The Role
The Global Revenue Operations Analyst will analyze account segmentation, drive retention and expansion strategies, and optimize cross-functional operational processes.
Summary Generated by Built In
Why join us?
We’re a global tech company, just not the kind you’re picturing.
Sure, we’ve got catered lunches, team events, cool merch, and yes... dogs in the office. But that’s not why people join.
Our team of nearly a thousand people wakes up every day to make our product and our customers’ lives better. At SafetyCulture, you’ll hear “yes, let’s give it a shot” more often than “that’s not how we do things here.”
People join because we’re building tools that make work better for the 3 billion people who keep the world moving - factory floor operators, baggage handlers, truck drivers, servers, store assistants. The ones who make things happen. We’ve got the scale and innovation you’d expect from big tech. The difference? No endless layers of sign-off. No corporate theatre. Just smart, experienced people solving real problems fast .
The scale is big. But the ownership’s personal. Every full-time team member gets equity - real skin in the game. When we grow, you do too. We’re not perfect, no company is. But this next chapter of our growth is about scaling with intelligence, not just size - fueled by operational maturity, a clear vision, and a strong focus on AI.
This is big tech impact, without the big tech ick. If that excites you more than it scares you, you’ll fit right in.
As we scale globally, we’re investing in a data-driven operations function focused on maximizing growth within our existing customer base.
As a Global Revenue Operations Analyst, you will own the analytics, segmentation, systems, and operating rhythm that drives retention, expansion, and account growth across all regions. You’ll connect the dots between Customer Success, Account Management, Sales, Enablement, and Product Marketing to turn insights into programs that grow lifetime value.
How you will spend your time:
- Account Territory & Segmentation:
- Design and maintain post-sales territory and account coverage models balancing revenue, opportunity potential, and capacity.
- Lead global account segmentation by ARR band, growth potential, industry vertical, and health score.
- Partner with Regional GMs and Account Management leadership to ensure territories reflect strategic industry priorities.
- Identify untapped opportunities and partner with Sales and CS leadership to operationalise playbooks to capture them.
- Model account potential and surface whitespace opportunities within existing accounts.
- Account growth frameworks:
- Establish standard account planning frameworks—capturing current footprint, whitespace, key stakeholders, expansion opportunities, and risk signals.
- Build visibility into global account hierarchies, consolidations, and parent/child entity relationships in Salesforce.
- Partner with Enablement to train CSMs and AMs on best-practice account planning and execution.
- Retention & churn reduction:
- Lead analysis of churn causes and renewal risk drivers; collaborate with CS on proactive mitigation programs.
- Track renewal pipeline health and coverage, ensuring accurate forecast calls and process consistency globally.
- Build reporting on renewal velocity, slippage, and recovery performance.
- Growth & expansion:
- Develop frameworks for cross-sell and upsell motions with Product Marketing and Sales; define signals, triggers, and campaign integrations.
- Partner with Enablement and CS to launch and measure industry-specific growth initiatives (e.g., vertical playbooks or product adoption campaigns).
- Monitor expansion pipeline creation, velocity, and conversion rates to target.
- Process, tools & systems:
- Define the post-sales operating cadence (renewal forecasting, expansion pipeline reviews, account planning cycles).
- Own tooling optimisation and post sales adoption across global CS, AM, and Sales teams in the existing tech stack including Gainsight, Salesforce, Gong, and Clari—driving integration, data quality and automation.
- Cross-functional collaboration:
- Work closely with Enablement to embed data-driven insights into training, onboarding, and playbooks.
- Partner with Product Marketing on industry segmentation, customer stories, and adoption analytics.
- Collaborate with Finance on renewal and expansion forecasting accuracy and ARR reconciliation.
About you:
- 5–8+ years in Revenue Operations, Customer Success Operations, or Sales Strategy within a B2B SaaS organisation.
- Experience owning territory design, segmentation, and coverage models for post-sales or account management teams.
- Proven success improving retention, expansion, and whitespace penetration through data-led programs.
- Hands-on expertise with Salesforce, Gainsight, Clari, Gong, and BI platforms such as Tableau, Power BI, or Looker.
- Strong analytical, systems, and storytelling skills; able to influence GTM leaders and executives with insights.
At SafetyCulture, we care about people and growing the team, through:
- Equity with high growth potential, and a competitive salary,
- Flexible working arrangements, we encourage you to create the best work blend while working from your home and the local SafetyCulture office;
- Access to professional and personal training and development opportunities; Hackathons, Workshops, Lunch & Learns;
- We encourage involvement in the community, open source work, attending talks and events, and experimenting with new technologies.
You’ll Also Receive Other Perks Such As:
- In-house Culinary Crew serving up daily breakfast, lunch and snacks
- Wellbeing initiatives such as subsidised fitness programs, EAP services and generous parental leave policy
- Quarterly celebrations and team events, including the annual Shiplt! global offsite
- Table tennis, board games, gym sessions, book club, and pet-friendly offices.
We’re committed to building inclusive teams and cultivating a sense of belonging so our people can bring their whole authentic selves to work each day. We seek to make reasonable adjustments throughout our recruitment process to create an even playing field for all candidates. Thanks to the tireless efforts of the entire SafetyCulture team we’ve built an incredible culture which has seen us recognised as a Best Place to Work in Australia, the US and the UK .
Even if you don't meet every requirement listed in the ad, please consider applying for this role. We prioritise inclusion and value individuals with potential over a checklist of qualifications. Don't rule yourself out, hit that apply button if this job resonates with you.
You can find out more about life at SafetyCulture via Youtube, Twitter, Instagram and LinkedIn.
To all recruitment agencies, we do not accept resumes or partnership opportunities. Please do not forward resumes to SafetyCulture or any of our employees. We are not responsible for any fees associated with unsolicited resumes.
Top Skills
Clari
Gainsight
Gong
Looker
Power BI
Salesforce
Tableau
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The Company
What We Do
SafetyCulture is a global technology company that puts the power of continuous improvement into everyone's hands. Our operations platform unlocks the power of observation at scale, giving leaders visibility and workers a voice in driving quality, efficiency, and safety improvements.
More than 60,000 customers use our operations platform to perform checks, train staff, report issues, and automate tasks. In doing so, we drive processes that help businesses get better every day.
Recent analysis by Forrester found that our flagship products provide a 214% return on investment for customers, and USD $3.6M in cost savings from operational improvements.
From top Australian ASX-listed grocer and retailer Coles and American aviation giant JetBlue, to Europe’s largest hospitality multi-national Accor, our operations platform is helping teams in every industry.
