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FireMon delivers Network Security Policy Control for the Modern Enterprise.
Most enterprises run firewalls from multiple vendors alongside cloud security groups and microsegmentation platforms, and no single console can say whether it all works together. We believe policy is the control plane for network security: it defines what the environment should do, and the infrastructure carries it out. FireMon gives security teams one place to see, govern, and prove that their policy is doing what they intend, across on-prem, cloud, and hybrid environments.
We're looking for a Senior Revenue Operations Analyst to be the analytical engine behind our GTM organization. You'll own pipeline reporting and forecasting, run and improve our Salesforce environment and GTM tech stack, and support annual territory, quota, and capacity planning. You'll partner with Sales leadership, Finance, Marketing, and CX to turn data into decisions that drive predictable revenue growth.
A key focus of the role will be modernizing GTM operations through automation and AI. You'll identify opportunities to streamline workflows, accelerate reporting and analysis, improve data quality, and leverage tools such as Claude to uncover insights and support better decision-making.
The ideal candidate combines deep hands-on GTM operations expertise across marketing and sales with strategic thinking, technical fluency, strong analytical skills, and a builder mindset.
About the role
Define and own the core GTM metrics framework, measuring performance from first lead engagement through pipeline, bookings, and revenue: pipeline generation, conversion rates by stage, win rate, average deal size, sales cycle, ACV/ARR growth, and net retention.
Run full-funnel analysis from lead to closed-won to renewal, including win/loss, deal velocity, discounting, and pricing trends, to identify where deals stall and why and to inform sales strategy and deal desk policy.
Build rep and team productivity analyses: ramp time, activity-to-outcome ratios, attainment distribution, and capacity utilization.
Perform cohort and segment analysis (by industry, region, deal size, product, and channel) to guide where to invest.
Build reporting and dashboards that join CRM, marketing, product usage, and finance data into a single view of the business, covering campaign performance, attribution, pipeline coverage and contribution, forecast accuracy, and GTM efficiency.
Go beyond reporting what happened: use AI and analytical tools, including Claude, to run ad-hoc deep dives for the leadership team, surface trends, analyze why performance changed, and turn findings into concise recommendations with clear owners and next steps.
Partner with Demand Generation, Digital, Field, Partner, and Product Marketing to evaluate program effectiveness and identify opportunities to improve conversion and ROI.
Build capacity, quota, and scenario models with Finance and Sales leadership, including "what-if" analyses for headcount, pipeline coverage, and target-setting; maintain quota attainment tracking.
Support sales compensation plan design, modeling, and monthly commission calculation and validation.
Establish and enforce standards for database hygiene, normalization, deduplication, account hierarchies, segmentation, enrichment, campaign taxonomy, and data quality.
Own and optimize FireMon’s GTM technology ecosystem, ensuring tools are integrated, adopted, scalable, and delivering value, and recommend where platforms should be added, consolidated, replaced, or eliminated.
Maintain documentation of system architecture, integrations, workflows, and business rules.
Data Governance
Required Skills and Experience
5+ years in Sales Operations, Revenue Operations, or GTM Operations, ideally at a B2B SaaS or technology company.
Hands-on Salesforce experience: building reports and dashboards, configuring fields, flows, and validation rules.
Proven ownership of the sales forecast process, pipeline reporting, and territory, quota, and capacity planning cycles for a multi-segment sales team.
Strong SQL skills and hands-on experience with a BI tool (Tableau, Power BI, or Looker); advanced Excel / Google Sheets modeling (lookups, pivots, scenario models).
Strong project management skills and comfort managing multiple priorities in a fast-paced environment.
Clear written and verbal communication; able to translate ambiguous business questions into clear analysis and recommendations for executives, and to train and influence sales teams.
Bachelor's degree in Business, Finance, Economics, or a related field, or equivalent experience.
Preferred Skills and Experience
Experience with statistical analysis, or with a cloud data warehouse (Snowflake, BigQuery, Redshift).
Experience with forecasting and revenue intelligence tools (e.g., Clari, Gong) and incentive comp platforms (e.g., CaptivateIQ, Spiff, Xactly).
Experience supporting enterprise SaaS or cybersecurity GTM teams, including channel or partner-sourced deals and ABM or intent-driven marketing.
Familiarity with CPQ and quote-to-cash processes.
Familiarity with APIs, webhooks, integration platforms, or low-code/no-code automation tools.
Skills Required
- 5+ years of experience in Sales Operations, Revenue Operations, or GTM Operations, ideally at a B2B SaaS or technology company
- Hands-on Salesforce experience, including reports, dashboards, fields, flows, and validation rules
- Ownership of sales forecasting, pipeline reporting, and territory, quota, and capacity planning for a multi-segment sales team
- Strong SQL skills
- Hands-on experience with Tableau, Power BI, or Looker
- Advanced Excel or Google Sheets modeling, including lookups, pivots, and scenario models
- Strong project management skills
- Clear written and verbal communication skills, including translating business questions into executive recommendations
- Bachelor's degree in Business, Finance, Economics, or a related field, or equivalent experience
- Experience with statistical analysis or a cloud data warehouse such as Snowflake, BigQuery, or Redshift
- Experience with forecasting and revenue intelligence tools such as Clari or Gong
- Experience with incentive compensation platforms such as CaptivateIQ, Spiff, or Xactly
- Experience supporting enterprise SaaS or cybersecurity GTM teams
- Familiarity with CPQ and quote-to-cash processes
- Familiarity with APIs, webhooks, integration platforms, or low-code/no-code automation tools
What We Do
FireMon is the only agile network security policy platform for firewalls and cloud security groups providing the fastest way to streamline network security policy management, which is one of the biggest impediments to IT and enterprise agility. Since creating the first-ever network security policy management solution, FireMon has delivered command and control over complex network security infrastructures for more than 1,700 customers located in nearly 70 countries around the world.
