Senior Sales Operations Analyst

Ibotta is seeking a Senior Sales Operations Analyst to join our innovative team and contribute to our mission to Make Every Purchase Rewarding. In this role, you will be the analytical backbone of our sales organization - building quota models and delivering the pipeline visibility our GTM leadership needs to make confident decisions. You will also help modernize how the team works, using AI and automation to accelerate analysis, reduce manual effort, and scale our insights. You will work cross-functionally with Sales, Finance, and Sales Operations to design and scale the processes that drive predictable, efficient growth.

Responsibilities

Lead quota-setting processes, factoring in market potential, historical performance, and hiring plans; Model the impact of headcount changes, territory realignments, and plan design variations on overall attainment; Support annual and mid-year planning cycles by providing scenario analyses for sales leadership and Finance; Own weekly pipeline and forecast reporting for all sales segments; deliver insights to VP-level stakeholders; Build and maintain dashboards in Salesforce, Looker, and Claude; Identify pipeline health trends - coverage ratios, stage conversion rates, velocity, and deal slippage - and surface actionable insights; Partner with sales managers on call prep and forecast hygiene, drive CRM data quality initiatives; Develop and refine statistical and AI/ML-assisted forecasting models to increase accuracy and reduce cycle time; Analyze rep and segment productivity metrics (ramp time, activity benchmarks, win rates) and recommend operational improvements; Support territory design and account segmentation projects; Translate complex data findings into clear, executive-ready presentations and narratives; Leverage AI and LLM-based tools to accelerate ad hoc analysis, automate recurring reporting, and draft executive-ready narratives; Identify, evaluate, and pilot AI-powered tools and workflows that improve the efficiency and scalability of the Sales Operations function; Design repeatable, AI-assisted processes that reduce manual reporting effort and shorten turnaround times, and help upskill the broader team on their use; Embrace and uphold Ibotta’s Core Values: Integrity, Boldness, Ownership, Teamwork, Transparency, & A good idea can come from anywhere

Requirements

5+ years of experience in Sales Operations, Revenue Operations, or a closely related analytical role; Proven quota modeling experience, including territory planning and attainment analysis; Advanced proficiency in Excel / Google Sheets (complex formulas, pivot tables, scenario modeling); Hands-on experience with Salesforce CRM; ability to write and interpret SFDC reports and dashboards; Experience with at least one BI or visualization tool (Tableau, Looker, Power BI, or similar); Demonstrated experience using AI / LLM tools (e.g., Claude, ChatGPT, Gemini) to accelerate analysis, reporting, or communication in a professional setting; Excellent communication skills - able to distill complex analyses into clear business narratives; High attention to detail and comfort managing multiple deadlines simultaneously; Familiarity with SQL for ad hoc data extraction and manipulation; Experience with statistical, predictive, or AI/ML-based forecasting models; Prompt engineering skills or experience building repeatable AI-assisted workflows (e.g., automating reporting or analysis pipelines); Experience with AI features embedded in CRM or BI platforms (e.g., Salesforce Einstein, Tableau Pulse); Exposure to CPQ tools or sales methodology frameworks (MEDDIC, SPICED, etc.)

Benefits

Competitive pay; Flexible time off; Benefits package (medical, dental, vision); Employee Stock Purchase Program; 401k match; Equity; Paid parking; Snacks; Occasional meals; Relocation bonus