About the Role

We are hiring a Senior Analyst, Funnel & Revenue Optimization to own analysis and optimization of our hybrid SMB revenue engine. This role sits within Revenue and is accountable for driving measurable improvements in conversion, velocity, and revenue efficiency across both self-service and sales-assisted motions.

Our model is hybrid by design — prospects can convert entirely self-serve, engage with sales, or move between both paths. This role ensures that interplay works efficiently and drives revenue outcomes.

This is not a traditional reporting-focused analytics or RevOps role. We are looking for a strategic, systems-oriented operator who can diagnose friction in the funnel, quantify tradeoffs across motions, and recommend structural improvements tied directly to revenue performance.

This is an individual contributor role with high cross-functional influence.

What You’ll Own

Hybrid Funnel Ownership & Analysis

• Own analysis of the end-to-end customer journey across self-service and sales-assisted funnels
• Identify drop-off points, stalled opportunities, and friction between product-led and sales-assisted motions
• Evaluate assist rates (self-serve → sales and sales → self-serve) and quantify incremental revenue lift from sales involvement
• Analyze activation behavior, product-qualified signals, and usage thresholds that influence conversion
• Quantify the impact of routing logic, qualification criteria, and lead scoring on downstream revenue
• Establish and maintain clear funnel stage definitions across product analytics and CRM systems

Revenue Motion Optimization

• Recommend structural changes to improve conversion rates, velocity, and revenue efficiency
• Determine when prospects should remain self-serve versus be routed to sales based on revenue impact
• Improve time-to-conversion and reduce revenue leakage across both motions
• Analyze pricing tier movement, packaging effectiveness, discounting trends, and upgrade behavior
• Evaluate rep effectiveness in accelerating SMB deal cycles
• Model tradeoffs between self-serve revenue and sales-assisted conversion

Revenue-Focused Marketing Partnership

• Translate marketing funnel performance into downstream revenue outcomes (not just top-of-funnel metrics)
• Identify acquisition sources, segments, and campaigns that generate high-quality revenue
• Inform marketing investment decisions using conversion, expansion, and retention data
• Partner with Marketing to refine targeting, qualification thresholds, and campaign strategy — while maintaining revenue ownership

Process, Systems & Instrumentation

• Improve funnel instrumentation and event tracking across product and CRM systems
• Define and standardize core hybrid funnel