About this role.
This Senior Revenue Operations Analyst supports global Sales Operations through reporting, forecasting, annual planning, and performance analysis. The role uses SQL, Salesforce, Tableau or comparable BI tools, and potentially Snowflake, Clari, and Gong to turn bookings and pipeline data into actionable recommendations. Core deliverables include pipeline-health reporting, forecast-risk analysis, territory and quota-planning templates, and sales-capacity models. The analyst will partner closely with Sales, Finance, and regional Revenue Operations stakeholders across time zones. Success requires strong business judgment, data-quality discipline, clear executive communication, and practical use of AI to automate recurring work.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader HUF market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would first validate the underlying CRM data and confirm that stage definitions, close dates, opportunity amounts, and ownership are consistent. I would then segment the change by region, segment, product, source, and sales stage to isolate the driver. Finally, I would distinguish between a data-quality issue and a true demand or conversion issue, quantify the forecast impact, and present recommended actions to sales leadership.
I would begin with the business objective, coverage model, historical productivity, ramp assumptions, quota levels, attrition, and territory potential. I would build scenario-based calculations for current and planned headcount, including conservative, expected, and upside productivity assumptions. The output would show capacity versus bookings targets and clearly identify hiring timing or coverage gaps.
I define metrics with stakeholders before building, document the calculation logic and source systems, and reconcile key outputs to agreed operational reports. I add data-quality checks, refresh monitoring, and clear labels for filters and time periods. After launch, I collect feedback and address discrepancies quickly so the dashboard becomes a dependable decision tool.
I use SQL to combine CRM opportunity, account, activity, and quota data into reusable reporting datasets. I apply validation logic to identify duplicate records, missing fields, stale close dates, and inconsistent stage values before they affect forecasts. This creates a reliable foundation for pipeline coverage, conversion, bookings, and capacity analysis.
I would use AI to accelerate repetitive work such as drafting documentation, summarizing trends, generating query starting points, and identifying potential anomalies. I would validate all outputs against source data and business definitions before sharing them, especially for forecast-related decisions. I would also follow company data-governance requirements and avoid exposing sensitive customer or employee data to unapproved tools.
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 Revenue Operations Analyst to support our global Sales Operations function. Reporting to the Director of Planning and Analytics, this role partners across Business Units to deliver data-driven insights on bookings, pipeline health, and sales performance. You’ll build the reporting and analysis that helps leadership make faster, better-informed decisions. You’ll also support the Revenue Operations team on Annual Planning activities.
You’ll work closely with Sales, Finance, and Revenue Operations teams to turn raw data into clear recommendations. The ideal candidate combines strong SQL and analytical skills with the judgment to know what a number actually means for the business.
This position can be worked remotely.
What You’ll Do
Build and maintain SQL queries and reports that track bookings, pipeline coverage, and conversion, and monitor CRM data quality to resolve issues at the source.
Analyze pipeline trends and support the weekly forecasting review cadence with clean, accurate data that flags risk before it becomes a forecast miss.
Partner with regional and global Sales Operations teams to keep metric definitions and reporting standards consistent.
Build standardized templates for territory planning, account segmentation, and quota allocation, and partner with field Sales Operations business partners to deliver them on schedule during the H2 Annual Planning cycle.
Build sales rep capacity models to inform headcount and territory coverage decisions.
Translate ad hoc business questions into structured analysis and clear, leadership-ready answers.
Identify opportunities to automate recurring reports and reduce manual work, using AI tools where applicable.
Contribute to global Sales Operations projects and share practices that scale across regions.
What You’ll Need
Two 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.
AI fluency, with experience using AI tools to automate repetitive tasks and improve productivity.
Strong SQL skills and hands-on experience querying and reporting on data in Salesforce, plus experience building or scoping dashboards in Tableau or a comparable business-intelligence platform.
A strong understanding of B2B sales processes, pipeline management, and forecasting metrics.
Sound business judgment — the ability to turn complex data into clear insights and question assumptions rather than accept them at face value.
Strong written and verbal communication skills, with the ability to present findings to both frontline teams and senior leadership.
High attention to detail and a proactive, adaptable approach suited to a fast-paced, evolving environment.
Preferred Qualifications
Bachelor’s degree in a quantitative field, or equivalent job experience.
Experience with Snowflake or another cloud data platform.
Experience with revenue technology platforms, such as Clari and Gong.
Experience supporting bookings, pipeline, or forecast analysis across multiple regions or business units.
Comfort working across time zones with global stakeholders.
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.
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