Lead Sales & Growth Operations Analyst

About the Role

Tebra is seeking a Lead Sales & Growth Operations Analyst to improve the performance of our new-logo Sales organization. You’ll sit at the intersection of Sales strategy, analytics, and operational execution—helping leaders understand where performance is breaking down, why it is happening, what should change, and whether those changes are working.

This senior individual contributor is a leader-doer who combines strong commercial judgment with hands-on analytical execution. You’ll independently structure ambiguous business questions, build the analysis and reporting needed to answer them, and translate the findings into recommendations that Sales leaders can act on. You will lead cross-functional initiatives from diagnosis through impact measurement, partnering with Growth Operations and Sales leadership to greenlight major recommendations and drive them through execution.

Success in this role looks like: a more trusted and actionable forecasting process; sharper weekly and monthly performance management; measurable improvements in outbound productivity, funnel conversion, sales velocity, and time to productivity; and stronger alignment across Sales, Finance, Marketing Analytics, Enablement, and Operations.

Your Area of Focus

• Lead Sales forecasting and performance analysis — identify risk and opportunity, improve forecast quality, and help leaders move from reporting results to managing the drivers of those results.
• Play a central role in monthly business reviews — shape the KPI framework, build the leadership-ready analysis and narrative, and turn performance discussions into clear decisions and follow-through.
• Diagnose Sales funnel and productivity performance across SDR and AE motions, including pipeline creation, conversion, velocity, attainment, capacity, rep profile, territory design, management effectiveness, and enablement.
• Develop clear recommendations from ambiguous business problems — define the primary outcome, select the right KPI and leading indicators, test hypotheses, identify root causes, and recommend the highest-impact action.
• Lead cross-functional initiatives from diagnosis through measurement — partner with Sales and Growth Operations leaders to align on the path forward, support implementation, and determine whether the change delivered the expected business result.
• Evaluate what we sell, at what price, and to whom — assess the impact of pricing, packaging, discounting, segmentation, and product mix on conversion, velocity, bookings, and unit economics.
• Build and maintain decision-ready reporting in Tableau, Salesforce, and Google Sheets; conduct ad hoc analyses and use SQL to independently query, validate, and investigate data.
• Define metric logic and business rules — establish clear KPI definitions, align stakeholders on how success is measured, and distinguish executive outcomes from the leading indicators that drive them.
• Identify process, instrumentation, and data-quality gaps that limit trustworthy analysis, then partner with Sales Operations, Systems, and the centralized Data & Analytics team to resolve them.
• Partner with Marketing Analytics to connect demand generation and lead performance to Sales capacity, pipeline conversion, and bookings while maintaining clear ownership across the funnel.
• Support annual capacity and operating planning by translating productivity, conversion, ramp, and coverage assumptions into decision-ready scenarios for Sales and Finance leadership.
• Rationalize and evolve the Sales analytics environment — prioritize a meaningful reporting backlog, reduce low-value dashboards, and create a scalable performance-management system that leaders consistently use.

Your Professional Qualifications

• Strong Sales and GTM business acumen — you understand how forecasting, pipeline, conversion, velocity, productivity, capacity, enablement, territories, pricing, and rep behavior connect to bookings outcomes.
• Proven experience in Sales Strategy & Operations, Revenue Operations, Sales Analytics, or GTM Business Operations — typically 5–8 years in a B2B SaaS or similarly data-driven commercial environment.
• Demonstrated ability to structure ambiguous problems — you do not wait for a detailed requirements document; you clarify the business outcome, form hypotheses, determine what should be measured, and build a path to a decision.
• A consistent point of view — you move beyond identifying changes in the numbers to explaining why they changed, what should happen next, and what tradeoffs leaders should consider.
• Hands-on analytical strength — you can independently build dashboards and analyses in Tableau or a comparable BI platform, Salesforce, and Google Sheets, and you are comfortable using SQL to query and validate data.
• Experience supporting recurring Sales operating cadences such as forecasting, weekly performance reviews, monthly business reviews, quarterly planning, or annual capacity planning.
• Exceptional communication and influence — you simplify complex analysis, facilitate alignment across functions, and can respectfully challenge senior stakeholders when the evidence points to a different conclusion.
• Ownership from insight through outcome — you stay engaged after the analysis, support partners through implementation, and measure whether the recommended action materially changed the business result.
• Working knowledge of Salesforce data structures and GTM object relationships including Leads, Accounts, Opportunities, activities, products, users, and related funnel and attribution concepts.
• Conceptual fluency with modern analytics environments — you can translate business requirements, understand underlying data models, and partner effectively with analytics engineers, but you are not expected to own dbt development, Snowflake architecture, or Git-based production workflows.
• Experience in SMB, velocity Sales, new-logo acquisition, outbound, pricing, territory design, capacity planning, or Sales onboarding is strongly preferred.

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