Sales Analyst, Funnel & Revenue Optimization

Who We Are At Justworks, you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people. We’re helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We’re data-driven and never stop iterating. If you’d like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we’d love to hear from you. We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team. Our Values If this sounds like you, you’ll fit right in. About the Role We are hiring a Senior Analyst, Funnel & Revenue Optimization to own analysis and optimization of our hybrid SMB revenue engine. This role sits within Revenue and is accountable for driving measurable improvements in conversion, velocity, and revenue efficiency across both self-service and sales-assisted motions. Our model is hybrid by design — prospects can convert entirely self-serve, engage with sales, or move between both paths. This role ensures that interplay works efficiently and drives revenue outcomes. This is not a traditional reporting-focused analytics or RevOps role. We are looking for a strategic, systems-oriented operator who can diagnose friction in the funnel, quantify tradeoffs across motions, and recommend structural improvements tied directly to revenue performance. This is an individual contributor role with high cross-functional influence. What You’ll Own Hybrid Funnel Ownership & Analysis Own analysis of the end-to-end customer journey across self-service and sales-assisted funnels Identify drop-off points, stalled opportunities, and friction between product-led and sales-assisted motions Evaluate assist rates (self-serve → sales and sales → self-serve) and quantify incremental revenue lift from sales involvement Analyze activation behavior, product-qualified signals, and usage thresholds that influence conversion Quantify the impact of routing logic, qualification criteria, and lead scoring on downstream revenue Establish and maintain clear funnel stage definitions across product analytics and CRM systems Revenue Motion Optimization Recommend structural changes to improve conversion rates, velocity, and revenue efficiency Determine when prospects should remain self-serve versus be routed to sales based on revenue impact Improve time-to-conversion and reduce revenue leakage across both motions Analyze pricing tier movement, packaging effectiveness, discounting trends, and upgrade behavior Evaluate rep effectiveness in accelerating SMB deal cycles Model tradeoffs between self-serve revenue and sales-assisted conversion Revenue-Focused Marketing Partnership Translate marketing funnel performance into downstream revenue outcomes (not just top-of-funnel metrics) Identify acquisition sources, segments, and campaigns that generate high-quality revenue Inform marketing investment decisions using conversion, expansion, and retention data Partner with Marketing to refine targeting, qualification thresholds, and campaign strategy — while maintaining revenue ownership Process, Systems & Instrumentation Improve funnel instrumentation and event tracking across product and CRM systems Define and standardize core hybrid funnel KPIs tied directly to revenue performance Build models that connect acquisition, activation, sales engagement, conversion, and expansion Ensure clean attribution, consistent stage definitions, and data integrity across systems Partner with Data and Engineering to improve tracking accuracy and reporting reliability Strategic Insights & Forecasting Run deep-dive analyses on underperforming segments and stalled cohorts Surface leading indicators of conversion, expansion, and churn risk Forecast revenue impact of proposed funnel or process changes before implementation Identify expansion and upsell opportunities within the SMB customer base Present clear, revenue-driven recommendations to GTM and executive leadership How You Will Do Your Work In the Senior Revenue Analyst role, how results are achieved is paramount for your success and ultimately result in our success as an organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following competencies: Good judgement - You apply critical thinking to ambiguous problems, connect leading indicators to outcomes, identify confounding factors, understand risks, and recommend practical mitigation strategies. Resourcefulness - You take a can-do approach, work with imperfect data, and improve systems iteratively - shipping v1 measurement quickly and strengthening it over time. Teamwork and communication - You document clearly, collaborate effectively, and translate analytical findings into recommendations that Sales/AD/Marketing/RevOps leaders can act on. Influence and leadership - You build trust in metrics, align stakeholders on definitions, drive decisions through evidence, and foster a culture of experimentation and continuous improvement. Skills and knowledge - You actively learn and apply best practices in GTM analytics, experimentation, and modeling to continually enhance how we measure and improve expansion performance. In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for: Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and have a strong desire to know and help others. Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others. Grit - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude. Integrity - Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example. Simplicity - Be like Einstein: “Everything should be made as simple as possible, but no simpler. What We’re Looking For Experience 5–7 years of experience in revenue analytics, growth analytics, product analytics, or funnel optimization Experience in a PLG or hybrid PLG + sales environment strongly preferred Demonstrated experience analyzing high-volume SMB funnels Track record of influencing GTM or revenue process improvements based on data Experience working cross-functionally with Sales, Marketing, Product, and Revenue leadership Technical Skills Advanced SQL skills and comfort working with event-level product and CRM data Experience with product analytics tools (e.g., Mixpanel, Amplitude, Heap) Experience with BI and visualization tools (e.g., Looker, Tableau, Mode) Strong understanding of SaaS metrics including ARR, MRR, CAC, LTV, retention, and expansion Experience evaluating experiments, cohort performance, and funnel conversion trends Mindset & Operating Style Systems thinker who understands how product, marketing, and sales motions interact Revenue-oriented and outcome-driven Comfortable operating in ambiguity and challenging existing assumptions Able to translate complex analysis into clear, actionable business recommendations Strong communicator with executive-level presence Why This Role Matters Our hybrid SMB revenue model is one of our highest-leverage growth opportunities. Optimizing how customers move between self-service and sales-assisted paths has a direct impact on revenue performance. This role will shape how our revenue engine works, not just report on how it performs. The base wage range for this position based in our New York City Office is targeted at $109,000-$119,900 per year. #LI-DG2 #LI-Hybrid Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location. Salary ranges for positions based in other locations may differ based on the cost of labor in that location. For more information about Justworks’ Total Reward Philosophy, including all of the perks and benefits we are proud to offer our team members, please visit Total Rewards @ Justworks. Diversity At Justworks Justworks is committed to maintaining a workplace where diversity of identity, culture, and life experience is the norm and is celebrated authentically and respected consistently. Diversity in our work, our people, and our product drives creativity and innovation, entrepreneurial leadership and integrity, competitiveness, and collaboration throughout our business and in the market. We depend on our differences to make our team stronger, our workplace more dynamic, and our product accessible to all of our customers. We’re proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital or familial status, disability, pregnancy, gender identity or expression, veteran status, genetic information, or any other legally protected status. Justworks is fully dedicated to providing necessary support to candidates with disabilities who may require reasonable accommodations. We also provide reasonable accommodations to employees based on their sincerely held religious beliefs, as well as for other covered reasons consistent with applicable federal, state, and local laws. If you're in need of a reasonable accommodation, please reach out to us at accommodations@justworks.com. Your comfort and success matter to us, and we're here to ensure an inclusive experience. Our DEIB Report