MDaudit - Revenue Operations Analyst

Build, own, and continuously improve the revenue reporting suite — pipeline health, stage conversion, funnel velocity, win rates, and attainment dashboards.

Produce weekly pipeline reviews, monthly performance summaries, and quarterly board-ready revenue reports in partnership with Finance.

Maintain consistent, agreed-upon metric definitions — pipeline, ARR, bookings, and attainment mean the same thing in every context they appear.

Design and maintain self-serve reporting so Sales, CS, and Marketing leaders can access core performance data independently.

Partner with the RevOps Architect on CRM data quality, field completeness, and reporting logic integrity.

Support the Head of RevOps in building and maintaining the forecast methodology — category definitions, submission cadence, and accuracy tracking over time.

Produce pipeline health analyses that identify coverage gaps, aging deals, stage progression anomalies, and forecast risk before they surface in a review meeting.

Track forecast accuracy systematically — submitted vs. closed, by rep and by segment — and surface patterns that improve forecasting discipline across the team.

Provide analytical support for QBRs, operating reviews, and board presentations — data preparation, insight synthesis, and executive-ready framing.

Conduct win/loss analysis by segment, competitor, deal size, rep, and product line, translate findings into specific, actionable recommendations for CCO and Sales leadership.

Analyze sales cycle length, stage conversion rates, and deal velocity to identify bottlenecks and improvement opportunities.

Surface pricing as a win/loss driver when deal data indicates it, providing the analytical inputs that inform pricing strategy decisions made by the CCO and Finance.

Partner with Finance on ARR reconciliation, bookings reporting, and revenue planning data inputs.

Own and operate the deal desk end-to-end, intake, review, structuring, approval routing, and documentation for all non-standard deals.

Define, maintain, and enforce discount approval thresholds by deal size, segment, and rep authorization level, in partnership with the CCO and Head of RevOps.

Review all non-standard deal terms before contracts are executed, custom pricing, payment terms, multi-year structures, concessions, and bundled arrangements.

Maintain commercial policy documentation and ensure consistent, auditable application across the sales team.

Partner with Legal and Finance on deal structure for complex, multi-year, or procurement-driven arrangements.

Serve as the escalation point for deals exceeding standard approval authority — bringing fully packaged recommendations to the CCO and CFO, not open questions.

For every non-standard deal requiring CCO or CFO approval, produce a structured business case that includes: deal structure summary, margin profile vs. standard parameters, discount depth and rationale, multi-year revenue impact, comparable deal precedents, commercial risk factors, and a clear approve/decline recommendation.

The CCO and CFO should never receive a raw deal for review — they receive a complete analytical package with a recommendation. This person owns that package.

Conduct deal-level margin analysis — modeling the revenue, cost, and profitability implications of non-standard terms before approval is sought.

Maintain a deal precedent library — a structured record of approved non-standard deals, the business cases behind them, and the commercial outcomes they produced. Use this library to accelerate future reviews and ensure consistency in approval standards.

Identify patterns across the deal book — segments, reps, or deal types where margin is being systematically eroded — and bring data-driven recommendations to the CCO.

Support enterprise RFP responses with commercial business case modeling — margin floors, multi-year revenue impact, and deal economics — in partnership with Sales and the CCO.

Produce quarterly commercial performance reviews for CCO and CFO: average discount rate by segment and rep, deal size distribution, margin by product line, payment term mix, and multi-year commitment trends.

Flag commercial risk patterns — excessive discounting, unprofitable deal structures, term creep — and present recommendations alongside the data.

Own the operationalization of approved pricing decisions in CRM — ensuring rate cards, discount logic, and approval workflows reflect current pricing policy — in coordination with the RevOps Architect who builds the underlying system configuration.

Support the annual pricing review by providing deal-level data, win/loss economics, and discount trend analysis. This role provides analytical inputs; pricing strategy decisions are made by the CCO and Finance.

Support the Head of RevOps in quota modeling — build the financial models behind attainment scenarios, coverage analysis, and territory planning.

Analyze compensation plan mechanics for unintended commercial consequences before plans go live.

Track and report on enablement program effectiveness — ramp time by cohort, certification completion, and correlation between onboarding and performance outcomes.

Revenue dashboard is live and trusted — pipeline, funnel, and attainment data is accessible, consistent, and used in weekly leadership reviews.

Forecast methodology is supported and improving — submission cadence is running, accuracy is being tracked, and anomalies are being surfaced proactively.

First win/loss analysis delivered — findings are actionable and presented to CCO and Sales leadership.

Self-serve reporting is available — Sales, CS, and Marketing leaders can access core performance data without routing every request through the Analyst.

Enablement measurement baseline established — ramp time and attainment data is being tracked by cohort.