GTM/RevOps Analytics Engineer at DigitalOcean transforming GTM data into insights and building automated workflows. Collaborating with sales, revenue, and analytics teams.
About the role
- Revenue Operations Analyst focused on sales intelligence and CRM management for commercial performance. Collaborating across teams to derive actionable insights and optimize sales processes.
Responsibilities
- Responsible for the commercial operation's data intelligence, ensuring the reliability, consistency and clarity of the information that supports sales decisions.
- Monitor and analyze key KPIs for Pre-Sales, Sales and Onboarding, tracking performance at individual, team and funnel-stage levels.
- Track the end-to-end commercial funnel, identifying bottlenecks, deviations, efficiency losses and optimization opportunities.
- Analyze metrics such as: conversion rates by stage; average negotiation time and sales cycle length; reasons for loss; activities by stage; pipeline quality and maturity.
- Develop, maintain and evolve executive and operational dashboards, connecting multiple data sources and translating numbers into actionable sales insights.
- Serve as the technical owner of HubSpot, ensuring: correct pipeline structure; well-defined properties; standardization of stages, loss reasons and business rules; data quality and integrity; creation, validation and optimization of CRM flows, including automations, stage progression rules, alerts, SLAs and integrations with Marketing; perform recurring pipeline health diagnostics and propose process, commercial approach and prioritization improvements.
- Support commercial leadership with: forecasts; revenue projections; goal setting and tracking; capacity and productivity analyses.
- Work closely with Marketing to ensure alignment on: lead source and quality; qualification criteria; Marketing → Sales conversion.
- Analyze campaigns and their impact on the funnel.
- Act as an analytical reference for the commercial team, helping to turn data into practical day-to-day decisions.
Requirements
- Bachelor's degree in Business Administration, Engineering, Economics, Statistics or related fields.
- Experience in commercial environments with an analytical focus on Sales, Sales Ops or RevOps.
- Strong command of Power BI. Advanced CRM knowledge—preferably HubSpot—with practical experience in analysis, governance and automations; experience structuring and reading the sales funnel, commercial metrics and forecasting; experience providing analytical support to commercial leaders and planning teams; ability to translate complex data into simple, clear and actionable insights.
- Understanding of Revenue Operations (RevOps) and Sales Operations concepts and practices.
- Experience integrating Marketing and Sales via CRM.
- Familiarity with integrated data environments (data warehouse / data lake).
- Experience in B2B, high-ticket sales and complex sales cycles.
- Knowledge of sales methodologies, prospecting, qualification and revenue predictability.
- Experience with predictive analytics and building executive reports.
Benefits
- Meal/food allowance loaded on a Flash card.
- SulAmérica medical and dental plans with copay.
- Total Pass.
- Home office allowance loaded on a Flash card.
- Mental health support (VOLL Care).
- Education assistance through VOLL Education.
- Group life insurance.
- 6-month maternity leave.
- 30 days of paternity leave (our parental leave policy equally applies to same-sex couples).
- Vacation entitlement starting after 6 months of employment.
- Day off.
Job title
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