Senior Revenue Operations Analyst, Catapult Sports

• 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)
• 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!

Desirable

• 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
• 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
• 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