Revenue Operations Analyst

We're hiring a Revenue Operations Analyst, with a keen eye towards leveraging AI, to manage and improve the blossoming data infrastructure and reporting systems that power Stepful's B2B commercial growth. This hybrid role is based out of our lower Manhattan office (in-office T/W/Th) and reports to the Director of Revenue Operations.

Responsibilities

Build and deploy automated workflows across Claude, HubSpot, Slack, and the GTM stack to eliminate manual handoffs and reduce AE, CSM, and SA administrative burden; Identify high-friction processes across the pipeline and replace them with scalable automation (e.g., lead routing, renewal triggers, health score alerts, onboarding sequences); Experiment with and build within AI tools (Clay, ChatGPT, Claude, etc.) to enrich data, generate insights, and accelerate commercial team workflows; Serve as a key admin and steward of HubSpot, ensuring data quality, pipeline hygiene, and process adherence across commercial teams; Design and maintain scalable CRM workflows, properties, and stages that reflect how the business operates; Identify and resolve data gaps or inconsistencies before they impact reporting or forecasting through AI-automated data quality checks and enrichment workflows; Support GTM tech stack evaluation and integration; Partner with Sales, Client Success (CS), and Solution Architecture (SA) to document, optimize, and operationalize GTM processes from lead routing and handoff to renewal and expansion motions; Support territory planning, account segmentation, and capacity modeling as the commercial team scales; Identify friction points in the pipeline funnel and propose data-backed solutions; Build and maintain dashboards and reports tracking pipeline health, bookings and revenue attainment, sales velocity, client health, and client retention; Develop and manage cohort analyses, forecasting models, and ad hoc analyses to support leadership and board/All Hands meetings; Own core commercial metrics (bookings, bookings retention, time-to-close, activation rates, client health scores) and ensure consistent definitions across teams; Partner with Finance on bookings and revenue reporting

Requirements

2–4 years of experience in Revenue Operations, Sales Operations, Business Operations, or a related analytical role; Strong proficiency in Excel and/or Google Sheets, including pivot tables, XLOOKUP, SUMIFS, AVERAGEIFS, and array formulas; Hands-on experience with HubSpot (or a comparable CRM) with a strong grasp of pipeline management and data hygiene; Experience building dashboards and reports—whether in a BI tool (Looker, Tableau, etc.) or directly in HubSpot; Analytically rigorous and detail-oriented; Proven experience using AI to improve commercial teams’ efficiency via data and reporting analysis and building automation & workflows; Strong communicator who can translate complex analyses into clear narratives for non-technical stakeholders; Comfortable operating in ambiguity and excited to build processes where none exist yet; Mission-driven and energized by the idea of bringing data clarity to a team doing meaningful work; Workflow automation: must have automated workflows replacing manual processes; Excel/Sheets skills required: build and manipulate pivot tables and charts; use XLOOKUP, VLOOKUP, SUMIF, COUNTIF, AVERAGEIFS, and nested IF formulas; write array formulas including BYROW, LAMBDA, FILTER, and UNIQUE; apply conditional formatting and data validation

Nice to have

EdTech and/or healthcare experience; B2B2C setting; experience with Gong, HubSpot, or other GTM tooling; Bonus: INDEX + MATCH, query functions, and Google Apps Script or Excel macros

Benefits

Meaningful Equity Stake; Subsidized Medical, Dental, and Vision insurance plan options; 401(k); FSA, HSA and commuter benefits; Learning stipend; Open vacation policy with guidance of 15 days PTO annually; Stepful closed the last week of December; 15 work-from-anywhere days; 10 public holidays observed for 2026; Equity (ISOs) package