Sr. Revenue Operations Analyst

About Osano:

Osano is an innovative B-Corporation built around a simple belief: privacy is a fundamental right. Since day one, we’ve been focused on giving modern enterprises the ability to innovate quickly, stay competitive, and earn customer trust by respecting data privacy and complying with consent guidelines. Our products help organizations operate confidently in a rapidly evolving regulatory and technological landscape.

About the Role:

We're looking for a Senior Revenue Operations Analyst to help scale and optimize our go-to-market engine. Reporting to the Head of Revenue Operations, you'll serve as a strategic partner to Sales, Marketing, Customer Success, Finance, and executive leadership, owning the systems, data, and operational processes that power revenue growth.

In this role, you'll lead CRM strategy and administration, architect scalable automation, drive data integrity across the customer lifecycle, and deliver actionable insights that influence business decisions. You'll identify opportunities to improve efficiency, implement best practices, and help evolve our revenue operations function as the business grows.

This is a hands-on, high-impact role for someone who enjoys solving complex operational challenges, working with data, and designing scalable systems that enable high-performing revenue teams.

Responsibilities:

Revenue Systems & Architecture

• Own the strategic administration and optimization of HubSpot CRM, including data architecture, custom objects, workflows, permissions, lifecycle management, and governance.
• Serve as the primary owner of CRM data quality and integrity across the entire customer lifecycle, ensuring accurate forecasting, attribution, pipeline reporting, and executive-level analytics.
• Lead the administration and optimization of the GTM technology stack, ensuring reliable integrations, system performance, documentation, and long-term scalability.
• Design and maintain sophisticated lead routing, territory management, account assignment, and segmentation logic that aligns with evolving business needs.
• Evaluate, recommend, and implement new tools and technologies that improve operational efficiency and support company growth.

Reporting & Analytics

• Build and maintain executive dashboards and reporting in HubSpot, Google Sheets, and other BI tools that provide actionable visibility into pipeline health, forecast accuracy, funnel performance, customer retention, and revenue trends.
• Own the accuracy and delivery of recurring Revenue Operations reporting, including forecasting, board reporting, quarterly business reviews, and executive scorecards.
• Analyze operational and revenue data to identify trends, uncover opportunities, and provide strategic recommendations that improve GTM performance.
• Develop scalable reporting frameworks and KPI definitions to ensure consistency across the organization.

Process Optimization & Revenue Operations

• Design, implement, and continuously improve scalable end-to-end revenue processes across Marketing, Sales, Customer Success, and Finance.
• Lead automation initiatives that eliminate manual work, improve data quality, and increase operational efficiency across the revenue organization.
• Partner closely with Sales, Finance, and Customer Success to optimize quote-to-cash, renewals, expansion, and deal desk processes.
• Establish operational best practices, documentation standards, governance policies, and change management processes for GTM systems.
• Translate business requirements into technical solutions while serving as a trusted advisor to cross-functional stakeholders.

About You:

You have 5+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, or a similar role supporting high-growth SaaS organizations. You combine strong technical expertise with strategic thinking and are comfortable owning complex systems while influencing cross-functional initiatives. You thrive in fast-paced environments, communicate effectively with stakeholders at every level, and are passionate about building scalable operational foundations that drive measurable business outcomes.

Must-Haves:

• 5+ years of experience administering HubSpot CRM in a Revenue Operations or Sales Operations environment.
• Deep expertise building and optimizing HubSpot automation, including workflows, Operations Hub, custom code workflow actions, webhooks, and lifecycle management.
• Strong experience managing and administering CPQ platforms, preferably DealHub, including complex pricing models, subscription management, and consumption-based pricing.
• Advanced understanding of recurring revenue metrics, including ARR, MRR, net revenue retention (NRR), gross revenue retention (GRR), churn, expansion, and forecasting methodologies.
• Advanced Google Sheets and/or Excel skills, including complex formulas, pivot tables, query functions, dashboards, and financial modeling.
• Experience administering and maintaining low-code integrations using platforms such as Zapier, Make, or similar integration tools.
• Proven experience improving CRM data quality, implementing governance frameworks, and designing scalable operational processes.
• Demonstrated ability to independently lead cross-functional projects from discovery through implementation.

Nice-to-Haves:

• Administration experience with Vitally, Stripe, RevenueHero, Chili Piper, or similar GTM technologies.
• Experience designing, building, and troubleshooting integrations across the GTM technology ecosystem.
• Working knowledge of HubSpot APIs, REST APIs, and integration architecture.
• Experience in governance, risk, compliance (GRC), legal technology, privacy, or cybersecurity industries.
• Experience troubleshooting or developing scripts using Python or Node.js.
• Experience with SQL, business intelligence tools, or modern data warehouses.
• Experience supporting executive reporting, board metrics, or strategic planning initiatives.

Why Us:

• We're a welcoming team that's dependable, curious, moves fast, and full of talented people
• We're a B-corporation with a mission that matters, in a high-growth space with significant potential
• You'll have access to our training program, well-defined career paths, and a leadership team that values professional development

Benefits:

• Competitive-pay compensation and ownership interest/equity
• Unlimited paid time off, plus a requirement to take at least two weeks off per year
• We're a Best Place for Working Parents and offer paid parental leave for all new parents
• Osano sponsors individual premiums on base plans at 100% and dependent premiums at 50% for Medical, Dental, and Vision insurance via Aetna
• A fully and permanently remote company so you can work from anywhere in the U.S.
• Receive a MacBook and $600 to craft your home workspace
• Annual company trip designed to foster connection, creativity, and fun
• Mental health benefits with free memberships to mindfulness and talk therapy services