Lead Business Operations Analyst

Want to help us help others? We’re hiring! 

GoFundMe is the world’s most powerful community for good, dedicated to helping people help each other. By uniting individuals and nonprofits in one place, GoFundMe makes it easy and safe for people to ask for help and support causes—for themselves and each other. Together, our community has raised more than $40 billion since 2010.

Join us! GoFundMe is looking for a Lead Business Operations Analyst to be the strategic and analytical backbone of our sales organization. This is not a maintain-and-optimize role. It's a build-and-transform one. You'll sit at the intersection of territory design, revenue planning, and account intelligence, with direct influence over which accounts our sales and customer success teams engage and how effectively they engage them.

Our go-to-market engine is only as good as the accounts it puts in front of sellers. Right now, AI-powered enrichment, intent signals, and predictive scoring are rewriting what best-in-class ops looks like, and we need someone who sees that gap as an opportunity and has the conviction to close it. The ideal candidate is equally comfortable pulling apart a Salesforce data model and presenting a territory strategy to senior leadership.

The Job

Planning & Analytics

• Lead quota-setting, capacity planning, and headcount modeling to support annual and quarterly go-to-market plans.
• Build and maintain dashboards and reports in Looker and Salesforce that track pipeline health, quota attainment, funnel conversion, and territory performance.
• Conduct deep-dive analyses that go beyond reporting. Identify growth opportunities, diagnose performance gaps, and bring recommendations to leadership, not just data.
• Develop and refine forecasting and segmentation models to improve revenue predictability and rep efficiency.

Territory Management

• Design, build, and continuously evolve Sales and Customer Success territories, balancing market potential, rep capacity, renewal risk, and strategic account coverage.
• Lead territory planning cycles in partnership with Sales, CX, and RevOps, drawing on Salesforce, market intelligence platforms, and enrichment tools to ensure equitable, high-potential coverage. Don't just maintain models. Challenge them. If the current structure isn't working, propose and drive the change.
• Monitor territory health in real time and proactively surface realignment recommendations based on pipeline trends, rep performance, and market shifts.
• Partner with sales leadership to define and enforce rules of engagement across segments, verticals, and named accounts.

Territory Intelligence, Enrichment & AI

• Build and own the data enrichment strategy across the sales org, evaluating and deploying tools with a critical eye toward what actually improves account quality and prospecting effectiveness, not just checkbox compliance.
• Close gaps in account intelligence that degrade territory assignments, lead routing, and seller productivity. The guiding question: does our data help reps sell, or does it get in their way?
• Stay ahead of the AI and tooling landscape reshaping GTM operations. Not just tracking what's new, but piloting what works and integrating it into how we operate.
• Establish enrichment workflows and governance frameworks built to scale, not just for today's org, but for where we're headed.
• Partner with RevOps to maintain Salesforce data integrity and build scalable standards for data hygiene across the full object model.

You

• 6–8 years in sales/revenue operations or GTM strategy, with experience in territory planning and data-driven roles in SaaS
• Proven ability to build or improve territory models, not just maintain them
• Strong Salesforce proficiency (data models, queries, data integrity) and experience with BI tools (e.g., Looker)
• Experience with data enrichmen