Senior Revenue Operations Analyst

Job description

**Senior Revenue Operations Analyst** Catapult is building the future of sports performance technology, with a mission to **Unleash the Potential** of every athlete and team on earth. We don't just work in the sporting industry; we are actively changing it. Since 2006, our solutions have been leading the way in sports performance software, science, and data, in a world where 1% can literally mean the difference between winning and losing. We work with over 5,000+ teams around the world, empowering coaches, managers and trainers in premier teams in the NFL, NBA, NHL, MLS, EPL, AFL, NRL, NCAA and more. We provide the information they need to optimize athletes’ health, game-day readiness, and performance, as well as in-game tactics. Catapult is a sports technology company that empowers professional teams to make data-driven decisions. We deliver health, performance, video, and AI insights from the locker room to competitive environments, ensuring every decision is an opportunity to gain an advantage, sharpen performance, and build lasting success. **We want people who turn commercial data into a clear point of view and who can stand behind that point of view in front of commercial leadership.** Working as part of the Catapult Revenue Operations team in our Boston office, you will own the analysis behind our regular forecast and pipeline cadence, and the broader commercial insight set that sits behind it, including ACV trends, win/loss, rep performance, discounting, pricing, and hardware margin. You will be the person the CRO and regional VPs turn to for the answer to "where are we, what changed, and why?" not a report, but a narrative with a root cause and a recommended action attached. You'll work independently across Commercial, Finance, and Business Systems, partnering closely with our FP&A team to ensure the commercial forecast and the financial forecast tell one consistent story. **WHAT YOU’LL DO** Forecast and pipeline - Own the global forecast summary, consolidating regional data into a single, actionable narrative for executive leadership. - Perform root-cause analysis on pipeline movement to identify forecast risks and quantify drivers like slippage, churn, and discounting. - Maintain forecasting data integrity and tool reliability to ensure commercial leaders can trust the numbers.\ Commercial performance and trend analysis - Analyze historical ACV and win/loss trends across segments and products to pressure-test forward-looking assumptions. - Evaluate sales team performance against quota, partnering with leaders to optimize territory design and productivity. - Proactively surface commercial risks and performance signals before they reach leadership through other channels. Pricing, discounting, and margin - Monitor discounting behaviors and price realization to support data-driven go-to-market and packaging decisions. - Analyze hardware COGS and blended margins to ensure leadership understands the true profitability of every deal. Systems, reporting, and automation - Drive CRM hygiene and reporting discipline across sales teams to improve data quality and trust. - Develop self-service dashboards and automate manual reporting workflows using Salesforce and BI tools. - Partner with Finance and Sales Ops to ensure commercial data aligns perfectly with financial reporting. ## **WHAT YOU’LL NEED** - 5+ years in RevOps/SalesOps/commercial analytics with B2B SaaS forecasting ownership. - Skilled at root-cause analysis, moving beyond "what" to "so what" and "now what" with actionable recommendations. - Strong analytical range (bookings, pipeline, pricing, unit economics) with judgment on the right lens to use. - Comfort with hardware/software mixed-model margin analysis and COGS impact. - Exceptional communication: able to synthesize complex data into executive-ready, actionable one-page summaries. - Strong business partnering: builds credibility with sales leaders, engaging with curiosity rather than assumption. - Full ownership mindset: drives configuration, enablement, and process adoption through unglamorous follow-through. - Proven track record of identifying broken processes, building the business case, and driving organizational change. - Resilient problem-solver who takes responsibility for recovery and prevention when issues arise. - Advanced Excel/GSheets modeling, strong SQL, and hands-on Salesforce expertise (reports, dashboards, forecasting). Preferred - Experience with Databricks, Snowflake, Power BI, or comparable BI platforms - Familiarity with NetSuite, Salesforce CPQ, Einstein/Agentforce - Experience with pricing or packaging analysis, cohort analysis, or win/loss programs - Experience automating manual reporting workflows using AI tools, scripting, or system integrations - Experience in a global, multi-region commercial organization with distinct regional sales motions ## **WHAT YOUR SUCCESS WILL LOOK LIKE** In 6 months: - Own the global forecast summary for leadership, providing timely, actionable root-cause analysis. - Build trusted partnerships with regional VPs and Sales Directors, deeply understanding regional deal dynamics. - Establish two new leading indicators for earlier visibility into forecast risk. - Implement a regular, trusted cadence for win/loss and quota attainment reporting. - Ensure forecast tooling is stable and trusted with proactive validation checks. - Automate at least one recurring manual reporting process. In 12 months: - Become a key commercial business partner; your analysis informs QBRs, pipeline reviews, and strategic decisions. - Significantly improve forecast accuracy with a documented, repeatable process. - Drive at least one major commercial change (e.g., pricing, packaging, discounting, or territory design) through data-backed analysis. - Ensure deal-level visibility into discounting and hardware margin, influencing better deal quality. - Deploy self-service dashboards that materially reduce ad-hoc reporting. - Standardize pipeline hygiene globally, with clear adoption in the data. - Operate with full independence, managing ambiguity and delivering high-quality, timely work. **WHY CATAPULT?** - We have amazing people. We promise you’ll work with some of the most ambitious, intelligent people in an exciting industry, and do some of the best work of your life. - We encourage our people to engage in constructive, open, and honest communication to make Catapult extraordinary. - We work in a collaborative yet challenging environment to consistently improve our performance, which in turn impacts our customers' performance. - Our workforce spans more than 32 countries. You'll have the opportunity to work with people from multiple nationalities and cultures, and to build your global awareness. - We value improvement and development. We are challenging ourselves to continuously grow and become a high-performance company. That means we maintain a growth mindset in everything we do, and our people are always looking for ways to improve. There is an unlimited opportunity to grow, do more, and do better. Whether you’re interested in sports or not, you’ll have the satisfaction of knowing your work is supporting some of the most successful teams and athletes on the planet! Research shows that while men apply for jobs when they meet an average of 60% of the criteria, women and other marginalized groups tend only to apply when they check every box. So if you have what it takes, but don't meet every single point in our job ad, please still get in touch! We would love to have a chat and see if you could be a great addition to our team. We are building the future of sports performance. Our priority is to find the brightest talent who can add to our team culture, actively contribute, and be excited about what they do. All offers of employment are subject to Catapult's positive prehire check. To find out more, please contact the Talent Partner for this role. The target Total Compensation range for this position is $74,933 to $172,345 per year. This range is inclusive of base salary and a target incentive plan (which may include equity, commission, or other bonus structures). Your specific compensation within this range will be determined by factors such as your geographic location, relevant experience, and job-related skills. In addition to this compensation, Catapult also offers generous paid leave and recognized company holidays, and the opportunity to participate in our comprehensive benefits package, including Health, Dental, and Vision insurance, and 401(k) retirement plan with company match.