Sales Strategy and Operations, Senior Analyst

ABOUT BROWSERBASE Browserbase is the complete platform to build and deploy agents that browse and interact with the web like humans. We provide one API key for agents to search and fetch information, fill out forms, and replicate user actions. We are a Series B company that grew revenue 5x in 2025 and are still growing fast. Backed by Kleiner Perkins, CRV, and Notable Capital, our team is building on our CEO's founding vision to power the world's best AI tools and help everyone automate the web. We sell a usage-based product through two motions that feed each other: a self-serve funnel that thousands of developers enter on their own, and an enterprise sales team that turns the best of those into large, expanding accounts. That combination is what makes the operations problems here worth solving. ABOUT THE ROLE This is a founding hire on the Revenue Operations team and the first one focused squarely on sales strategy and analytics. You will report to and work in close partnership with our RevOps Lead. This role is based in San Francisco, and we are open to New York or Austin for the right candidate. We are past the stage where the hard problem is getting the CRM clean. Usage-based pricing breaks a good part of the standard B2B SaaS playbook, and the interesting work now is figuring out what rebuilds it correctly for Browserbase. Firmographic segmentation does not predict much when the thing that actually matters is consumption behavior. A self-serve account that looks small on paper can become a top customer in a quarter, and a large logo can quietly draw down without ever showing up as churn. Forecasting has to hold new business and expansion at the same time. Pipeline targets have to work backward from a revenue number the product itself partly generates. WHAT YOU'LL DO - Segmentation analysis. Run the closed-won and expansion analysis that tells us how we should be carving the market, then pressure test what it implies for coverage, account assignment, and quota. - Forecast modeling and inspection. Build and maintain the forecast model, prep the weekly call, inspect the deals behind the number, and flag where it is likely wrong before anyone else notices. - Funnel and pipeline analytics. Instrument the funnel from self-serve signup to PQL to SQO to closed-won to expansion. Surface the conversion points worth fixing and come with a recommendation, not just a chart. - Quota and capacity modeling. Build the capacity models, quota scenarios, and SDR target math that Sales leadership and Finance make decisions from. Model the levers before we pull them. - Systems troubleshooting. Understand the systems generating our numbers (HubSpot, Snowflake, Stripe, product data) well enough to triage them. - Market sizing and targeting. Use enrichment tooling to size segments, build target account lists, and support outbound planning. - Deal desk support. Help on pricing approvals and deal structure as volume grows. Secondary to everything above, but part of the job. WHAT WE'RE LOOKING FOR Someone who thinks in funnels. You should look at a pipeline report and immediately want to know what is underneath it, then go get it yourself. Scope gets handed to you here, but curiosity does not. We are looking for someone who does not stop at the edge of the question they were given. Equally important, you can talk to sales people. Your customers here are internal (Sales, Growth, Demand Gen, and Customer Success), and none of this work lands if reps and managers do not trust you. You should be comfortable walking a Head of Sales through your analysis, and just as comfortable being told you are wrong. You will get your priorities and strategic direction from the RevOps Lead. We are not asking you to set GTM strategy. We are asking you to do the thinking that makes the strategy right, and to push back when the data says something different. MUST HAVES - 3 to 5 years in sales operations, revenue operations, sales strategy, or GTM strategy and operations at a B2B SaaS or developer tools company. A consulting or finance background with at least two years in an operating seat also works. - Real analytical chops. You can build a segmentation analysis, a capacity model, and a forecast, and you know which one the question calls for. SQL or equivalent, plus actual modeling, not just pivot tables. - You can take a defined piece of a larger problem and run it to a real answer without needing to own the whole thing. - Hands-on with HubSpot or Salesforce. You know the objects, the reporting layer, and where the data actually comes from. - You have worked on a forecast before and understand what makes one wrong. - Strong written communication. You can turn an analysis into a one page recommendation that a sales leader will act on. - Genuine AI tooling fluency. You use Claude, Codex, or similar to write queries, prototype internal tools, and move faster. When building something yourself is the fastest path, you build it. - Low ego, high ownership. We are small and the job will change. NICE TO HAVES - Usage-based or consumption pricing experience. You know why ARR is a lossy way to describe this kind of business. - Experience supporting both self-serve and enterprise motions, and an instinct for how they should reinforce each other. - Clay, Amplemarket, Outreach, or similar for enrichment, TAM building, and outbound tooling. - Quota and comp plan design experience. We are not hiring a dedicated comp analyst, but knowing how plans behave is valuable. - Snowflake, dbt, or a BI tool like Hex, Looker, or Tableau. - Deal desk or CPQ exposure. - You have been an early ops hire before and know what breaks between Series B and Series C. BENEFITS - Competitive salary + meaningful early-stage equity - Comprehensive medical, dental, and vision coverage for you and your dependents - 401(k) - Daily catered lunches with a fully-stocked kitchen - Beautiful office in downtown San Francisco - All the AI tools + credits you want - Regular team offsites and company events