About the role
Rithum™ is the world’s most trusted commerce network, accelerating how brands, suppliers, and retailers work together to deliver seamless e-commerce experiences. We provide an unmatched platform for brands and retailers, enabling them to accelerate growth, optimise operations across channels, scale product offerings and enhance margins. Today, more than 40,000 companies trust Rithum to grow their business across hundreds of channels, representing over $50 billion in annual GMV. Using our commerce, marketing, and delivery solutions, our customers create optimised consumer shopping journeys from beginning to end. Overview As an AI-first organization, Rithum expects employees across all roles to leverage AI and technology to improve efficiency, streamline workflows, and create scalable ways of working. As a Senior Revenue Operations Analyst, you own the commercial intelligence that powers how our Sales organisation targets, prioritises, and wins. You are the analytical engine behind our Ideal Client Profile, our account and contact strategy, and our understanding of what separates the clients we win from the ones we lose. You translate market, account, and buying committee signals into clear recommendations that shape where AEs spend their time and how Marketing and Sales build pipeline. As a member of the Sales Strategy & GTM team within Global Revenue Operations, you partner closely with Sales leadership, Marketing, and Enablement to refine ICP, design account prioritisation frameworks, and govern our enrichment and data strategy. You bring rigour to questions that today are answered by intuition: who should we be selling to, who should we be talking to inside those accounts, and why are we winning or losing? Your work translates directly into sharper targeting, higher conversion, and a more disciplined commercial motion.
Responsibilities ICP Definition & Refinement Own the ongoing definition, validation, and refresh of the Ideal Client Profile across new business and expansion motions Build and maintain account-level scoring models combining firmographic, technographic, behavioural, and intent signals Refresh ICP on a defined cadence as market dynamics, win/loss patterns, and product mix evolve Account & Contact Strategy Design account tiering and prioritisation frameworks to concentrate AE effort on the highest-propensity opportunities Conduct whitespace, TAM/SAM, and segment penetration analysis globally to surface under-served opportunities Provide analytical inputs into territory design, named-account selection, and annual planning Build target-list recommendations in partnership with sales leadership and Marketing Map buying committees on won and lost deals to identify which personas drive successful outcomes Analyse persona coverage across target accounts; surface contact gaps for Account Executive action Define the personas, titles, and seniority profiles that correlate with deal velocity and win rate Align Sales and Marketing outreach motions with proven buying committee patterns Data Enrichment Strategy & Governance Define account and contact data quality standards in Salesforce, Evaluate, recommend, and manage the enrichment vendor strategy (e.g. ZoomInfo, Lusha) Design the enrichment logic: what data we acquire, on which accounts, at which trigger points Market & Segment Intelligence Track market trends, competitor moves, and external signals relevant to ICP and segment strategy Provide intelligence inputs into annual planning, QBR preparation, and board-level narratives Identify emerging segments, verticals, or geos that warrant strategic investment focus Cross-functional Partnership Operate as the strategic thought partner to Sales leadership on targeting, prioritisation, and segment strategy Partner with Marketing on ICP-aligned campaigns, ABM, and persona-led positioning Work with Sales Enablement to align persona-specific content with buying committee intelligence Contribute underlying intelligence and narrative inputs to QBR and Board preparation