We are seeking a detail-oriented and analytical Revenue Operations Analyst to support and optimize our go-to-market insights and incentive compensation programs. Sitting at the intersection of Sales, Finance, HR, and Operations, this role plays a key part in ensuring accurate incentive compensation, scalable processes, and data-driven decision-making that fuel revenue growth in the EdTech space. Success in this position requires strong analytical capabilities, sound independent decision-making, and the ability to drive accuracy and operational excellence across compensation workflows.

The ideal candidate has experience in sales compensation administration, brings strong analytical and problem-solving skills, and is motivated by improving systems and processes within a mission-driven organization.

In This Role You Will

Compensation & Incentives

Administer and maintain sales and revenue-related compensation plans, including quotas, commissions, bonuses, and spiffs, ensuring accurate and timely calculations and payouts.
Maintain and update compensation policies, plan rules, and governance documentation; ensure consistent application of rules and controls. Independently perform calculations, audits, reconciliations, and issue resolution with minimal oversight; escalate when appropriate.
Support the annual sales compensation planning cycle and adhoc adjustments (e.g., midyear plan updates, territory/quota changes).

Revenue Operations & Analytics

Analyze plan performance, trends, and behavioral impact; prepare insights and recommendations for review.
Contribute to dashboard development and enhancement within the compensation tool (e.g., Forma.ai) and BI environment to improve rep and leadership visibility.
Monitor data integrity across Salesforce, Gainsight, Forma.ai, and Looker/Tableau; track and resolve discrepancies.
Identify trends, risks, and opportunities related to sales performance and incentives
Support audit readiness and compliance activities; maintain accurate records, controls, and approvals related to compensation payouts.

Systems & Process Optimization

Serve as a subject matter expert for the sales compensation tool (Forma.ai)
Partner with RevOps teams to improve workflows, automation, and scalability
Support Salesforce data hygiene and alignment with compensation logic
Assist with audits, reconciliations, and compliance related to compensation payouts

Cross-Functional Collaboration

Act as a trusted partner to Sales, Finance, HR, and Legal on compensation-related questions
Support enablement efforts by helping stakeholders understand compensation plans and metrics
Respond to and resolve compensation inquiries with clear, accurate interpretation of plan rules; provide transparent, stakeholder-appropriate explanations.

Core Competencies For Success

Compensation Accuracy & Integrity: Demonstrates exceptional attention to detail and a commitment to accuracy when administering complex incentive compensation plans, ensuring trust and credibility with sales teams and leadership.
Analytical & Data-Driven Thinking: Uses data to evaluate compensation effectiveness, identify trends, and surface insights that inform revenue and incentive strategy decisions.
Systems & Process Mindset: Thinks in scalable systems and workflows; proactively identifies opportunities to automate, document, and improve compensation and revenue operations processes.
Cross-Functional Collaboration: Effectively partners with Sales, Finance, HR, Legal, and Operations to align compensation programs with business goals and compliance requirements.
Business Acumen: Understands how compensation influences seller behavior, pipeline health, and revenue outcomes—particularly within EdTech sales models.
Problem Solving & Ownership: Takes ownership of issues from identification through resolution, balancing speed, accuracy, and stakeholder impact.

Credentials And Experience

Bachelor’s degree in Business, Finance, Economics, Analytics, or a related field.
Experience working in EdTech or SaaS GTM environments, preferred.
3+ years' experience in incentive compensation, revenue operations, sales operations, or a related analytical discipline.
Advanced Excel/Google Sheets skills (e.g., nested formulas, lookups, pivots, error checking); proficiency working with large datasets and data validation.
Exposure to Gainsight and data alignment across multiple systems (Salesforce ↔ compensation tool ↔ BI), preferred.
Working experience with sales compensation platforms (e.g., Forma.ai, Xactly, or similar) and CRM (Salesforce preferred).
Proficiency with BI tools (e.g., Looker, Tableau) and experience using dashboards to inform recommendations.
Demonstrated ability to perform complex calculations with exceptional accuracy; strong organizational skills and attention to detail.
Clear, concise written and verbal communication; ability to translate technical compensation concepts for nontechnical stakeholders.
Legal right to work in the United States.

This role is designed to be hybrid. You can expect to work primarily in a typical office setting, with in-office presence expected on Tuesdays and Wednesdays in line with company policy.

The hiring range for this position is between $75,000 - $90,000 annually, however, base pay offered may vary depending on job-related knowledge, skills, experience, and location. Additionally, this position is eligible for an Annual Target.

At Discovery Education, we are fulfilling our mission of preparing learners for tomorrow by creating innovative classrooms connected to today's world.

Serving more than 4.5 million educators and 45 million students, available in approximately half of U.S. classrooms and primary schools in the UK, and more than 140 countries around the globe; we are on a journey to transform teaching and learning though innovative partnerships with school districts, states, ministries of education, and other like-minded organizations.

We have built an award-winning and highly reputable organization because of talented and driven people who work together to accelerate student achievement by tapping into students' natural curiosity and desire to learn by capturing their minds and imagination through the fascination of Discovery.

Why Join Discovery Education?

Discovery Education believes empowering each team member is vital to cultivating high performing, highly engaged teams. Being a part of our team means we partner together to achieve mutual goals. To this end, Discovery Education offers a robust and comprehensive insurance package. You can find a complete listing on our Career Page.

Along with traditional insurance offerings, our inclusive offerings center around:

Career Development Ownership - Be the driver of your success!
Continuing Education AND Tuition Reimbursement Programs
Mentorship program and collaboration with veteran leaders
Constant opportunities for cross-functional training and skill building
Uncapped career growth

Team Member Wellness – When you feel great, you do great work!

Leave for life’s moments including 7 recognized holidays
Take PTO without the vacation guilt
Up to 12 weeks of Paid Parental Leave
Annual Winter Holiday Break (typically the last week of December)

This opportunity is perfect for people interested in joining a high-performing, collaborative team, who enjoy a dynamic industry, and are excited about high-impact, project-based work.

Inspired? We would love the opportunity to review your candidacy! Select the blue “Apply Now” button at the bottom left of the screen to begin your application.

Discovery Education is an equal opportunity employer. Discovery Education is committed to being an employer of choice, not just a good place to work, but a great and inclusive place to work. To that end, we strive to recruit and maintain a workforce that meaningfully represents the communities we serve. Qualified applicants will receive consideration for employment without regard to their race, color, religion, national origin, sex, sexual orientation, gender, protected veteran status or disabled status, or genetic information.

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Revenue Operations Analyst