Senior Revenue Operations Analyst

About Tailscale 

Tailscale is building the new Internet by delivering software that makes it easy to securely interconnect people and their devices, no matter where they are. From hobbyists to multinational corporations, teams of every size use Tailscale each day to protect their networks, share access to internal tools, and more. We're building a future for the Internet that's easy, sensible, and safe, like it used to be. Founded in 2019 and fully distributed, we're backed by Accel, CRV, Insight, Heavybit, and Uncork Capital.

Job Description

Tailscale is in need of an experienced Senior Revenue Operations Analyst to execute the strategy to drive operational rigor across the GTM team. This role will work across departments to build systems and processes. You will enable the Sales, Marketing, Partner, and Customer Experience teams to have consistent, effective, and engaging conversations with customers at each stage of the customer lifecycle while helping to improve the overall efficiency and effectiveness of our organization. In this role, you will be challenged to develop the skills and experience to, over time, own a piece of the revenue Operations department.

Key Responsibilities

• Ensure all revenue-generating teams (sales, marketing, customer success) operate in harmony, with unified goals and seamless collaboration across the entire customer journey—from lead generation to onboarding and upselling.
• Continuously evaluate and improve sales, marketing, and customer success workflows to remove bottlenecks, automate manual tasks, and streamline the customer experience for maximum efficiency and productivity.
• Contribute meaningfully to the oversight of data quality across all revenue systems (CRM, marketing automation, customer data platforms), conduct regular audits, and implement governance to ensure reliable, actionable insights for decision-making.
• Provide regular performance reports and insights to executives, enabling informed strategic decisions around forecasting and revenue generation.
• Manage and streamline technology tools that support revenue operations, ensuring system integration, minimal manual work, and alignment with business needs.
• Serve as the main point of contact between revenue teams, acting as tier 1 support for all questions and requests from sales and adjacent teams.
• Monitor adherence to established processes and key performance indicators (KPIs), recommend adjustments to drive better adoption, and highlight IC performance trends to improve performance management.
• Analyze data to uncover opportunities for revenue growth, lead projects to capitalize on these opportunities, and ensure the company is maximizing every revenue stream.
• Document best practices, develop playbooks, and enable teams with the training and resources needed to scale repeatable, process-driven sales and marketing motions.
• Collaborate with leadership to set KPIs, execute long-term strategies, and contribute to the creation of roadmaps for achieving company growth objectives

What We Are Looking For

• 2+ years of operations experience in high-growth, startup organizations
• 1+ years of B2B SaaS experience with increasing responsibility and ownership
• Strategic thinker who can take broad visions and concepts and develop structured plans, actions, and measures and then execute those plans
• Experience in developing and executing sales planning (headcount, territories, compensation and incentive programs) that drive behavior
• Ability to operate in ambiguity and take broad, aspirational goals and turn them into scalable, repeatable processes, systems, and learning programs
• You are a clear, polished, OVER communicator: You can distill complex topics and ideas into something digestible from leadership to ICs.
• Proven program management and project management skills
• Demonstrates ability to coach peers to up-level performance of the team
• Enjoy working in a high-growth, dynamic company environment, using the broader team within enablement platforms or learning management systems to convey value to customers
• Flexible and adaptable to meet the needs of the changing market, our customers, and our business
• Demonstrated ability to think strategically, and work in complex situations
• Naturally self-driven, results-oriented and able to work as part of a team
• You are passionate; you throw your energy and conviction into the work you do.  
• You are naturally curious; you have an innate desire to understand data, people and help problem solve for efficiency.
• You are collaborative; you thrive in environments where people work together to create winning solutions.