Sr Revenue Operations Analyst managing escalations and sales processes at Instructure. Collaborating across teams to enhance efficiency and service delivery.
About the role
- Revenue Operations Director overseeing Marketing and Sales operations for a cybersecurity B2B SaaS startup. Driving revenue efficiency and process integrity in a fast-growing company based in France.
Responsibilities
- Own and optimize the full revenue operations engine across Marketing and Sales to maximize funnel efficiency from lead to closed-won
- Ensure data quality and process integrity in our CRM/automation stack
- Build dashboards and reporting for leadership visibility
- Own the CPQ strategy and deal operations infrastructure
- Support Deal Desk and sales compensation processes
- Own marketing automation (HubSpot/Salesforce campaigns, lead scoring, nurture flows)
- Build and maintain attribution models
- Manage lead routing logic and SLAs between Marketing and Sales
- Design and optimize deal stages, pipeline definitions, forecasting
- Own Salesforce/HubSpot hygiene (duplicate management, data validation)
- Build workflow automations
- Create and maintain executive dashboards
- Build weekly/monthly reporting cadence
- Develop self-serve reporting capabilities
- Own the CPQ strategy and selection/implementation of quoting tools (Salesforce CPQ, DealHub, PandaDoc, or similar)
- Design pricing governance framework (approval matrices, discount policies, deal thresholds)
- Build and maintain quote templates and product/pricing configurations
- Ensure deal velocity through streamlined approval workflows
- Track contract velocity and identify bottlenecks
- Calculate and track sales compensation (commissions, accelerators, SPIFs)
- Partner with Finance on revenue recognition and booking accuracy
- Own the RevOps tech stack (CRM, marketing automation, CPQ, enrichment tools)
- Build and maintain integrations between systems
- Evaluate and implement new tools as needed
Requirements
- 5-8+ years in Revenue Operations, Sales Ops, or Marketing Ops
- Strong experience with Salesforce and/or HubSpot (admin-level preferred)
- CPQ experience (Salesforce CPQ, DealHub, PandaDoc, or similar) — implementation or heavy configuration preferred
- Understanding of SaaS pricing models , subscription billing, and deal structures
- Comfortable with dashboards, process automation, and data analysis
- Experience in B2B SaaS (cybersecurity a plus)
Benefits
- Flexible work arrangements
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
No Education Requirement
Tech skills
Location requirements
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