Senior Analyst, Funnel & Revenue Optimization
Justworks, New York, NY, United States
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.
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
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.
Base Salary The base wage range for this position based in our New York City Office is targeted at $109,000–$119,900 per year.
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.
Justworks is 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. With guidance, we provide accommodations consistent with applicable federal, state, and local laws. If you require 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
#J-18808-Ljbffr
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.
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
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.
Base Salary The base wage range for this position based in our New York City Office is targeted at $109,000–$119,900 per year.
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.
Justworks is 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. With guidance, we provide accommodations consistent with applicable federal, state, and local laws. If you require 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
#J-18808-Ljbffr