Revenue Operations Analyst

Revenue Operations Analyst

JOB DESCRIPTION
 

Job Title: Revenue Operations Analyst

Position Type: Full Time

FLSA:  Salary, Exempt

Group: Network

Reports to: Director / Manager, Revenue Operations

ABOUT VAXCARE

The healthcare system is complex, presenting challenges for everyone—patients, doctors, nurses, office managers, and billers alike. At VaxCare, we aim to streamline this complexity, eliminating unnecessary costs and confusion so that practices can focus on their important work: caring for patients. Our innovative solutions include a vaccine management and LARC access platform trusted by over 20,000 active providers nationwide. This service is powered by a multidisciplinary team of dedicated professionals who lead with integrity and a relentless drive to exceed expectations, bringing clarity and efficiency to the often-overwhelming world of healthcare.

THE POSITION

We're looking for a Revenue Operations Analyst to be the GTM team's expert on pipeline and funnel performance. You'll understand how pipeline is created, how it moves, and what it's likely to turn into, and you'll make sure every leader is working from the same numbers. The role covers four areas:

• Pipeline & Funnel Analytics. Explain how the business is performing and where it's heading, from first opportunity to closed deal, using metrics that warn us early instead of after the quarter closes.

• GTM Reporting Standards & Operating Rhythm. Define the standard metrics and the recurring set of reports that run our weekly, monthly, and quarterly business reviews, and improve the reporting we already have.

• Data Stewardship. Own the definitions, quality, and integrity of the GTM data the business relies on.

• Insights & Decision Support. Turn analysis into clear recommendations that sales leadership acts on.

You'll work closely with our Analytics team, which builds, maintains, and supports our production data models and dashboards. You'll own the business side of that partnership: what we measure, how it's defined, what good looks like, and what the data is telling us. You'll write SQL and work in Sigma every day to explore, validate, and prototype, and you'll bring requirements to Analytics that are clear enough to build from. As we roll out new GTM tools, you'll help fold what they produce into our standard reporting and operating rhythm instead of creating parallel versions.

Everything here serves one goal: a GTM team that sees problems in the pipeline early, trusts the numbers, and knows what to do next.

VaxCare is scaling bookings aggressively. That only works if we can tell early whether we're building enough of the right pipeline, and if every leader trusts the same numbers. You'll set the standards the GTM team measures itself by, connect the pipeline to the plan, and be the person leaders turn to for what the data is telling us. You'll do it with real visibility to sales and executive leadership.

ESSENTIAL RESPONSIBILITIES

Pipeline & Funnel Analytics

• Pipeline health. Report on pipeline coverage against plan, sales velocity & its components, pipeline creation, stage distribution, deal aging, and stalled or past-due opportunities. Work backwards from the bookings plan to the pipeline we need: how much must be created, by segment and quarter,

based on historical conversion rates and cycle times. Track actual creation against those targets and flag gaps while there's still time to close them.

• Full-funnel conversion. Measure conversion and time in stage at every step, from first opportunity to signature and on to first dose, so we can see where deals slow down and where they leak.

• Leading indicators. Identify and track the early signals that predict results, such as pipeline creation pace, early-stage conversion, deal aging, and stage regression. Build them into the operating rhythm so leaders act on them.

• Point-in-time history. Partner with Analytics to define how we take and keep pipeline snapshots, so we can see exactly what the pipeline looked like at any past date. Use that history to report period-over-period change, pipeline waterfalls (created, advanced, pushed, won, lost), and slippage.

• Cohort analysis. Compare groups over time, such as pipeline by the quarter it was created and reps by start date, so changes in mix don't hide real trends in conversion, cycle time, or ramp.

• Compare performance across our go-to-market motions (e.g., health systems and independent practices, inside and outside sales) and explain the differences.

GTM Reporting Standards & Operating Rhythm

• Define and maintain a standard report package for each part of the operating rhythm: the weekly pipeline review, the monthly business review, and the quarterly business review. Decide what goes in each one, and make sure each meeting runs from the package rather than from one-off slides.

• Review existing GTM reporting with its owners. Keep what works, improve what's close, and retire duplicates and conflicting versions.

• Write clear requirements for new and improved dashboards, partner with Analytics on the build, and test the result before it goes to the field.

• As new GTM tools come online, decide with RevOps leadership where their output fits into the standard package and which existing reports they replace.

• Train GTM leaders and managers to use the standard reporting on their own, and track adoption.

Data Stewardship

• Own the GTM metric dictionary: one agreed definition, calculation, and business owner for every core metric (e.g., what counts as qualified pipeline, when an opportunity is created, how cycle length is measured). Get sign-off from Sales, Marketing, and Finance leadership, and manage changes over time.

• Act as the business owner for GTM data in Databricks. Work with Analytics to make sure certified datasets match the agreed definitions, and that changes are documented and communicated.

• Monitor the quality of the CRM data that feeds GTM reporting (stages, close dates, amounts, required fields, stage exit criteria). Send exceptions to the managers who can fix them, and fix the processes that create bad data instead of cleaning it up after the fact.

• Reconcile GTM figures with Finance so bookings and pipeline numbers match across teams.

• Be the first stop when someone asks "which number is right?" and close the question for good.

Insights & Decision Support

• For every analysis, answer three questions: what happened, why it matters, and what we should do.

• Prepare the analysis and commentary for pipeline reviews and business reviews, and present findings to sales leadership and executives.

• Take ad hoc questions from GTM leaders, scope them, and answer them. When a question keeps coming back, make the answer part of standard reporting.

• Raise risks and opportunities early, such as a segment where pipeline creation is falling behind plan or a stage where conversion is dropping.

By the end of year one, success might mean:

• A published, approved GTM metric dictionary that the certified datasets in Databricks follow.

• A standard report package running the weekly, monthly, and quarterly operating rhythm.

• Pipeline creation targets by segment, tied to the bookings plan and tracked every week.

• Point-in-time pipeline history in place, with period-over-period and cohort views leaders use regularly.

• Duplicate and conflicting reports retired, and new GTM tools folded into the standard reporting.

How We'll Measure Success

Pipeline & Funnel

• Pipeline creation tracked against plan-based targets, with gaps flagged early enough to act on

• Leading indicators in use in the weekly pipeline review

• Baselines and trends published for funnel conversion, pipeline velocity, and sales velocity

• Period-over-period views (week, month, quarter, and year over year), built on point-in-time history, that explain what changed in the pipeline and why

Standards & Operating Rhythm

• Share of operating-rhythm meetings that run from the standard report package

• Number of duplicate or conflicting reports retired

• Usage of the standard reporting by sales leaders and managers

Data Stewardship

• Metric dictionary approved, kept current, and reflected in certified datasets

• GTM pipeline and bookings figures reconcile with Finance

• Data quality exceptions trending down, with root causes fixed at the source

Insight & Impact

• Recommendations adopted by GTM leadership, and the results they produce

• Fewer "which number is right?" disputes in reviews

Your First 90 Days

You won't start from a blank page. GTM reporting already exists, the Analytics team maintains our core data models and dashboards, and new tools are on the way. Your job is to make all of it consistent, trusted, and used.

• 30 days: Learn the business and the data.

◦ Meet Sales leadership, frontline managers, Marketing, Finance, and the Analytics team. Learn how each uses pipeline data today and where they don't trust it.

◦ Learn our Salesforce opportunity data and the GTM datasets in Databricks, and get working in SQL and Sigma.

◦ Review existing GTM reports and the planned tooling, and list where metric definitions conflict.

• 60 days: Set the standards.

◦ Draft the metric dictionary for core pipeline and funnel metrics and take it to leadership for approval.

◦ Propose the standard report package for the weekly pipeline review.

◦ Agree with Analytics on requirements for pipeline snapshots and point-in-time history.

• 90 days: Connect pipeline to the plan.

◦ Publish a first version of the pipeline health view, including creation targets by segment tied to the bookings plan.

◦ Publish baselines for funnel conversion, pipeline velocity, and sales velocity, and an initial set of leading indicators.

◦ Bring a prioritized roadmap for improving existing reports, retiring duplicates, and fitting in new tools.

◦ Have the weekly pipeline review running from the standard report package.

REQUIRED EXPERIENCE & QUALIFICATIONS

Required

• Bachelor's degree or equivalent experience

• 4+ years in Revenue Operations, Sales Operations, Sales Analytics, or Business Intelligence, supporting a B2B sales organization

• Strong SQL. You can write joins, CTEs, and window functions to explore CRM data, validate preliminary findings, and prototype analysis on your own in a cloud data platform (e.g. Databricks, Snowflake, BigQuery).

• Hands-on experience with a BI tool (Sigma, Tableau, Looker, or similar), both building your own analysis and writing requirements for dashboards that others build

• Deep understanding of B2B pipeline and funnel mechanics: stages, conversion, coverage, velocity, and how pipeline changes over time

• Experience building pipeline math (working back from a bookings target to pipeline needs), or comparable planning analysis

• Experience as a data steward or business owner of metrics: defining them, getting cross-functional agreement, and keeping them consistent as systems change

• Experience working with Salesforce opportunity data, including opportunity history or pipeline snapshots

• A strong track record of turning analysis into clear recommendations for sellers and executives

• High attention to detail. You check your numbers before anyone else has to.

Preferred

• Experience with Sigma Computing

• Experience with Databricks (Databricks SQL, Unity Catalog) and working alongside analytics engineering teams

• Healthcare technology, healthcare services, or provider-facing B2B experience (physician practices, health systems, pharmacy)

• Experience defining a GTM operating rhythm (weekly, monthly, and quarterly reviews) at a high-growth company

• Experience rolling out revenue intelligence or forecasting tools (e.g., Clari, Gong) and folding their output into standard reporting

• Experience with long contract-to-revenue cycles, where value is realized at activation rather than at signature

COMPETENCIES: Core to all positions at VaxCare

We Live (and Work) by Our Values:

- Building a team culture founded on trust, collaboration, and delivery excellence

- Belief in Something Bigger than Ourselves – Capacity to derive meaning from a larger purpose

- Humility as a Posture of Learning – Burning curiosity to learn without ego

- Adaptability & Embracing Change – Nimbleness & ready to seize new opportunities

Additional “Must Haves”:

- Dependability – Must be able to meet deadlines, work independently, maintain focus, & punctual

- Interpersonal Skills – Builds strong relationships & contributes to a positive work environment.

- Computer Skills – Skilled with computers, learns new tools quickly.

- Ethics – Honest, accountable, maintains confidentiality.

Physical Requirements/Work Environment:

TASK

Continuous

Intermittent

Seldom

N/A

Regular & Reliable Attendance 

X

Standing/Walking

X

Travel/Driving/Operating Vehicle

X

Sitting (desk/computer work)

X

Lifting/Lowering/Carrying (up to 20lbs)

X

Reaching/Bending/Twisting

X

Hand/Wrist Use (typing/mouse/writing)

X

In person attendance for meetings/conferences 

X

Operating Mobile Equipment/Machinery

X