Sr. Revenue Operations Analyst

At Instructure, we believe in the power of people to grow and succeed throughout their lives.

We are 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.

Responsibilities

• 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.

Requirements

• 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.

Benefits

• Competitive compensation, plus all full-time employees participate in our ownership program.
• Flexible work culture.
• Generous time off, including local holidays and our annual “Dim the Lights” period in late December.
• Comprehensive wellness programs and mental health support.
• Learning and development resources, including professional development tools and tuition reimbursement.
• The technology and tools you need to do your best work.
• Motivosity employee recognition program.
• A culture rooted in inclusivity, support, and meaningful connection.