[All remote jobs](https://jobicy.com/jobs.md)[![Instructure logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/04/430057884baf037dd2aa1e1e017e72b6.jpg)](https://jobicy.com/company/instructure.md)[Instructure](https://jobicy.com/company/instructure.md) # Sr. Revenue Operations Analyst Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/instructure.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 80k–100k / yrDepartment[Data Science & Analytics](https://jobicy.com/categories/data-science.md)EmploymentFull TimeExperienceDirectorPublished31 Oct 2026Apply before30 Nov 2026Listing views35Application actions0Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Instructure seeks a Senior Revenue Operations Analyst to act as the primary sales-operations partner for a North American business unit. The role owns recurring forecasting and performance cadences, analyzes pipeline and bookings metrics, and translates findings into recommendations for sales leadership. It also supports territory design, capacity and quota planning, CRM reporting quality, and automation of operational workflows. The successful candidate will collaborate closely with Finance, Marketing, Customer Success, Enablement, and technical teams while independently leading defined analytical workstreams. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 4/5EasyHard ### Pace & Pressure 4/5RelaxedFast-paced ### Autonomy Level 4/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior individual-contributor role requiring strong commercial analytics, sales-planning knowledge, and the ability to influence leadership decisions. Managing recurring forecast cycles and cross-functional workstreams in a changing SaaS environment adds meaningful complexity. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$90,000US market range (per year)$85k–$120k0$132k AI insightThe employer discloses a yearly base compensation range of $80,000–$100,000 USD, with a midpoint of $90,000. Estimated US market compensation for a senior revenue or sales operations analyst is approximately $85,000–$120,000 USD per year; actual pay may vary by location, SaaS experience, technical depth, and scope of business-unit ownership. ## Core skills Skills and capabilities most closely associated with this opportunity. [Sales operations](https://jobicy.com/jobs?search_keywords=Sales%20operations.md)[Revenue operations](https://jobicy.com/jobs?search_keywords=Revenue%20operations.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Pipeline analysis](https://jobicy.com/jobs?search_keywords=Pipeline%20analysis.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Excel](https://jobicy.com/jobs?search_keywords=Excel.md)[Google Sheets](https://jobicy.com/jobs?search_keywords=Google%20Sheets.md)[Tableau](https://jobicy.com/jobs?search_keywords=Tableau.md)[Dashboard development](https://jobicy.com/jobs?search_keywords=Dashboard%20development.md)[Territory planning](https://jobicy.com/jobs?search_keywords=Territory%20planning.md)[Quota modeling](https://jobicy.com/jobs?search_keywords=Quota%20modeling.md)[Capacity planning](https://jobicy.com/jobs?search_keywords=Capacity%20planning.md)[CRM data quality](https://jobicy.com/jobs?search_keywords=CRM%20data%20quality.md)[Cross-functional collaboration](https://jobicy.com/jobs?search_keywords=Cross-functional%20collaboration.md)[SQL](https://jobicy.com/jobs?search_keywords=SQL.md) Sample interview questionsHow would you identify and address a decline in forecast accuracy for a business unit?I would segment forecast performance by team, segment, stage, and rep to locate the largest variance drivers. I would validate CRM hygiene, stage definitions, close-date movement, and historical conversion assumptions, then align with sales leaders on corrective actions and track the impact in subsequent forecast cycles. Describe how you would approach sales-capacity and quota planning. I would start with current headcount, ramp assumptions, historical productivity, territory potential, attainment distribution, and expected hiring timing. I would model multiple scenarios, identify coverage gaps or unrealistic quota burdens, and present trade-offs so leadership can choose a plan grounded in capacity and growth targets. What makes a sales dashboard trustworthy and useful for leadership? A trustworthy dashboard uses agreed metric definitions, validated source data, clear refresh logic, and visible ownership for exceptions. For leadership, it should emphasize actionable trends such as pipeline coverage, conversion, attainment, forecast movement, and risks rather than presenting every available metric. Tell us how you would automate a recurring revenue-operations report. I would first map the current process, users, data sources, decision points, and manual failure risks. Then I would define standardized logic with stakeholders, use Salesforce reporting, BI tools, SQL, or workflow automation as appropriate, test outputs against the current report, and document ownership and monitoring procedures. How do you communicate an uncomfortable performance insight to a sales leader? I lead with objective data, explain the business impact, and distinguish facts from assumptions. I pair the insight with practical options, such as improving pipeline creation, changing deal-review criteria, or revising coverage, while inviting the leader's context to ensure the recommendation is both accurate and actionable. Opportunity details ## About this role. 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. 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