Lead Analyst, Revenue Operations

Rapid7 is looking for an experienced and motivated Lead Analyst to join our Revenue Operations organization. This is a pivotal role focused on driving forecasting accuracy, optimizing sales processes and go-to-market alignment, and maximizing the value of our sales tools. You report to the Director of Revenue Operations Analytics and collaborate with sales leadership to enhance operational efficiency and drive revenue growth.

About the Team

The Revenue Operations Analytics is a new, high-impact team focused on leveraging data and advanced analytics to drive growth and efficiency across our Go-to-Customer organization. We serve as a strategic partner to our sales, finance, and customer success teams, providing the insights, models, and tools they need for accurate forecasting, both in-quarter and for strategic long-term planning. Our mission is to transform raw data into actionable intelligence that directly influences our revenue streams and GTM strategy.

About the Role

The ideal candidate is a highly analytical and innovative individual with a strong track record of supporting the systems, processes, and analytical needs of rapidly scaling teams. 

As a Lead Revenue Operations Analyst, You will play a key role in the Forecasting and Sales Planning processes, and the operational cadences that support our Go-to-Customer organization. Specifically, you will focus on.

Forecasting: As a Lead Analyst, you'll be a key driver of forecast accuracy for new business and renewals. You'll work closely with sales leadership to produce weekly and quarterly projections, providing the data and insights needed to build a consensus forecast. This will involve:  

• Becoming a trusted advisor to sales leaders by providing timely and accurate analysis of the sales pipeline and renewal trends.

• Running the weekly and quarterly forecast calls, guiding discussions and providing data-driven recommendations to ensure the most accurate projections.

• Utilizing tools like Clari to analyze historical data and current pipeline health, identifying risks and opportunities to refine the forecast.

Sales Planning: In this role, you will also be involved in the annual Sales Planning process. You will be responsible for collaborating on strategic capacity and productivity models that inform our go-to-market alignment. This includes:

• Developing a deep understanding of our sales motions and customer segments to build a strategic model that scales with the business.

• Analyzing historical performance to model future sales capacity and productivity, informing territory design and headcount planning.

• Partnering with sales and finance leaders to translate strategic goals into a scalable plan for the upcoming year.

Strategic & Ad-Hoc Analysis: Produce in-depth business analytics with actionable insights and recommendations that inform strategic decisions. This includes creating customized dashboards and automated reports to track KPIs and identify trends in the business.

Tool Optimization: Maximize the value from our sales tools, namely Clari, Tableau, Salesforce, Gainsight. You'll become an expert in these platforms, ensuring our teams have the right data and insights to be successful.

Collaboration: Partner with IT and other stakeholders to understand tool capabilities and data sources. You will work across departments to synthesize complex information and documentation in a deadline-driven environment.

We know that the best ideas and solutions come from multi-dimensional teams. That’s because these teams reflect a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don’t be shy - apply today.

The skills and qualities you’ll bring include:

• Experience: A minimum of 6+ years of experience as an analyst in sales operations, revenue operations, or a related discipline in a high-technology company.

• Technical Skills: Strong experience with Salesforce and BI tools such as Tableau is essential. Clari, SQL, Python experience a plus. You should have a proven ability to leverage data from these platforms to solve problems and drive insights.

• Analytical Mindset: A track record of strong analytical and problem-solving work, with the ability to translate data into actionable strategies.

• Communication: Excellent verbal and written communication skills, with the ability to present complex analysis clearly and compellingly to executive-level audiences.

• Ownership: You are a highly-organized, self-motivated, and collaborative individual with a sense of urgency and the ability to manage multiple priorities.

• Core Value Embodiment: Embody our core values to foster a culture of excellence that drives meaningful impact and collective success.

About Rapid7

At Rapid7, our vision is to create a secure digital world for our customers, our industry, and our communities. We do this by harnessing our collective expertise and passion to challenge what’s possible and drive extraordinary impact. We’re building a dynamic and collaborative workplace where new ideas are welcome. 

Protecting 11,000+ customers against bad actors and threats means we’re continuing to push the envelope - just like we’ve been doing for the past 20 years. If you’re ready to solve some of the toughest challenges in cybersecurity, we’re ready to help you take command of your career. Join us.

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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or any other status protected by applicable national, federal, state or local law.