Principal Revenue Operations Analyst, AI and Sales Productivity

Principal Revenue Operations Analyst, AI & Sales Productivity

Reporting To: Head of Revenue Operations Location: Remote/Hybrid

The Principal Revenue Operations Analyst, AI & Sales Productivity is a senior individual contributor responsible for defining and leading the Revenue Operations AI agenda. This role identifies, prioritizes, and drives the implementation of AI-powered solutions that improve seller productivity, increase operational efficiency, and enhance commercial performance.

Acting as the strategic link between Sales, Revenue Operations, Enablement, and Product & Technology, the Principal Analyst will evaluate emerging AI capabilities, develop business cases, lead experimentation, and ensure successful adoption across the sales organization.

The successful candidate combines strong commercial acumen, advanced analytical capabilities, technology expertise, and change leadership to translate AI innovation into measurable business impact. The role is accountable for ensuring that AI investments deliver tangible improvements in seller effectiveness, decision quality, forecast accuracy, and operational efficiency.

Own the Sales AI Strategy

• Develop and maintain the Revenue Operations AI roadmap aligned to commercial priorities.

• Identify and prioritize high-value AI use cases across the end-to-end sales process.

• Build business cases and investment recommendations for AI initiatives.

• Evaluate emerging AI technologies, copilots, agents, automation platforms, and productivity tools.

• Establish a structured framework for assessing business impact, technical feasibility, and adoption potential.

Drive Sales Productivity Improvement

• Analyze sales workflows to identify manual activities, process bottlenecks, and productivity constraints.

• Design initiatives that increase seller selling time and reduce administrative effort.

• Lead programs that improve:

• Prospecting effectiveness

• Opportunity progression

• Pipeline management

• Forecast quality

• CRM data quality

• Sales manager effectiveness

• Seller productivity

• Partner with Sales Leadership to embed AI into daily workflows and operating rhythms

Lead AI Experimentation & Innovation

• Design and execute pilots, proof-of-concepts, and controlled experiments.

• Establish methodologies for measuring AI effectiveness and business impact.

• Develop playbooks and best practices for scaling successful use cases.

• Maintain a portfolio of AI opportunities and recommended initiatives.

• Serve as the organization's thought leader on AI applications within Revenue Operations and sales.

Strategic Analytics & Value Realization

• Build measurement frameworks that quantify the impact of AI initiatives.

• Define productivity, efficiency, adoption, and revenue performance metrics.

• Deliver executive-level insights and recommendations based on quantitative analysis.

• Create dashboards and reporting that track realization of business value.

• Identify opportunities for continuous improvement and optimization.

Influence Cross-Functional Transformation

• Partner with Sales, Revenue Operations, RevTech, Enablement, Product & Technology, and Data teams to deliver AI initiatives.

• Translate business challenges into clear operational and technology requirements.

• Influence priorities and investment decisions through data-driven recommendations.

• Facilitate alignment among senior stakeholders and executive sponsors.

• Drive organizational adoption of new ways of working enabled by