Principal Analyst, Revenue Operations

At Forrester, we're trusted to work on trailblazing, mission critical problems that business and technology leaders face today. That's why we're always looking to empower talented individuals to perform at their best every single day. We're proud of our community of smart people and vibrant voices who come together to do what's right by our clients and each other. Our success is driven by curiosity, courage and customer obsession. The confidence and drive to be bold at work. Join us and build an extraordinary future.

About This Role:

Forrester Research is seeking a Principal Analyst to be a critical member of the research team, responsible for contributing to core components of our B2B revenue operations practice. Rev ops sits at the heart of an organization's growth strategy, demanding a unique blend of strategic insight, operational efficiency, and leadership prowess. This practice serves B2B revenue, marketing, and sales operations leaders and practitioners, helping them achieve high performance - the ability to deliver great business results through process, technology, and data optimization.

The Principal Analyst, Revenue Operations will bring B2B enterprise domain expertise in revenue operations leadership including proven experience in developing operations as a strategic partner to the business and a track record for driving superior growth for their supported go-to-market functions. The Principal Analyst has a strong understanding of chief sales officer (CSO)/chief revenue officer (CRO) concerns and priorities and serves as the bridge between strategy and execution. We are looking for an individual who is passionate about rev ops and its contribution to the success of B2B organizations, and knows how to channel that passion into thought provoking, and insightful research.

Job Description:

The Principal Analyst will work as part of a high-performing research team with a strong emphasis on collaborating with others in all aspects of the job. A Principal Analyst is expected to:

• Serve as the expert for a body of research that informs clients' sales and revenue operations leaders and team members with best practices, trends, actionable tools, templates, and future thinking predictions. This research will encompass guidance on: 1) revenue management processes, technologies, and data; 2) outcome continuity across marketing, revenue development representatives, sales, and customer success; 3) optimizing the prospecting responsibility of the revenue development representative role; 4) serving as the chief of staff for sales leaders in effective sales planning; and 5) designing and managing sales compensation structures to drive meaningful behaviors.
• Collaborate with cross-functional teams and services across Forrester to develop a complete research portfolio that drives customer delight and revenue.
• Develop a deep understanding of what Forrester clients require to be successful as B2B go-to-market operations leaders.
• Conduct primary research to better understand how to optimize: 1) core revenue processes technologies, and data interpretation including the integration of sales processes with marketing and customer success; 2) revenue planning, forecasting and territory optimization; 3) sales capacity and production planning; and 4) sales variable compensation design, administration, and management. Use this research to help clients navigate operational challenges by providing assessments of current states as well as insights to desired states with actionable step-by-step guidance.
• Conduct deep analysis of sales and revenue operations challenges and preferences balanced with CSO/CRO/COO preferences and expectations.
• Create high quality, actionable, analytically deep and fact-based research content consistently throughout the year, including a media mix of written reports, tools, webinars, videos, blogs, podcasts, infographics, and other intellectual property. Build visibility for research and contribute to Forrester client communities.
• Drive and lead key technology market evaluations through our Forrester Wave and Landscape methodologies for the practice and adjacent areas.
• Consult with clients to apply Forrester's research in the context of their specific business environment and help solve their problems through inquiry, guidance, advisory, and consulting engagements.
• Present at Forrester hosted and industry-related events and deliver client webinars and speaking engagements.
• Establish an industry presence as an influential speaker and thinker, build relationships with journalists and industry groups who cover the sector, and participate in vendor briefings and field press inquiries as necessary.
• Support business development and prospect conversations as arranged by Forrester's account leadership teams.
• Foster a leadership style that drives a culture of cross-team collaboration, mentorship, integrity, and relentless positive pursuits.

Job Requirements:

• At least 10 years of experience as a director-level and above in B2B or B2B2C sales operations, revenue operations, or go-to-market operations or serving as a chief of staff to the CSO/CRO.
• A demonstrated ability to serve as an advisor to senior management and C-level clients.
• Superior client-facing communication, listening, critical thinking, and collaboration skills with researchers, subject-matter experts, and client leaders.
• Solid operational, process, technology, analytics, and planning experiences with an ability to understand and communicate vision and guide others to take action from that vision to accomplish goals.
• Experience with any of the following technology platforms is a plus: revenue orchestration, revenue intelligence, sales engagement, conversation intelligence, sales performance management, account-based sales, and CRM/sales force automation as well as AI and agentic AI use cases for sales.
• Strong knowledge of the issues and challenges that go-to-market executives and leaders face and an ability to surpass barriers when go-to-market functions interact with sales teams.
• The ability to take complex, disparate ideas and distill them into simple, provocative concepts; willingness to take a stand on outcomes with clients, vendors, press, and competition.
• A strong record of driving revenue achievement for B2B organizations.
• Superior analytical, writing, editing, and presentation skills.
• The ability to travel 25% of the time or more.

We're a network of knowledge and experience leading to richer, fuller careers. Here, we're always learning. Whether you want to hone your strengths or discover new ones, Forrester is the place to go for it. It's a place where everyone is given the tools, support, and runway they need to go far. We'll be right there beside you, every step of the way.

Let's be bold, together.

Explore #ForresterLife on:

Instagram

LinkedIn

Glassdoor

FLSA Status:

Here at Forrester, we welcome people from all backgrounds and perspectives. Our aim is for all candidates to be able to fully participate in Forrester's recruitment process. If you would like to discuss a reasonable accommodation, please reach out to accommodationrequest@forrester.com.

Forrester Research, Inc. is an Equal Employment Opportunity Employer. As a federal contractor, Forrester encourages veterans and individuals with disabilities to apply for employment.

Forrester will consider all qualified applicants with criminal histories in a manner consistent with the requirements of the San Francisco Fair Chance Ordinance.

Benefits at a Glance

Benefits at a Glance - Cambridge