The Role

We’re hiring a Revenue Operations Analyst to help scale and optimize Pilot’s revenue engine.

This role sits at the center of Marketing, Sales, Partnerships, and Customer Success — transforming go-to-market data into insights that drive growth decisions. You won’t just report on performance — you’ll help shape how budget is allocated, refine ideal customer profiles, improve conversion rates, and increase efficiency across the funnel.

You’ll own core revenue analytics and partner closely with cross-functional leaders to diagnose bottlenecks, uncover opportunities, and influence strategy. From pipeline health and CAC efficiency to churn drivers and expansion trends, your work will directly impact how the business grows.

If you’re excited about building reporting infrastructure, uncovering patterns in complex datasets, and turning insights into action, this is a high-visibility role with meaningful business impact.

What You'll Own

GTM & Revenue Analytics

Maintain and optimize core revenue funnel reporting across channels and segments
Build and maintain dashboards in Salesforce and BI tools (e.g., Looker or similar)
Develop GTM efficiency reporting (CAC, payback, win rates, sales cycle)
Conduct recurring analyses on pipeline health, funnel performance, and win/loss trends
Analyze segment-level profitability and performance
Evaluate pricing and discount impact on win rate and lifetime value
Support ICP refinement with data-backed insights
Build and measure campaign performance across channels by first-touch, last-touch, and multi-touch attribution
Measure campaign ROI and blended CAC by channel
Deliver ongoing ad hoc strategic analyses

Retention, Expansion & Churn

Support expansion pipeline reporting and upsell insights
Conduct churn analysis by segment, timing, and drivers
Identify churn signals and contribute to risk scoring models
Run cohort-based retention analysis

Financial & Efficiency Insights

Analyze operating expense performance vs. budget
Support LTV/CAC modeling and forecasting
Assist with commission and incentive analysis as needed

Qualifications

Required

2-3+ years of experience in RevOps, SalesOps, Marketing Analytics, Data Analytics, or Business Intelligence roles
Experience working with Salesforce, Marketo, Clay, and BI tools such as Looker (or similar)
Strong proficiency in Excel / Google Sheets
Experience partnering cross-functionally with Marketing, Sales, Data, Finance, and Customer Success
Strong analytical rigor with the ability to translate data into clear, actionable business insights

Nice to Have

Experience writing SQL queries
Experience building or refining attribution models
Familiarity with product-led growth or hybrid sales motions
Exposure to forecasting, commission modeling, or revenue planning

Who You Are

Highly analytical and structured in your thinking
Comfortable working with ambiguous or messy datasets
Curious and proactive in investigating metric shifts
Able to balance depth with speed
Strong communicator who can translate insights for non-technical stakeholders
Interested in how revenue systems work end-to-end

About Pilot

Pilot launched in 2017 to bring the back office into the modern era. Pilot provides small businesses with dedicated finance experts - which Pilot hires as full-time, U.S.-based employees - who learn the ins-and-outs of their business. Pilot integrates directly with the billing, banking, expense, and payroll systems customers already use. With a special blend of custom software and expert bookkeepers, Pilot delivers accurate, consistent bookkeeping and financial management and tax services that give entrepreneurs the freedom to focus on their business.

Pilot has over 3,000 customers and has raised over $170 million in financing from Sequoia, Index Ventures, Stripe, Bezos Expeditions, and Whale Rock. Our investors also include a long list of world-class entrepreneurs, including Patrick and John Collison, Drew Houston, and Diane Greene. Our most recent funding round doubled our valuation to $1.2 billion – Meet Fintech’s Newest Unicorn.

Why Pilot?

We invest in our employees’ development and happiness because our employees are the keys to our success and ensuring happy customers
The opportunity to join a seasoned founding team that has led companies through two prior successful startups and acquisitions (by Oracle and Dropbox).
Flexible vacation/time-off policy
All federal holidays are observed
Competitive benefits package including additional wellness benefits
Parental leave for birthing or non-birthing parents – 100% pay for 12 weeks
401(k) plan

The base pay range target for the role seniority described in this job description is $129,000 - $175,000 in San Francisco, CA. Final offer amounts depend on multiple factors such as candidate experience and expertise, geographic location, total compensation, and market data. In addition to cash pay, full-time regular positions are eligible for equity, 401(k), health benefits, and other benefits; some of these benefits may be available for part-time or temporary positions.

Pilot commits to provide a work environment free of discrimination and harassment, as well as equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. You may view all of Pilot’s recruiting notices here, including our EEO policy, information about requesting a reasonable accommodation in the job application process, recruitment agency policy, recruitment scam notice, and important E-Verify information. You may view our job candidate privacy policy here.