Sr. Sales & Revenue Operations Analyst

Who We Are

At OPENLANE we make wholesale easy so our customers can be more successful.

We’re a technology company building the world’s most advanced—and uncomplicated—digital marketplace for used vehicles.

We’re a data company helping customers buy and sell smarter with clear, actionable insights they can understand and use.

And we’re an innovation company accelerating the future of wholesale remarketing through curiosity, collaboration, and an entrepreneurial spirit.

Our Values

Driven Waybuilders. We pursue challenges that inspire us to build, create, and innovate.

Relentless Curiosity. We seek to understand and improve our customers’ experience.

Smart Risk-Taking. We transform risk into progress through data, experience, and intuition.

Fearless Ownership. We deliver what we promise and learn along the way.

We’re Looking For

We’re looking for a Senior Sales & Revenue Operations Analyst who will own the core operational planning and performance infrastructure for our sales organization. This role is responsible for ensuring high-quality data, leading the annual sales planning cycle, and developing the analytical frameworks that enable Sales leadership to make faster, smarter, and more confident decisions.

You’ll design and manage critical components of our go-to-market engine — territory design, account allocation, compensation modeling, and performance analytics — while identifying opportunities to streamline and automate how these processes run. While you’ll certainly build scalable systems, the primary mandate is driving strategy, not just executing workflows.

You’ll partner cross-functionally with Sales, Marketing, and Finance to ensure alignment on forecasting, productivity drivers, and revenue insight generation.

You Are

• Strategic. You focus on decision frameworks and outcomes, not just executing workflows.
• Analytical. You turn complex data into clear, actionable insights.
• Detail-oriented. You hold a high bar for data accuracy and operational rigor.
• Proactive. You identify inefficiencies and take ownership of improving them.
• Collaborative. You partner effectively across Sales, Marketing, Finance, and Analytics.
  
  

You Will

Sales Planning & Strategic Operations

• Lead the annual and quarterly sales planning processes including territory design, account allocation, segmentation, and quota/compensation modeling.
• Develop frameworks and models that help Sales leadership evaluate tradeoffs, optimize coverage, and accelerate sales.
• Build data-driven recommendations on sales productivity, headcount planning, and capacity modeling.
• Maintain a high bar for data quality across Salesforce, DOMO, Snowflake, and related systems.
  
  

Operational Ownership & Execution

• Manage recurring sales operations deliverables such as budget sheets, account reallocations, compensation reporting, and national sales call decks.
• Audit and maintain key account data (hierarchies, inactive/OOB dealers, brand assignments, etc.).
• Prioritize and respond to ad hoc reporting and insights requests from sales leaders and cross-functional partners.
• Serve as the go-to resource for day-to-day operational questions, data issues, and reporting needs.
  
  

Automation & Process Optimization (How You Execute the Strategy)

• Identify manual operational steps that hinder scale and implement automation where it improves accuracy, consistency, or speed.
• Collaborate with Data Engineering and IT to optimize system integrations and reporting pipelines (Salesforce → DOMO → Sheets, etc.).
• Build and maintain dashboards that provide visibility into sales performance, account health, and compensation.
• Document standardized processes to ensure repeatability and long-term scalability.
• Partner with Marketing to connect marketing automation to sales execution and track full-funnel performance.
  
  

Analytics & Insight Generation

• Develop dashboards and analyses that illuminate key KPIs, pipeline health, regional performance, and sales productivity drivers.
• Analyze compensation effectiveness, territory performance, and sales behaviors to identify opportunities for improvement.
• Partner with Finance on forecasting accuracy, budgeting, and ROI measurement for campaigns and promotions.
• Present insights and strategic recommendations to Revenue and Sales leadership.
  
  

Cross-Functional Collaboration

• Work directly with leaders in Sales, Marketing, Finance, and Analytics to translate business needs into scalable operational solutions.
• Partner with leadership to diagnose operational inefficiencies and recommend data-backed solutions.
• Collaborate with IT and Analytics teams to improve data structure, governance
  
  

Must Have’s

• 4–7 years of experience in Sales Operations, Revenue Operations, or Business Analytics/Business Intelligence.
• Bachelor’s degree in Business, Economics, Data Science, Finance or related field (Master’s preferred).
• Strong expertise in Salesforce administration and reporting.
• Advanced proficiency in Excel/Google Sheets, SQL, and BI tools (DOMO, Tableau, Looker).
• Demonstrated ability to design and automate operational processes (N8N experience preferred).
• Excellent problem-solving skills and the ability to translate analysis into actionable business recommendations.
• Strong communication skills — comfortable switching between deep analytical work and executive-level storytelling.
• Experience supporting distributed or high-growth sales teams preferred.
  
  

Nice To Have’s

• Experience supporting distributed or high-growth sales teams.
• Familiarity with automation tools such as N8N.
• Experience working with Snowflake or similar data warehouses.
• Background in forecasting, capacity planning, or compensation design.
  
  

You Might Be a Great Fit If…

• You naturally take ownership of sales planning and decision frameworks — not just the workflows.
• You can rebuild a broken spreadsheet into a strategic dashboard that clarifies what the business should do next.
• You move comfortably between tactical execution and big-picture sales strategy.
• You enjoy bringing structure and clarity to complex data ecosystems.
  
  

Success in the First 6–12 Months

• Lead the annual sales planning cycle with high alignment and data integrity.
• Automate 50% of recurring manual operational tasks.
• Build unified dashboards for sales productivity, territory performance, and compensation tracking.
• Improve Salesforce/DOMO data accuracy to above 98%.
• Reduce turnaround time for reporting and market reallocations by 30% .
• Deliver insights that materially improve sales efficiency, coverage strategy, or forecast accuracy.
  
  

What We Offer

• Competitive pay
• Medical, dental, and vision benefits with employer HSA contributions (US) and FSA options (US)
• Immediately vested 401K (US) or RRSP (Canada) with company match
• Paid Vacation, Personal, and Sick Time
• Paid maternity and paternity leave (US)
• Employer-paid short-term disability, long-term disability, life insurance, and AD&D (US)
• Robust Employee Assistance Program
• Employer paid Leap into Service Day to volunteer
• Tuition Reimbursement for eligible programs
• Opportunities to expand your skill set and share your knowledge across a publicly traded, global organization
• Company culture of internal promotions, diverse career paths, and meaningful advancement
  
  

Sound like a match? Apply Now - We can't wait to hear from you!

Compensation Range Of

Annual Salary: $90,000.00 - $140,000.00 USD

(Depending on experience, skill set, qualifications, and other relevant factors.)