Founded in 2016, Katalon is the leading provider of a modern, comprehensive quality management platform. Katalon Platform enables quality assurance, DevOps, and software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently.
Since its first launch, Katalon has experienced tremendous growth, serving more than 100,000 users across 30,000 teams, many of which are in the Fortune Global 500, such as PwC, KPMG, Abbott, etc. Katalon is recognized as a top automation tool by prestigious review sites, such as Gartner, Capterra, and IT Central Station.
Internal Role Title: Senior RevOps Analyst
About this role:
As Katalon accelerates toward the next stage of growth, we are seeking a Senior Revenue Strategy & Planning Analyst to lead our revenue forecasting and business performance analysis. This is a high-impact role responsible for delivering accurate forecasts, actionable insights, and enabling data-driven decision-making across our global GTM organization.
You will partner closely with leaders in Sales, Marketing, Customer Success, Finance, and RevOps, playing a critical role in revenue planning, sales capacity modeling, and driving operational excellence. This is an individual contributor role designed for someone who thrives in a fast-paced SaaS environment, enjoys solving complex business problems with data, and has a track record of owning and delivering forecasting processes with precision.
Key Responsibilities:
1. Revenue Forecasting & Planning
- Own and lead Katalon’s annual revenue planning and monthly/quarterly forecasting processes in partnership with Sales, CS, Marketing, and Finance.
- Build and iterate forecasting models that integrate both top-down strategy and bottom-up pipeline data to deliver predictable, accurate revenue forecasts.
- Conduct scenario planning and sensitivity analyses to inform annual planning and long-range growth strategies.
- Support sales capacity and quota planning, ensuring alignment with revenue targets, hiring plans, and productivity assumptions.
2. Business Performance Analysis & Insights
- Analyze GTM performance metrics including conversion rates, pipeline coverage, deal velocity, churn, retention, and expansion to identify risks and opportunities.
- Provide proactive, data-driven recommendations to Sales and CS leaders to drive pipeline health, forecast accuracy, and revenue growth.
- Collaborate with Customer Success and Account Management teams to optimize renewal and expansion strategies, improving Net Revenue Retention (NRR).
3. Executive Reporting & Leadership Support
- Build and deliver executive dashboards and board-level presentations on revenue performance, forecast accuracy, and key business drivers.
- Provide insights and recommendations that inform QBRs, leadership planning sessions, and board meetings.
- Enable self-service analytics through scalable reporting and dashboards tailored to the needs of GTM stakeholders and leadership.
- Act as a trusted advisor to Sales, CS, and RevOps leaders on forecast health, business performance, and strategic planning.
4. Process Improvement & Operational Efficiency
- Continuously improve forecasting and planning processes, focusing on efficiency, scalability, and accuracy as Katalon grows.
- Partner with RevOps and Finance teams to automate reporting workflows, ensuring data integrity and process reliability across systems (Salesforce, BI tools, spreadsheets).
- Support the implementation and optimization of forecasting and planning tools.
