Revenue Intelligence Analyst

The Revenue Intelligence Analyst serves as a central insight and execution role within the Channel Strategy & Programs Office. The role exists to turn channel data into actionable insight, enabling leadership to make informed decisions that improve partner behavior, increase scalability, and accelerate growth without adding unnecessary program or operational complexity.

This role acts as a key contributor to the Voice of the Channel, ensuring that insights reflect real partner behavior and are connected to concrete outcomes across Sales, Programs, and Lead‑to‑Cash (L2C) functions.

• Own and deliver channel forecasting analysis, including quality, bias, and mix across partners and regions

• Analyze pipeline and deal quality to identify bottlenecks, non‑scaling patterns, and execution gaps

• Provide visibility into product mix to support strategic growth priorities

• Assess program effectiveness and ROI to inform program optimization, continuation, or sunset decisions

• Track and interpret sales velocity to highlight friction points across enablement, programs, and operations

• Translate analysis into clear, actionable recommendations tied to specific business outcomes

• Identify what is not scaling, and why, and surface this insight to Programs, Sales, and Ops stakeholders

• Support leadership with decision‑ready insights rather than raw dashboards or retrospective reporting

• Act as part of the Voice of the Channel, reflecting partner realities into Sales Campaigns, Programs, L2C, and Ops discussions

• Partner with Programs & Commercial Frameworks to ensure data informs program design, load management, and lifecycle governance

• Define the data we need, and how it must be structured, to enable accurate forecasting, behavior analysis, and program decisions without overengineering systems.

• Collaborate with Channel Integration and Ops teams by surfacing data related to process friction, data we need, and system impacts

• Leadership uses Revenue Intelligence outputs to make faster, clearer decisions

• Improved visibility into forecast accuracy, partner contribution, and pipeline health

• Clear identification of high‑impact vs. low‑return programs and activities

• Reduced noise and ad‑hoc requests through trusted, repeatable insight frameworks

• Increased partner self‑sufficiency driven by insight‑informed actions, not added complexity

• Insight over activity

• Simple analysis that scales

• Actionable conclusions, not theoretical models

• Protect partner and CPM bandwidth

• Data as a tool to enable better behavior, not more rules

• 5+ years of experience in revenue operations, sales/channel operations, business intelligence, or analytics roles supporting GTM organizations

• Demonstrated ability to analyze forecasting, pipeline health, and sales performance and translate findings into clear, decision-ready recommendations

• Strong proficiency in data analysis and modeling (e.g., advanced Excel; SQL or equivalent querying capability)

• Experience building and maintaining dashboards and recurring performance insights for leadership (tool-agnostic; CRM/BI experience expected)

• Ability to work with messy/partial data and still produce accurate, defensible insights (insight over noise)

• Strong stakeholder management skills in a cross-functional, matrixed environment (Sales, Programs, Ops/L2C)

• Excellent written communication (able to produce clear, factual, audit-safe documentation and executive summaries)

• Experience supporting Channel/Partner businesses (partner forecasting, partner performance scorecards, program effectiveness)

• Hands-on experience with CRM and BI ecosystems (e.g., Salesforce + Power BI/Tableau/Looker or similar)

• Familiarity with Lead-to-Cash (L2C) concepts and where process friction typically shows up

• Experience measuring and improving program ROI and recommending program optimizations/sunsets based on data

• Bachelor’s degree in Business, Finance, Analytics, Engineering (or equivalent experience); MBA a plus

• Comfortable in operating in high-change environments (new motions, evolving partner programs) while keeping outputs simple and scalable

The annual salary range for Massachusetts is $94,500 to $175,500. You may also be eligible to receive incentive compensation: bonus, equity, and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the salary range is a guideline and compensation may vary based on factors such as qualifications, skill level, competencies and work location. Our benefits programs include: paid vacation and paid holidays, 401(k) plan with employer match, employee stock purchase plan, a variety of medical, dental and vision plan options, and more.