Sales Operations Analyst

About the role

Planful is the pioneer of financial performance management cloud software. The Planful platform, which helps businesses drive peak financial performance, is used around the globe to streamline business-wide planning, budgeting, consolidations, reporting, and analytics. Planful's award-winning AI capabilities accelerate decision-making, helping Planful users in over 100 countries to close faster, accelerate cycle times, increase productivity, and improve accuracy. Planful is a private company with more than 1,500 customers, including Bose, Boston Red Sox, Five Guys, Grafton Plc, Gousto, and Specialized, and is backed by Vector Capital, a leading global private equity firm. Learn more at Planful.com . Position Overview We're hiring a Sales Ops Analyst to be the analytical engine behind ourGTM organization. This person turns raw sales, pipeline, and revenue data into clear, trusted insight that leadership uses to make decisions. You'll partner closely with the Business Systems team (who maintains our CRM, integrations, and data infrastructure) and focus your energy on analytics, reporting, and forecasting rather than system administration. This is a high-visibility role for someone who loves working with data, is rigorous about accuracy, and can translate messy operational reality into a story leadership can act on.

Responsibilities

• Sales Performance & Pipeline Analysis: Analyze pipeline velocity, conversion rates, and stage progression to identify bottlenecks and improve funnel health.
• Sales Productivity & Capacity: Analyze RSM/AE productivity, territory performance, and time-to-close, and support the creation of sales capacity and resource models for planning.
• Forecasting & Planning Support: Provide analytical support for weekly and monthly sales forecasting and annual planning cycles by building and maintaining forecast models and underlying data sets.
• Expansion & Retention Analysis: Analyze metrics for the installed base (upsell and cross-sell rates, NRR, churn signals) to support account management and renewal teams..
• Data Storytelling & Communication: Collect, synthesize, and translate complex quantitative analysis into clear, actionable insights and compelling presentations tailored to executive, functional, and operational audiences.
• Pricing Analysis Support: Assist in evaluating deal performance and pricing trends, and provide visibility into discounting and pricing effectiveness. Support efforts to improve pricing consistency and profitability.
• Cross-Functional Collaboration: Partner with Business Systems, Marketing Operations, Customer Success Operations, and IT teams to validate data inputs/outputs and ensure cross-system alignment.

Requirements

• 2+ years in revenue operations, sales operations, business analytics, or a comparable data-focused role.
• Strong hands-on skills in at least one BI/visualization tool (Power BI, Tableau) and advanced Excel/Google Sheets.
• Comfort working with CRM data (Salesforce or similar) and forecasting tools (e.g., Clari, Gong, Salesforce);
• A rigorous, detail-oriented approach to data - you reconcile, validate, and document rather than take numbers at face value.
• Ability to translate complex analysis into clear narratives and recommendations for non-technical stakeholders.
• Strong cross-functional collaboration skills; you'll work across Sales, Finance, Marketing, Customer and Deal Desk.
• Comfort operating with ambiguity and bringing structure to undefined or evolving processes.
• Strong executive presence being comfortable presenting and interacting regularly with the executive leadership team.
• Experience in B2B SaaS and familiarity with ARR, renewals, expansion, and churn concepts.
• Exposure to territory and quota planning.
• Experience documenting processes and building repeatable reporting frameworks.
• How This Role Works With Systems

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