roboflow - Sales Operations Analyst
Requirements
• You are a commercially minded analyst, equally comfortable in a spreadsheet and in the middle of a live deal, who wants to be an important part of an exceptional team that focuses on using Roboflow's computer vision tools to impact and improve every industry. You have high agency and a bias toward action. • 3+ years in sales operations, revenue operations, deal desk, or a sales-facing analytics role at a B2B software company • Strong analytical skills: you can build and defend a model in a spreadsheet, and you write SQL or will pick it up quickly • Hands-on Salesforce experience as a power user, including reports, dashboards, pipeline inspection, and opportunity and forecast data • Practical understanding of GTM mechanics: pipeline stages, forecast categories, coverage, win rates, territory and quota concepts • Experience supporting deal structuring, pricing approvals, or quote-to-order workflows • A clear communicator who can explain a number to a skeptical audience and hold a definition under pressure • High attention to detail, because this role is the last check before a number reaches leadership or a customer • Experience running or standing up a deal desk, particularly with packaged or tiered pricing • Experience with CPQ, quoting tools, CLMs, or e-signature platforms • SQL plus experience with a BI tool or data warehouse (BigQuery, Snowflake, or similar) • Experience with enterprise land-and-expand motions, PLG, or developer-first companies • Experience supporting variable compensation or quota administration • Experience using AI tools to speed up analysis, documentation, and reporting • WHERE YOU'LL WORK • Roboflow is a fully distributed company. We currently have Hubs in New York City, San Francisco and Brazil (and plan to open more as we grow density in new cities). We provide opportunities (like team onsites in different cities) and resources https://blog.roboflow.com/how-we-work-together-at-roboflow/ (like a $4000/yr travel stipend) to work in person with other team members as much as you'd like, while also supporting remote team members. You can work from one of our Hubs (we offer a relocation bonus), work from home, work at co-working spaces, etc. We want you to work where you work best! • WHAT YOU'LL RECEIVE • 📈 In addition to our cash compensation, we offer generous perks and benefits. Below are some of the highlights: • $4000/yr Travel Stipend to travel anywhere anytime to work alongside other Roboflowers • Cover up to 100% of your health insurance costs for you and your partner or family • $350/mo Productivity stipend to spend on things that make your work environment more productive, like high-speed internet at home or a co-working space • $350/mo AI Stipend • $500 one time home office stipend • $150/mo Team lunch stipend • Unlimited PTO - with an annual 2 week minimum, we encourage you to take time off for yourself • 12 weeks parental leave • Equity in the company so we are all invested in the future of computer vision
Responsibilities
• We’re hiring a Sales Operations Analyst to run the day-to-day operating rhythm of our revenue team and to stand up our deal desk, reporting into the Revenue Operations lead and working closely with sales leadership, finance, and our GTM Systems Engineer. Revenue Operations owns the operating system for go-to-market at Roboflow: how pipeline is measured, how the forecast is built, how territory and quota are set, and whether the numbers can be trusted. This role is the analytical and commercial half of that mandate. You’ll own the analysis leadership makes decisions from, and you’ll be the person reps come to when a deal needs to be structured, priced, and approved. • You’ll work alongside a GTM Systems Engineer who builds and maintains the systems themselves. Where they own how Salesforce works, you own what the numbers mean and how a deal gets done. Our motion is land-and-expand into enterprise manufacturing with packaged site licenses and a fast-growing first-land play, so deal structuring here is real work with real leverage, and the forecast has several distinct models underneath it. • Own day-to-day deal desk duties: guide reps on deal structure and packaging, run pricing and discount approvals, handle non-standard terms, and drive the path from quote to signed order form, including cloud marketplace transactions • Maintain pricing and packaging guardrails with Finance and sales leadership, including approval thresholds, discount bands, and the guidance reps use to size a site license or a proof of value • Contribute to the weekly and monthly forecast process: assemble the forecast, track submitted forecast against actuals, and surface slip, drift, and coverage gaps by segment • Own the recurring analysis leadership decides from, including pipeline generation, conversion by stage and segment, win/loss, sales cycle, and team performance • Support territory, coverage, and quota planning with account distribution, whitespace, capacity math, and attainment tracking • Steward KPI definitions so a number means the same thing in every meeting, dashboard, and report, and be the person who can explain any of them on the spot • Run the data quality cadence with reps: publish the cleanup views, work each list down with its owner, and escalate recurring problems for a systems fix • Support the variable compensation program through attainment reporting, plan mechanics, and the data quality behind both
Apply in one click
Upload My Resume
Drop here or click to browse · Tap to choose · PDF, DOCX, DOC, RTF, TXT