What is a revenue operations analyst?
A revenue operations, or RevOps, team serves a vital function in business: streamlining and aligning various processes into a single revenue “journey” that brings together sales, marketing, customer success, and support teams.
A dedicated revenue operations team can help organizations of any size streamline their operations and align business units with standardized reporting, metrics, and tools. Research shows that when an organization’s sales, marketing, and product functions are aligned, the organization achieves 19% faster revenue growth and 15% higher profitability than when they aren’t.
In this blog, we’ll briefly cover what RevOps is responsible for, then take a closer look at the role and responsibilities of a revenue operations analyst.
Revenue operations responsibilities
Revenue operations responsibilities, or the RevOps framework, consists of three key elements: strategy, process, and execution.
Strategy includes diagnosing the current state of operations and gathering feedback from the sales, marketing, and customer success teams to identify areas where RevOps can make the most impact. It also aims to connect with key stakeholders along the way. Strategy covers the project scope — whether it will encompass small-scale changes, organizational changes, or a mix of both.
RevOps also focuses on process, prioritizing which groups, processes, or tools should be addressed first and which specific processes or tools to centralize. The benefits and costs of any change are weighed, and how the steps will build upon each other are taken into account.
Finally, execution is working through the planned process, evaluating the results along the way, gathering feedback, and tweaking as necessary.
When streamlined processes and advanced insights help revenue growth become predictable, the business can reallocate some freed-up resources to focus on further improving the customer experience.
Revenue operations analyst job description
While there will be variation from company to company, some components of job descriptions for the position of revenue operations analyst may include:
- Manage sales and marketing data to help sales develop and execute data-backed selling strategies and identify high-value opportunities.
- Manage the renewal and retention sales pipeline and sales forecast, using tools such as Collective[i] to align and simplify the process and drive sales. RevOps analysts can use Predictive PipelinesTM to review pipelines and provide critical information to agile sales teams without diminishing selling time.
- Identify and use competitive intelligence, pricing, benchmarking, and market analysis to develop market segmentation and ROI-yielding campaign strategies.
- Design and manage efficient tools, workflows, and processes that support both the sales and marketing teams. Collective[i]’s Virtual DealRoomsTM bring stakeholders together in a shared digital space to keep everyone informed and accountable.
- Build adaptable, flexible, and efficient selling processes aligned with supporting success metrics that provide consistent feedback on quality and progress.
- Identify, package, and position collateral and sales methodology that provides clear and actionable steps for executing insight-based sales.
- Use data and modeling to develop and implement strategies to effectively structure and optimize territories and customer segmentation.
- Collaborate with marketing and sales to develop customer insights as well as relevant messaging, sales tools, and collateral.
- Lead efforts for compensation planning, goal creation, and incentive strategies.
- Develop and enable shared business objectives and targets.
- Develop and update dashboards that focus on key metrics and data that is consistent, scalable, and translatable into actionable insights.
- Organize relevant content such as sales playbooks, case studies, competitor insights, and more in an easily accessible, shared repository.
Quality candidates for a revenue operations analyst position should have some RevOps experience and an understanding of change management as well as sales program transformation. Critical-thinking and problem-solving skills are a must, along with an active drive toward improvement. A high-quality candidate will collaborate well with others and be able to build value and foster buy-in from various stakeholders. A revenue operations analyst should work well under pressure, be comfortable in dynamic environments, and be resilient.
Revenue operations analyst salary information
According to Glassdoor, as of September 2021, the average base pay for a revenue operations analyst is just over $69,000. Based on information provided to Glassdoor by those in RevOps analyst roles, salaries for the position range from $50,000 to $93,000.
Revenue operations analyst interview questions
Here are some sample interview questions for a revenue operations analyst:
- What unique skills or perspectives make you the right candidate? How has your background or previous experience prepared you for this position?
- How much experience do you have creating and streamlining sales processes in a CRM?
- How do you handle stress?
- Can you walk me through a sales funnel, from the time a customer gains interest through the time the purchase is made, and point out all the key metrics that would be of interest?
- What’s a time when you identified a problem in a current process, and how were you able to improve it?
- What is one thing you are great at, and one thing you can improve on?
- Tell me the most difficult problem you’ve faced in your career, and how you were able to solve it.
Collective[i] empowers RevOps teams
Revenue operations analysts need the right tools to do their job. Collective[i]’s proprietary network, IntelligenceTM, and related tools help revenue-facing teams to better understand buying activity and create data-backed selling strategies. See how we can modernize your sales process today.Explore Collective[i]