Senior Revenue Operations Analyst

Rithum™ is the world’s most trusted commerce network, accelerating how brands, suppliers, and retailers work together to deliver seamless e-commerce experiences. We provide an unmatched platform for brands and retailers, enabling them to accelerate growth, optimise operations across channels, scale product offerings and enhance margins. Today, more than 40,000 companies trust Rithum to grow their business across hundreds of channels, representing over $50 billion in annual GMV. Using our commerce, marketing, and delivery solutions, our customers create optimised consumer shopping journeys from beginning to end.

As an AI-first organization, Rithum expects employees across all roles to leverage AI and technology to improve efficiency, streamline workflows, and create scalable ways of working. As a Senior Revenue Operations Analyst, you own the commercial intelligence that powers how our Sales organisation targets, prioritises, and wins. You are the analytical engine behind our Ideal Client Profile, our account and contact strategy, and our understanding of what separates the clients we win from the ones we lose. You translate market, account, and buying committee signals into clear recommendations that shape where AEs spend their time and how Marketing and Sales build pipeline.

As a member of the Sales Strategy & GTM team within Global Revenue Operations, you partner closely with Sales leadership, Marketing, and Enablement to refine ICP, design account prioritisation frameworks, and govern our enrichment and data strategy. You bring rigour to questions that today are answered by intuition: who should we be selling to, who should we be talking to inside those accounts, and why are we winning or losing? Your work translates directly into sharper targeting, higher conversion, and a more disciplined commercial motion.

Responsibilities

• ICP Definition & Refinement
  • Own the ongoing definition, validation, and refresh of the Ideal Client Profile across new business and expansion motions.
  • Build and maintain account-level scoring models combining firmographic, technographic, behavioural, and intent signals.
  • Refresh ICP on a defined cadence as market dynamics, win/loss patterns, and product mix evolve.
• Account & Contact Strategy
  • Design account tiering and prioritisation frameworks to concentrate AE effort on the highest-propensity opportunities.
  • Conduct whitespace, TAM/SAM, and segment penetration analysis globally to surface under-served opportunities.
  • Provide analytical inputs into territory design, named-account selection, and annual planning.
  • Build target-list recommendations in partnership with sales leadership and Marketing.
  • Map buying committees on won and lost deals to identify which personas drive successful outcomes.
  • Analyse persona coverage across target accounts; surface contact gaps for Account Executive action.
  • Define the personas, titles, and seniority profiles that correlate with deal velocity and win rate.
  • Align Sales and Marketing outreach motions with proven buying committee patterns.
• Data Enrichment Strategy & Governance
  • Define account and contact data quality standards in Salesforce.
  • Evaluate, recommend, and manage the enrichment vendor strategy (e.g. ZoomInfo, Lusha).
  • Design the enrichment logic: what data we acquire, on which accounts, at which trigger points.
• Market & Segment Intelligence
  • Track market trends, competitor moves, and external signals relevant to ICP and segment strategy.
  • Provide intelligence inputs into annual planning, QBR preparation, and board-level narratives.
  • Identify emerging segments, verticals, or geos that warrant strategic investment focus.
• Cross-functional Partnership
  • Operate as the strategic thought partner to Sales leadership on targeting, prioritisation, and segment strategy.
  • Partner with Marketing on ICP-aligned campaigns, ABM, and persona-led positioning.
  • Work with Sales Enablement to align persona-specific content with buying committee intelligence.
  • Contribute underlying intelligence and narrative inputs to QBR and Board preparation.

Qualifications

Minimum Qualifications

• 3+ years of experience in revenue operations, sales strategy, commercial analytics, market research, or an equivalent analytical role.
• Experience manipulating large amounts of data in Excel; experience in SQL or other relational databases a plus.
• Experience with Salesforce or equivalent and a willingness to learn new technology systems.
• Able to operate independently with little to no supervision, a self-starter with a high level of motivation to go above and beyond.
• Strong written and verbal communication; able to translate analysis into a clear narrative for senior stakeholders.
• Experience using AI tools (ChatGPT, Copilot, Claude, etc.) to accelerate and elevate your outcomes; including but not limited to communication drafting, data analysis, prompt engineering, and/or documentation.

Preferred Qualifications

• Bachelor’s or advanced degree in a related field or discipline.
• Prior experience in B2B SaaS, e-commerce, or marketplace businesses a plus.
• Experience with using data visualisation tools to manipulate data and generate insights (Tableau, Salesforce, PowerBI).
• Experience designing or refining ICP, account scoring, or segmentation frameworks.
• Experience with data enrichment vendors (e.g. ZoomInfo, Lusha, 6Sense) and contact data strategy.
• Ability to translate complex findings in a structured and clear manner to non-technical audiences.
• Passion for utilising insights and data storytelling to drive business decisions at all levels of the organisation.

Travel Required Up to 10%

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

What it’s like to work at Rithum

When you join Rithum, you can expect to work with smart risk-takers, courageous collaborators, and curious minds. As part of the Rithum team, you are valued, supported, and included. Guided by a transparent culture and accessible, approachable leadership, we offer career opportunities aligned to your ambitions and talents. To ensure work and life balance works for you, we also offer an array of resources to support you and your families, including comprehensive benefits and wellness plans.

At Rithum you will:

• Partner with the leading brands and retailers.
• Connect with passionate professionals who will help support your goals.
• Participate in an inclusive, welcoming work atmosphere.
• Achieve work-life balance through remote-first working conditions, generous time off, and wellness days.
• Receive industry-competitive compensation and total rewards benefits.

Benefits

• Enhanced Private Medical Insurance and a Health Cash Back Plan.
• Life insurance & disability benefits.
• Pension plan with 4% Company match.
• Competitive time off package with 25 Days of PTO, 8 Company-paid Holidays, 2 paid floating holidays (new in 2026!), 10 paid sick days, 2 Wellness days and 1 Paid Volunteer Day.
• £45/month Remote work stipend for internet.
• Access to tools to support your wellbeing such as the Calm App and an Employee Assistance Program.
• Professional development stipend and learning and development offerings to help you build the skills and connections you need to move forward in your career.
• Charitable contribution match per team member.

Rithum is an equal opportunity employer. We are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other protected characteristic. All employment is decided on the basis of qualifications, merit, and business need. We're committed to providing reasonable accommodations in accordance with the law for qualified applicants. If you require assistance during the interview process due to a medical condition or need support accessing our website or completing the application process, please reach out to us by completing the Accommodations Request Form. Your comfort and accessibility are important to us, and we're here to ensure a seamless experience as you explore opportunities with our team.