Principal Analyst II, Revenue Operations

Principal Analyst II, Revenue Operations

Why We Have This Role

The Revenue Strategy & Operations team ensures that our global sales/revenue organization is positioned to achieve their highest potential by optimizing revenue opportunities across the globe. We do this by leveraging data from many sources, including internal customer purchasing and usage information as well as firmographic, technographic, and intent data from 3rd party sources. We set high targets for our revenue teams and work to exceed them every quarter. Part of our success comes from having world-class business processes, systems, and tools. We love data and we love to show results in the form of more Sales success. We have impressive members on this team, and will continue to add more top talent!

Qualtrics is seeking a Field Operations Partner to support our EMEA Sales Teams, responsible for setting new business and renewal targets, optimizing territories to ensure the greatest opportunity for each individual rep’s success, and leading other key strategic revenue-enhancing initiatives.

How You’ll Find Success

• Love working with data and learning new things
• Love helping others find solutions to problems
• Excellent problem solving, decision-making and analytical skills
• Ability to collaborate with teams across the organization while also being able to work independently and as a self-starter
• Proven ability to meet aggressive deadlines

How You’ll Grow

• Leadership Exposure: significant exposure to key leaders in the EMEA sales organization, providing the opportunity to work closely with them as a trusted advisor. Helping you develop strong leadership and communication skills, as well as a deep understanding of the company’s strategic vision.
• Strategic Thinking: The role involves collaborating with leadership to develop and implement go-to-market strategies. This strategic involvement will allow you to expand your strategic thinking and planning capabilities, which are highly valuable skills for career growth.
• GTM (Go-To-Market) Expertise: As the role involves working closely with sales & success leaders and monitoring performance metrics, it provides an ideal environment for someone looking to deepen their understanding of the GTM processes and methodologies.

Things You’ll Do

• Serve as trusted advisor to EMEA leadership, shaping go-to-market strategy across a diverse set of countries and market maturities.
• Drive forecasting rigor across a multi-country book of business – accounting for currency, seasonality, and market-specific buying cycles.
• Monitor pipeline development, conversion rates, and rep productivity by country/sub-region; partner with leaders to close performance gaps.
• Own annual and quarterly GTM planning – business modeling, quota setting, headcount/capacity modeling, and territory design across direct and partner-led markets.
• Partner with Ecosystem teams to mature channel programs in markets where a direct sales model isn’t viable, and govern partner performance and reporting.
• Drive adoption of tools, processes, and operating rhythms – accounting for language, timezone, and cultural differences – from front line to senior leadership.
• Build cross-functional relationships with Finance, Marketing, Enablement, and Ecosystem teams to align regional strategy with execution.
• Key Metrics You’ll Own: Own performance reporting and executive insights across for all revenue. Key metrics include: New ACV and Renewals, Forecast accuracy across a multi-currency, multi-country pipeline, Pipeline creation, coverage, and conversion, Average deal size and sales cycle length, Sales productivity & win rates

What We’re Looking For On Your Resume

• 7+ years of relevant experience in Sales, Sales Operations, Finance, or Management Consulting with a focus on the following: Forecasting, go-to-market (GTM) execution, sales compensation and incentive plan creation, and partnering with senior sales leaders
• At least 5 years of experience in the software industry and cloud platform businesses
• Salesforce.com (SFDC) reporting and analytics experience required
• Experience with Power BI or Tableau, or other data visualization tools
• Experience operating in a multi-country, multi-currency environment, ideally spanning both direct and partner-led markets
• Familiarity with GDPR and local compliance considerations as they affect compensation design and data reporting

What You Should Know About This Team

• Supportive environment with opportunities to work both autonomously and collaboratively
• Fun, inviting, and inclusive team made up of passionate, kind, and smart people who exemplify what it means to be Customer Obsessed
• Continuous Improvement guides our path forward

Our Team’s Favorite Perks And Benefits

• Wellness Reimbursement each quarter to reimburse wellness activities including gym memberships, massages, workout equipment, meditation apps, and more
• Amazing QGroup Communities; MOSAIQ, Green Team, Qualtrics Pride, Q&Able, Qualtrics Salute, and Women’s Leadership Development, which exist as places for support, allyship, and advocacy.
• Competitive benefits packages

The Qualtrics Hybrid Work Model

Our hybrid work model is elegantly simple: we all gather in the office three days a week; Mondays and Thursdays, plus one day selected by your organizational leader. These purposeful in-person days in thoughtfully designed offices help us do our best work and harness the power of collaboration and innovation. For the rest of the week, work where you want, owning the integration of work and life.

Tagged as: Compensation Design, Data Analysis, Data Visualization, Forecasting, Pipeline Management