial policy documentation and ensure consistent, auditable application across the sales team.
• Partner with Legal and Finance on deal structure for complex, multi-year, or procurement-driven arrangements.
• Serve as the escalation point for deals exceeding standard approval authority — bringing fully packaged recommendations to the CCO and CFO, not open questions.

Margin Analysis & Executive Deal Business Cases

• For every non-standard deal requiring CCO or CFO approval, produce a structured business case that includes: deal structure summary, margin profile vs. standard parameters, discount depth and rationale, multi-year revenue impact, comparable deal precedents, commercial risk factors, and a clear approve/decline recommendation.
• The CCO and CFO should never receive a raw deal for review — they receive a complete analytical package with a recommendation. This person owns that package.
• Conduct deal-level margin analysis — modeling the revenue, cost, and profitability implications of non-standard terms before approval is sought.
• Maintain a deal precedent library — a structured record of approved non-standard deals, the business cases behind them, and the commercial outcomes they produced. Use this library to accelerate future reviews and ensure consistency in approval standards.
• Identify patterns across the deal book — segments, reps, or deal types where margin is being systematically eroded — and bring data-driven recommendations to the CCO.
• Support enterprise RFP responses with commercial business case modeling — margin floors, multi-year revenue impact, and deal economics — in partnership with Sales and the CCO. 

Commercial Performance Analytics & Pricing Operationalization

• Produce quarterly commercial performance reviews for CCO and CFO: average discount rate by segment and rep, deal size distribution, margin by product line, payment term mix, and multi-year commitment trends.
• Flag commercial risk patterns — excessive discounting, unprofitable deal structures, term creep — and present recommendations alongside the data.
• Own the operationalization of approved pricing decisions in CRM — ensuring rate cards, discount logic, and approval workflows reflect current pricing policy — in coordination with the RevOps Architect who builds the underlying system configuration.
• Support the annual pricing review by providing deal-level data, win/loss economics, and discount trend analysis. This role provides analytical inputs; pricing strategy decisions are made by the CCO and Finance.

Quota Economics & Enablement Measurement

• Support the Head of RevOps in quota modeling — build the financial models behind attainment scenarios, coverage analysis, and territory planning.
• Analyze compensation plan mechanics for unintended commercial consequences before plans go live.
• Track and report on enablement program effectiveness — ramp time by cohort, certification completion, and correlation between onboarding and performance outcomes.

Required Qualifications

• 3–5 years of experience in revenue analytics, sales operations, business intelligence, or a related analytical role.
• Strong Salesforce reporting proficiency — able to build reports, dashboards, and data views natively without admin-level configuration support.
• Proficiency in at least one BI or data visualization tool: Tableau, Looker, Power BI, or DOMO.
• SQL competency — able to query databases, join tables, and build analytical datasets for reporting and ad hoc analysis.
• Strong understanding of SaaS revenue metrics: ARR, NRR, pipeline coverage, funnel conversion, and quota attainment.
• Comfort presenting data-driven insights to senior leadership — clear, concise, and business-focused communication style.

Preferred Qualifications

• Experience in a RevOps or Sales Ops function at a $25–75M ARR SaaS company.
• Familiarity with healthcare IT or regulated industry data environments.
• Experience supporting a formal forecast methodology — category-based or stage-weighted forecasting models.
• Exposure to territory modeling, quota attainment analysis, or compensation plan analytics.
• Experience building executive-ready reporting packages — board decks, QBR materials, or investor reporting.

What Success Looks Like in the First 6–12 Months

• Revenue dashboard is live and trusted — pipeline, funnel, and attainment data is accessible, consistent, and used in weekly leadership reviews.
• Forecast methodology is supported and improving — submission cadence is running, accuracy is being tracked, and anomalies are being surfaced proactively.
• First win/loss analysis delivered — findings are actionable and presented to CCO and Sales leadership.
• Self-serve reporting is available — Sales, CS, and Marketing leaders can access core performance data without routing every request through the Analyst.
• Enablement measurement baseline established — ramp time and attainment data is being tracked by cohort.