Who we are…

Founded in 2002, ELMO Software is the trusted provider of HR technology solutions to 2,000+ mid-sized organisations and more than one million end users across Australia and New Zealand.With a comprehensive suite of ISO-certified solutions that span the full employee lifecycle, ELMO Software is designed to scale as organisations grow. Flexible and configurable, ELMO’s one-stop HRIS fits to your specific needs and workflows.Through powerful technology, automation, data and analytics, ELMO Software empowers HR professionals to play an integral role in company decision making.

Life & Culture...

At ELMO you will be joining an epic team with the opportunity to make a big impact. We foster an authentic, collaborative, fun working environment and being an ELMOnian means you're part of an amazing team that will push you to grow, support you with challenges and allow you to shine. Some of our benefits include:

- Hybrid work set up
- Paid Parental leave - 12 weeks primary, 6 weeks secondary
- Birthday leave, YOU day each year, as well as connecting people leave (up to 2 weeks working from anywhere)
- Inhouse Learning and Development initiatives
- ELMO Social and Diversity clubs
- Wellbeing initiatives
- Mental Health/EAP programs
- Flare Benefits (great discounts, novated leasing, salary sacrifice)

Our values:

- Reimagine What's Possible - We believe innovation is human at its core. By staying open, fearless, and adaptive, we continuously push boundaries - while keeping people at the heart of everything we do.
- Obsess over Customers – Everything we do is designed to positively impact our customers.
- Help Others Thrive - Be they colleagues, communities or customers, we champion ways to help others thrive.
- Be Fearlessly Optimistic - We bring unwavering positivity to any challenge, as we know it will drive meaningful change.

Please note: Our internal Talent Acquisition team has got this covered, we’re not open to using an agency for this role.

Job Description

About the Role

ELMO is moving to one view of go-to-market performance: New Business, Existing Business and Marketing read from one place, aligned to Finance reporting, on data the business trusts. Getting there depends less on building more dashboards and more on the foundations underneath them: one agreed definition for every metric, a clear data model, a named owner and an authoritative source for every critical object, and a rule for who may change a figure and where.

The Senior Analyst, Revenue Analytics & Data Foundations is the bridge between the commercial question and the data that answers it. The role takes a requirement from Sales, Account Management, Customer Success, Marketing, Finance or the executive team, works out the decision behind it, defines the metric and the logic, specifies it for the people who build, and delivers the analysis that answers it. Commercial stakeholders get an answer they can act on, and the build team gets a requirement they only have to build once.

The role also builds the data foundations from first principles: the GTM metric definitions and business glossary, the GTM data model and canonical customer identifier, the data contracts for critical objects, and the analytical layer that unified reporting, forecasting and pricing models stand on. It is a hands-on role: the person who writes the definition also builds the first version of what runs on it.

Success shows up in four places: one set of definitions in use across GTM and Finance,



so the same question gets the same number; commercial questions turned into trusted analysis quickly; unified New Business and Existing Business reporting running on a governed data model; and foundations documented well enough that they do not depend on any one person.

Key Responsibilities

Commercial requirements into BI and analytics

- Act as the translation layer between commercial stakeholders and BI and analytics: take requests from Sales, Account Management, Customer Success, Marketing, Finance and the executive team, clarify the decision behind each one, and turn it into defined metrics, logic and a build specification.
- Own the requirements for GTM reporting and analytics: purpose, definitions, sources, logic and acceptance criteria agreed before build starts, so the CRM & Sales Systems team builds once rather than reworks.
- Deliver the analysis the function reports on as standard: pipeline generation coverage and conversion, New Business and Existing Business attainment, renewals, churn and gross revenue retention, and price realisation and discount discipline.
- Build and maintain the analytical models behind commercial decisions, including cohort, realisation and forecasting inputs, and supply the data and models behind pricing, packaging and monetisation decisions.
- Turn analysis into a commercial narrative: the observation, what it means, and the recommended action, written for executive and GTM leadership audiences.
- Triage analytics requests through the function's intake and prioritisation, testing each against whether it helps win new business, grow or hold existing business, or protect margin.

Data foundations and definitions

- Own the GTM metric definitions and business glossary: one definition per metric, each with an owner, logic, authoritative source and change history, agreed with Finance wherever it touches Finance reporting.
- Design the GTM data model: the core objects and how they relate, including account, opportunity, product, contract and recurring revenue, and the canonical customer identifier across systems.
- Write and maintain data contracts for every critical object: what is captured, why, who owns it, which system is authoritative, and the quality rule it must meet.
- Define data quality rules and monitoring, and report data quality with the CRM & Sales Systems team, with Finance reporting alignment and data hygiene as the priority.
- Maintain the source and freshness register, so reporting, forecasting and the function's AI agents draw on governed, permissioned sources.
- Run change control for definitions and the data model: how a change is proposed, approved, versioned and communicated, including the written rule on who may change a forecast or reported figure and where.

Data systems and architecture

- Design the analytical architecture that unified reporting runs on, from the warehouse through the semantic and metric layer to the BI layer, working with the Lead Enterprise Solutions Architect on integration patterns and the CRM & Sales Systems team on pipelines and platforms.
- Build hands-on: SQL transformations, data models, metric logic and first-version dashboards, handed over to production with documentation and tests.
- Sequence the foundation work: map the integrations and system overlaps, remove the duplication that makes one number disagree with another, and connect the wider sources of truth last,



in priority order.
- Migrate or retire report builds held inside the CRM onto the governed data model, without interrupting the weekly reporting pack.
- Document architecture, lineage and definitions in one discoverable place, so the foundations outlast any single person.

Stakeholder engagement

- Partner with Finance and FP&A; so that GTM definitions and reporting reconcile to Finance reporting, and one number is used in every forum.
- Partner with Sales, Account Management and Customer Success leadership so that reporting reflects how they run the business, and test definitions with the leaders who live with them.
- Provide the data behind the Revenue Council, MBR and QBR rhythm, and the forecast the executive and Board decide from.
- Work with IT and Security on data access, permissioning and privacy.

Team contribution

- Work alongside the Revenue Operations analysts, drawing on and raising the quality of the function's reporting, and feeding requirements back to the Senior Manager, Growth Strategy & Revenue Operations.
- Set the analytical standards and patterns the function works to, and coach analysts across Growth & Revenue Operations on SQL, data modelling and definition discipline.
- Pair foundational work with interim answers, so commercial priorities keep moving while the long build lands.

Compliance

- Ensure compliance with ELMO’s information security and privacy policies and procedures.

Personal Attributes

- 5 to 8 years in revenue analytics, business intelligence, analytics engineering or revenue operations, in a B2B SaaS or comparable subscription business.
- Demonstrated translation of commercial requirements into metrics, specifications and analysis that executives have used to make decisions.
- Experience building data foundations from the ground up: metric definitions and data dictionaries, dimensional or equivalent data modelling, and data governance such as ownership, contracts and quality rules.
- Expert SQL, with hands-on experience in a modern cloud warehouse (Snowflake or equivalent), transformation tooling (dbt or equivalent) and a BI platform (Tableau or equivalent).
- Strong command of SaaS revenue metrics, including ARR, pipeline, bookings, renewals, churn and gross and net revenue retention, and of how CRM data (Salesforce or equivalent) shapes them.
- Commercial judgement: you can tell when an interim answer is right and when the foundation has to be fixed first, and you can explain the trade-off.
- AI proficiency as a working habit: daily use of AI tools across analysis, documentation and workflow.
- Clear written communication: definitions and documentation others can use without you in the room, and analysis turned into a recommendation.

Other highly regarded: Python for analysis or automation; semantic or metric layer tooling; CPQ, pricing or discount data; revenue intelligence and attribution data (Gong, HockeyStack or equivalent); HR technology, payroll or workforce SaaS; prior experience in a function in transformation.

Apply now and be part of the team shaping the future of work at ELMO!

ELMO Software Pty Ltd is an equal prospect employer, and we encourage applicants from diverse backgrounds to join our team - a commitment reflected in our Reconciliation Action Plan.

As the first software company in Australia and New Zealand to achieve ISO 42001:2023 Certification, we're passionate about responsible, secure and safe AI. Key to this role is an awareness of data privacy and security, as you'll be working with sensitive employee data in accordance with our ISO 27001:2022 Certified security policies.

📌 Senior Analyst, Revenue Analytics & Data Foundations (Sydney)
🏢 ELMO Software
📍 Sydney