收入策略与运营专员
Revenue Strategy & Operations Associate
职位描述
这个职位位于收入策略部门，直接向收入策略与运营负责人汇报。职责是将已存在于Salesforce、Redshift和我们运营数据中的信号转化为分析结果，为管理层分配资源和做出商业决策提供依据，并确保交付工作的稳定运行。
该职位结合了两个领域。第一是分析执行：构建Revenue Strategy部门使用的查询、模型和分析输出。第二是项目执行：从头到尾负责重复性交付物——管理输入、时间表和相关方，使管理层的运作节奏顺畅进行而无需催促。你将与收入策略与运营负责人紧密合作，该负责人制定战略建议、董事会叙述以及你所支持的区域和薪酬决策，但你将从问题到最终交付答案全程负责你的工作流。
你将从事的工作
- 渠道和管道分析。Thatch通过多种GTM策略同时销售，每种策略都有不同的单位经济和转化动态。你将建立并维护能够显示这些差异的定期分析——按细分、地理和渠道划分的获胜率；经纪人报价和归因分析；以及与目标对比的管道进度。
- 预测和管道质量支持。你将维护我们管道质量和预测标准背后的分析层——快照查询、覆盖率比率和阶段转化分析，并在数据表明预测有风险时发出警报。
- 运营节奏执行。你将从头到尾执行收入策略部门的定期节奏：MBR/QBR数据构建、预测周期准备和激励计划跟踪（例如SPIFs）——安排依赖关系，从销售、财务和营销相关方收集输入，并在不升级的情况下按时交付。
- GTM数据基础设施。你将负责收入策略所依赖的SQL层：干净、文档齐全、可重用的针对Salesforce和Redshift的查询，以及保持管理层基准指标准确和最新的BI视图。
- 系统和流程推出支持。你将从规格到推出支持GTM系统变更——与RevOps合作进行Salesforce数据清理、字段和流程变更，并验证下游报告在变更后仍能正常运行。
- 临时分析。你将支持收入策略负责人
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About the role
This role sits inside the Revenue Strategy function and reports directly to the Head of Revenue Strategy & Operations. The mandate: turn the signal that already exists in Salesforce, Redshift, and our operational data into analysis that informs how leadership allocates resources and makes commercial decisions — and run the operating cadences that deliver that work reliably.
The role blends two disciplines. The first is analytical execution: building the queries, models, and analytical outputs the Revenue Strategy function runs on. The second is program execution: owning recurring deliverables end-to-end — managing inputs, timelines, and stakeholders so that leadership's operating rhythm runs without being chased. You'll partner closely with the Head of Revenue Strategy & Operations, who shapes the strategic recommendations, board narratives, and territory and comp decisions your work feeds — but you own your workstreams from question to delivered answer.
What you'll do
- Channel and pipeline analytics. Thatch sells through multiple GTM motions simultaneously, each with different unit economics and conversion dynamics. You will build and maintain the recurring analyses that make those differences visible — win rates by segment, geography, and channel; broker quoting and attribution analysis; and pipeline pacing against target.
- Forecasting and pipeline quality support. You will maintain the analytical layer behind our pipeline quality and forecasting standards — snapshot queries, coverage ratios, and stage conversion analysis — and flag when the data says the forecast is at risk.
- Operating cadence execution. You will run the recurring rhythms of the Revenue Strategy function end-to-end: MBR/QBR data builds, forecast cycle prep, and incentive program tracking (e.g., SPIFs) — sequencing dependencies, gathering inputs from Sales, Finance, and Marketing stakeholders, and delivering on deadline without escalation.
- GTM data infrastructure. You will own the SQL layer that Revenue Strategy runs on: clean, documented, reusable queries against Salesforce and Redshift, and the BI views that keep leadership's standing metrics accurate and current.
- Systems and process rollout support. You will support GTM systems changes from spec through rollout — partnering with RevOps on Salesforce data hygiene, field and flow changes, and validation that downstream reporting survives the change.
- Ad hoc analysis. You will support the Head of Revenue Strategy on board preparation, QBR/MBR builds, segment and territory analysis, and other work that requires turning raw data into a clear finding — fast.
Background we're looking for
- Experience. 2–4 years in GTM analytics, RevOps, BizOps, or a related analytical role in a high-growth technology company. Exposure to sales or revenue teams is strongly preferred.
- Technical fluency. Strong SQL is required. Experience with Salesforce as a data source, Redshift or Snowflake, and a BI tool (Sigma, Metabase, Tableau, or equivalent) is expected. Python or dbt is a plus.
- Analytical rigor. You can structure an analysis, sanity-check your own work, and know when a result is right versus when it merely looks right. Familiarity with core GTM math — win rates, conversion, coverage, unit economics — is expected.
- Communication. The output of this role is not dashboards; it is answers. You can write a clear, concise summary of what an analysis shows and what it implies.
- Ownership. You flag when a number is wrong before someone else notices. You treat the work as yours.
What to expect
We interview rigorously based on integrity, talent, and drive; the trust we display in our teammates from day 1 is a reflection of the confidence we have in this process. We aim to evaluate the things you’ll be doing every day as best we can, and we move quickly. Here's what to expect:
- 30 minute video meeting to talk through your background and interest in Thatch
- 45 minute video meeting with the hiring manager to dive deeper into your experience and the role
- 60 minute video meeting to meet 2 members of the team
- 60 minute video meeting with the hiring manager to work through a live case study
- 45 minute video meeting with department leadership to address career goals and alignment to role
- 45 minute video meeting with our founders to discuss your approach to culture and our operating principles
Estimated Compensation Range
$135,000—$160,000 USD
About Thatch
We’re a fully distributed early stage company using technology to change the way America does healthcare. We’re a happy, friendly, high-velocity team. You can read more on Thatch here.