Sales Operations Analyst IV

About Us

Fivetran and dbt Labs are bringing together two industry-leading companies with a shared mission: helping organizations unlock the full value of their data. Together, we’re delivering the data infrastructure layer that helps organizations move, transform, and trust their data — from the moment data moves, through every transformation, to the context teams and AI systems rely on. Fivetran helps organizations automate data movement across the systems, clouds, engines, and tools they rely on. dbt Labs pioneered analytics engineering, helping teams transform data into reliable, governed insights. Together, we support thousands of organizations as they build a trusted foundation for analytics, AI, and better business decisions.

As we bring our teams and technology together, we’re building on the strengths of both companies while continuing to deliver the products and experiences our customers know and trust. It’s an exciting time to join us: we’re creating a company with the scale, talent, and technology to help more organizations put their data to work with greater speed, confidence, and impact. During this transition period, you may see references to both Fivetran and dbt Labs throughout our recruiting process as we integrate our teams, systems, and career sites.

About the Role

Fivetran is building data pipelines to power the modern data stack for thousands of companies.

As a GTM Field Operations Partner, Commercial Expansion at Fivetran, you will play a pivotal role in driving revenue growth across our existing customer base in the Commercial segment by providing the operational rigor, forecasting discipline, and data-driven insights that power our post-sales expansion strategy. You will focus on helping the Commercial Expansion team optimize retention and growth across a high-volume mid-market book of business, improving visibility into performance and enabling better decisions at every level of the organization.

Together with the VP of Commercial Expansion and cross-functional partners, you will help design and execute the operational roadmap for a rapidly growing business segment with clear impact on net revenue retention and churn reduction. This is a high-visibility role with the opportunity to drive impact quickly. The ideal candidate will be comfortable working in a fast-paced environment, navigating ambiguity, and building scalable systems that support growth.

This is a full-time position based out of our Denver/ Oakland office. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.

Technologies You’ll Use

Salesforce, Gong, Looker, Google Suite, Claude/ChatGPT/Gemini

What You’ll Do

• Serve as the business and operational partner to the VP of Commercial Expansion, helping translate business goals into clear operating plans and adjusting course as needed to hit revenue and retention targets consistently and efficiently.
• Proactively identify business challenges and opportunities through data analysis, stakeholder interviews and process reviews, and devise practical, creative solutions to address them.
• Roll up your sleeves to execute those solutions and measure the impact.
• Lead operational cadences like pipeline inspection and forecast calls to ensure accountability and identify trends and any gaps in our GTM motion. Work cross-functionally to make our successes the norm and to close any gaps.
• Ensure key post-sales systems and tools (e.g. forecasting and customer success platform) meets the needs of the post-sales organization by providing ongoing design requirements to our central systems team  
• Identify opportunities to utilize AI to drive revenue and reduce churn for the Commercial Expansion org - this can include use of LLMs, customized AI tools, account enrichment/signals as well as product telemetry data 
• Communicate and partner collaboratively with all levels within the organization to help drive revenue operations initiatives. 
• Prioritize multiple high visibility/impact initiatives across multiple stakeholders to ensure we are meeting/exceeding our objectives. 
• Partner with Marketing, Analytics, GTM Enablement, Product, and Finance leaders to ensure the Commercial Expansion business has the resources needed to hit their revenue targets.
• Act as a key escalation point for operational blockers, including territory disputes, crediting questions, deal coordination, and process gaps that slow the team down.

Skills We’re Looking For

• 4+ years of experience in revenue operations, sales operations, or GTM operations, including at least 2 years supporting a post-sales, renewal, or expansion motion.
• Direct experience supporting a commercial or mid-market sales organization at a SaaS company, ideally in a consumption-based business model.
• Fluency in SaaS expansion and retention metrics, including NRR, GDR, expansion ARR, churn ARR, logo churn, contraction, and cohort analysis. Experience using product usage data to inform churn risk and expansion opportunity prioritization is a plus.
• Entrepreneurial thinking with demonstrated ownership/initiative, and have a track record of making data-driven decisions and leading multiple concurrent cross-functional initiatives from inception to successful and timely completion.
• Strategic mindset and problem-solving skills; ability to structure ambiguous problems and balance creativity and practicality when solutioning
• Trusted advisor to key stakeholders by listening actively, understanding their priorities, and communicating thoughtfully and responsively; Comfortable partnering with all levels of the organization, particularly senior leaders across Marketing, Sales, and Finance.
• Strong proficiency with systems and tools including Salesforce, Gainsight or equivalent customer success platforms, and Looker, Tableau or other data reporting platform (Omni, etc.). SQL experience is a plus.
• Strong analytical and technical fluency, including advanced Sheets/Excel, BI tooling, and SQL sufficient to pull, validate, and explain GTM data independently; able to turn raw account, opportunity, and revenue data into clear recommendations for business leaders.

#LI-EM1 #LI-HYBRID