Revenue Analyst

About Shoplift

Ecommerce brands are under constant pressure to grow revenue while advertising costs climb and competition intensifies. Yet most merchants are flying blind—making decisions about product pages, merchandising, pricing, and offers without ever testing what actually drives conversions. The difference between guessing and knowing can be 15-30% in revenue, but A/B testing has historically been too expensive, too complex, or too slow for most brands.

Shoplift changes that. We're the fastest, easiest A/B testing platform built specifically for Shopify merchants. We help brands discover what actually converts—should luxury skincare shoppers see lifestyle photos or close-up texture shots? Does a supplement brand's product page convert better with per-serving or per-bottle pricing? These decisions matter, and we make it simple to find the answers through visual editors, AI-powered recommendations, and expert guidance.

We're scaling rapidly with 2,000+ brands trusting us to optimize their stores, from fast-growing DTC brands to Shopify Plus merchants. What sets us apart isn't just our product—it's our world-class partnerships team (deeply embedded with the Shopify ecosystem) and our customer success organization that ensures brands actually get value from testing, not just another tool they install and forget.

As we accelerate growth, we're expanding our already-strong revenue organization. You'll have direct impact on our trajectory, real ownership over your area, and the chance to refine how we execute at scale. This isn't about reinventing strategy—it's about excellent execution with a team that's proven it knows how to win.

We're a team of builders who value speed, directness, and getting shit done. We move fast, iterate constantly, and aren't afraid to change course when something isn't working. If you thrive in high-autonomy environments where your work directly moves revenue, you'll love it here.

The Role

As Revenue Operations Analyst at Shoplift, you'll be the operational backbone that enables our sales organization to perform at the highest level.

This is primarily a sales enablement role—you'll build the systems, processes, and coaching infrastructure that turn good salespeople into great ones, help managers actually manage instead of drowning in admin work, and ensure our revenue team executes flawlessly.

You'll be the go-to expert on Gong optimization, sales onboarding and training, performance management, commission tracking, and partnership operations. When a new AE joins, you'll own their ramp. When a manager needs coaching frameworks, you'll build them. When leadership asks "how are we tracking against quota?", you'll have the answer. When partner managers need commission transparency, you'll deliver it.

Why this role matters: Sales teams fail when enablement is weak. Reps who don't know how to run discovery, managers buried in spreadsheets instead of coaching, unclear comp plans, underutilized tools—these kill momentum. You'll prevent all of that. You'll be central to the revenue organization, working directly with AEs, partner managers, sales leadership, and cross-functional teams to build a world-class go-to-market engine.

This role requires deep Gong experience. We've invested in Gong but aren't maximizing its value. You'll change that—owning implementation, adoption, and turning call data into better onboarding, sharper coaching, and winning playbooks.

What You'll Do

Build Sales Excellence Through Enablement (50% of time)

• Own Gong from end-to-end: Admin, rollout, adoption, and maximizing value across the team
• Build curated call libraries (best discovery, demos, objection handling, closing calls) for onboarding and ongoing training
• Design structured coaching programs using reps' actual calls with performance scorecards (talk-time ratios, question quality, objection handling, pricing confidence)
• Create 30/60/90 day ramp plans with listening assignments, feedback loops, and skill-building milestones
• Run deal reviews and pipeline inspection using call recordings to surface risks and opportunities
• Conduct win/loss analysis from calls to identify what's working and refine messaging
• Build and maintain talk tracks, battlecards, and snippet libraries based on real call performance
• Design and execute new hire onboarding programs that get AEs productive fast
• Develop training materials, playbooks, and ongoing skill development programs for the sales team
• Create performance management frameworks and scorecards that help managers identify coaching opportunities
• Track rep performance metrics and surface insights proactively to leadership

Enable Manager & Team Performance (25% of time)

• Build systems and frameworks that free managers to coach instead of handling admin work
• Design ramp plans, coaching templates, and 1:1 structures for sales managers
• Partner with sales leadership on team performance reviews, quota attainment tracking, and skill gaps
• Support partner managers with activity tracking, pipeline visibility, and performance management
• Ensure partnership activity is documented, revenue attribution is accurate, and commissions are transparent and timely
• Collaborate with leadership on sales team scaling—what infrastructure needs to exist as we grow

Own Revenue Operations Infrastructure (25% of time)

• Manage commission tracking and payout systems for AEs and partner managers
• Partner with external rev ops agency on forecasting, pipeline reporting, and CRM hygiene
• Build dashboards and reports that give leadership visibility into team performance
• Maintain HubSpot workflows and automation for sales processes
• Track key metrics (quota attainment, win rates, sales cycle length, average deal size) and surface trends

What success looks like:

• Month 1-3: You're learning the business, auditing current enablement gaps, and building initial Gong infrastructure
• Month 4-6: New hires are ramping faster, coaching cadences are established, Gong adoption is high, and commissions are running smoothly
• Month 6-12: You're a strategic partner to leadership, reps are performing better, managers have more time to coach, and you're proactively improving how we sell

You're a Great Fit If...

Must-haves:

• 3-5 years in sales enablement or revenue operations (ideally B2B SaaS), with a track record of improving sales performance
• Deep Gong experience (this is non-negotiable)—you've implemented it, driven adoption, and used it to improve sales outcomes
• Sales coaching DNA—you understand what makes great salespeople great and can translate that into training and frameworks
• Process-builder mindset—you see broken workflows and instinctively know how to fix them
• Strong Excel/Google Sheets skills—pivot tables, formulas, commission modeling (this still matters)
• Detail-oriented with high accuracy standards—commission errors destroy trust; you don't make them
• Excellent communication—you can train a new hire, coach a struggling rep, and present performance data to leadership

Nice-to-haves:

• HubSpot CRM experience (workflows, pipelines, reporting)
• Background in sales or customer success (you understand how deals work)
• Experience with commission software (Spiff, CaptivateIQ, QuotaPath)
• Familiarity with partner/channel enablement

You'll struggle here if:

• You're more interested in spreadsheets than people development
• You need perfect systems handed to you (you'll help build them)
• You avoid difficult conversations (you'll need to give direct feedback to reps and managers)
• You're uncomfortable with fast-changing priorities or high autonomy

What Makes This Different

1. You're Central to Revenue Success This isn't a backroom ops role. You'll work directly with AEs, partner managers, and sales leadership daily. Your work directly impacts whether reps hit quota and whether the team scales effectively.

2. Gong Mastery You'll own one of our most important sales tools and have full autonomy to maximize its value. If you love turning data into better sales performance, this is your opportunity.

3. Direct Access to Leadership You'll report to the VP of Revenue and eventually to the Head of Sales. Your insights inform strategy, and you'll have a voice in how we build the revenue organization.

4. Build the Enablement Function This isn't maintaining legacy systems. You're building sales enablement infrastructure that will scale the company. High ownership, high impact.

5. Clear Path to Growth High performers in this role can grow into Senior Revenue Analyst, Revenue Enablement Manager, and ultimately Director of Revenue Enablement/Operations as we scale.

Tools You'll Use

• Gong (you'll be the expert)
• HubSpot CRM (Sales Enterprise)—deal tracking, workflows, reporting
• Google Sheets / Excel—commission models, performance tracking, analysis
• Commission software—automating comp calculations

Compensation & Benefits

Equity: Meaningful equity in a fast-growing startup

Benefits:

• Comprehensive medical, dental, and vision coverage
• Generous PTO including paid parental leave
• Professional development budget

Interview Process

1. Intro call with VP of Revenue (30 min)
2. Intro call with Head of Operations (30 min)
3. Case study: Sales enablement + Gong optimization plan (60 min)
4. Deep dive with Head of Revenue on coaching frameworks and systems thinking (45 min)
5. Final conversation with CEO (30 min)

Timeline: 2-3 weeks from application to offer