Title: Data Analyst, Revenue Operations
Date: February 2026
Reports to: Manager, Sales Operations
Location: Remote, United States
Position Summary
The Data Analyst, Revenue Operations owns performance analytics and insights across the end-to-end GTM engine, spanning Marketing, SDR, Sales and Account Management. This role is responsible for turning operational data into clear narratives that improve conversion rates, pipeline quality, win rates, retention, and expansion.
This role focuses on measurement, insight, and strategic guidance-answering what’s working, what’s not, and why across the customer journey.
You will partner closely with Sales, Marketing, Customer Success, Finance, and RevOps leadership to connect pre-sale decisions to post-sale outcomes (retention, churn, expansion, revenue quality) helping the business understand which customers we should win, how we should win them, and how those decisions affect long-term revenue.
Key responsibilities
Own analysis across the full revenue lifecycle:
- Provide defined GTM-level insights that connect demand generation to pipeline outcomes, including:
- Pipeline Outbound vs. Inbound
- Win-rate and cycle-time trends by source/segment to inform targeting
- Deal quality indicators (e.g., source mix, segment fit, vertical)
- Support weekly/monthly business review readouts with decision-oriented narratives from business owners (what changed, why it matters, recommended next steps).
- Answer ad hoc questions as capacity allows through an intake/prioritization process.
Funnel, Pipeline & Velocity Insights
- Own the funnel model and reporting cadence across key stages (e.g., Inquiry/MQL → Meetings → Qualified → Pipeline → Closed-Won).
- Deliver recurring reporting and insights by:
- Channel, campaign/program, vertical/segment, tiering, and source type
- Conversion rates, velocity, and drop-off analysis between stages
- Build and maintain standard Marketing performance dashboards, including:
- Funnel and waterfall views
- Leading indicators (volume, speed-to-lead, meeting rates, quality metrics)
- Pipeline contribution (sourced and influenced, where definitions exist)
- Produce actionable insights that translate into clear recommendations:
- Where to invest (segments/channels/programs)
- Where leakage occurs and what behaviors correlate to better outcomes
- Quality and efficiency trends (not just volume)
GTM Handoff & SLA Measurement (Funnel Integrity Reporting)
- Own measurement and recurring reporting for GTM handoffs and SLAs across the revenue funnel
- Build standardized handoff dashboards that highlight:
- Volume, conversion, speed/aging, and leakage at each handoff point
- Variances by segment/vertical, source, region, and team
- Root-cause hypotheses (data-backed) and recommended actions
- Partner with Marketing Ops, Sales Ops, and CS Ops to align on:
- Definitions and measurement logic for each handoff
- Data requirements needed to report consistently (fields/statuses/timestamps)
- This role provides visibility and insights; handoff process design, enforcement, and system configuration remain owned by the relevant Ops/System owners.
Data Quality Monitoring & Metric Governance
- Maintain trusted definitions for Marketing funnel and related GTM metrics (documented and version-controlled).
- Monitor reporting health and surface issues (missing source, mapping gaps, stage inconsistencies, tracking anomalies).
GTM BI, Dashboards & Insight Narratives
- Own GTM dashboards and standard reporting while ensure data consistency and trusted definitions companywide.
- Move beyond dashboards to deliver insight narratives that explain trends, tradeoffs, and implications for leadership
- Support weekly business reviews, QBRs, and executive readouts with clear, decision-oriented analysis
Strategic Decision Support & Experimentation
- Translate complex analyses into clear recommendations for GTM and executive leadership
- Support experiments and evaluations related to:
- Pricing and packaging
- Campaign effectiveness
- Coverage and capacity decisions
- Sales motions and segmentation
- Identify opportunities to improve win rates, retention, and expansion through data-backed insights
Skills and experience needed
- Bachelor’s degree in Business, Analytics, Economics, Information Systems, or related field preferred (or equivalent relevant experience).
- 2–5 years of experience in analytics, Revenue Operations, Marketing Operations analytics, Sales Operations analytics, or a similar role in a B2B SaaS (or comparable) environment.
- Proven experience building and maintaining funnel and GTM performance reporting by creating dashboards and recurring reporting cadences (weekly/biweekly/monthly) and translating results into clear insights and recommendations.
- Working knowledge of common GTM systems (Salesforce, Gong, Outreach and other similar tools)
- Strong proficiency in Excel and at least one analytics/reporting tool (e.g., Salesforce reporting, Tableau, Power BI,)
- Comfort working with imperfect data and performing data quality monitoring (completeness checks, anomaly detection, “unknown/other” reduction), and partnering with system owners (Marketing Ops / Sales Ops / SFDC Admin) to resolve issues via clear requirements/tickets.
Competencies
Accountability
Adaptability
Applied Learning
Business Acumen
Collaboration
Customer Focus
Dealing w/Ambiguity
Decision Making
Driving for Results
Initiating Action
Planning and Organizing
Technical/Professional Knowledge
About the company:
Boards set the standard for what organizations can achieve. At OnBoard, our board management software helps boards function at a higher level so every organization can make a bigger difference in the world.
Launched in 2011, today, OnBoard serves as the board intelligence platform for more than 5,000 organizations and their 12,000 boards and committees in 60 countries worldwide. With customers in higher education, nonprofit, healthcare systems, government, and enterprise business, OnBoard is the leading board management provider.
OnBoard has grown from a class project at Purdue University in West Lafayette, Indiana in 2003 into the world’s leading board management software platform today. Backed by JMI Equity and the acquisitions of eScribe and Govenda, OnBoard is positioned to become the industry leader in Board Management and Meeting Solutions for private and public sector entities.
Benefits and Perks:
- Company provided equipment (laptop, software, etc.)
- Employment with a growing, casual, fun, philanthropic minded company
- Employer paid extended health benefits, including health spending account (CAN based employees)
- US Based Employees
- Comprehensive, high-quality medical/prescription drug plan options, as well as dental and vision plan offerings.
- An employer contribution to your Health Savings Account (HSA) if you participate in a High Deductible Healthcare Plan.
- Medical Flexible Spending Accounts available.
- Dependent Care Flexible Spending Accounts available.
- Basic life insurance in the amount of $50,000 or 1 X’s your salary (whichever is higher).
- Short and long-term disability and Accidental Death and Dismemberment benefits at no cost to you.
- 401K Retirement Savings Plan with automatic enrollment at the first of the month following 60 days of employment at 5% to help you secure your financial freedom. We offer a generous company match that starts on the first of the month following 60 days of employment. The company match is dollar for dollar on the first 3% of your pay that you contribute and $0.50 on the dollar on the next 2%, for a total match of 4%.
- Paid Time Off (PTO)/Holiday
Diversity Statement - Culture of Togetherness:
At OnBoard, our mission is to encourage and celebrate a culture of togetherness. We acknowledge that uniqueness is powerful, and we welcome, foster, and appreciate all. Diversity, Equity, and Inclusiveness fuel the Pathfinder atmosphere and all our efforts. Our power is in our people and we Pledge 1% to give back to our communities and across the globe.
OnBoard is an equal opportunity employer and committed to a diverse and inclusive working environment. Passageways does not discriminate based on race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation please email [email protected].
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