Mat, Senior Revenue Operations Analyst at FullStory: Advize Career Interview
A career journey starting with entrepreneurial ventures like owning a DJ company and co-founding a software firm, led to a Senior Revenue Operations Analyst role at FullStory.
This path highlights the blend of technical and strategic skills needed, encompassing platform administration, data analysis for revenue generation, and process improvement.
A typical day involves meetings, project review, automation, reporting, and presentations, showcasing a dynamic role impacting sales, customer experience, and executive decisions.
Success requires strong analytical and communication skills, along with empathy and patience.
The most rewarding aspect is simplifying colleagues' work, while the biggest challenge is mastering technical aspects of the role, like Salesforce.
The tech industry's ever-evolving nature, particularly the digital experience sub-industry, is a source of excitement. Key traits for thriving in this field include initiative, empathy, and a collaborative approach.
A crucial lesson learned was that asking questions is a strength, not a weakness.
A business and entrepreneurship background, coupled with early self-employment, provided a valuable foundation, with entry-level options including sales development rep, customer success manager, sales operations analyst, or deal desk analyst.
The high-value contracts initially presented a challenge, but understanding that everyone strives for success made this aspect manageable.
The experience growing up in a low-income family fueled a desire for financial stability, eventually leading to a rewarding career with significant benefits.
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Mat Friedman
Senior Revenue Operations Analyst
FullStory
University of Arizona Eller College of Management, 2015
N/A
Majors
Industries
Job Functions
Traits
Business Management & Admin, Entrepreneurship
Technology
Data and Analytics
Scholarship Recipient, Worked 20+ Hours in School
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Career Path Of A Senior Revenue Operations Analyst At FullStory
Mat's career journey began early, owning a DJ company from age 19, which instilled "the entrepreneurship bug," leading Mat to co-found a real estate marketing software company after college. After two and a half years, Mat transitioned to a customer success role in tech, eventually joining FullStory and moving into their current position as a Senior Revenue Operations Analyst.
Main Responsibilities of a Senior Revenue Operations Analyst at FullStory
Mat's role as a Senior Revenue Operations Analyst at FullStory centers on three key areas: maintaining "tools and processes" for go-to-market teams ("platform administration"), analyzing data to identify revenue-generating initiatives, and strategically planning and implementing process changes based on these insights. This blend of technical skills and strategic thinking is crucial for driving revenue growth.
A Day in the Life of a Senior Revenue Operations Analyst at FullStory
A Senior Revenue Operations Analyst's week includes regular meetings with the operations team, senior leadership, and customer success managers, "reviewing high priority projects in Jira" and working on tasks such as Salesforce or Catalyst automation, report creation, data visualization, and presentation preparation. This variety reflects the dynamic nature of the role and its contribution across sales, customer experience, and executive reporting.
Most Important Skills for a Senior Revenue Operations Analyst at FullStory
A Senior Revenue Operations Analyst's success hinges on "analytical skills and communication skills," utilizing tools like Excel and PowerPoint to create impactful presentations for various audiences. Beyond technical skills, empathy, curiosity, and patience are crucial for navigating the complexities of the role, acknowledging that "nothing ever goes perfectly" in a constantly evolving technological landscape.
Favorite Parts of Being a Senior Revenue Operations Analyst at FullStory
Mat's favorite aspect of their Senior Revenue Operations Analyst role at FullStory is "making people's jobs easier and more enjoyable," a stark contrast to their previous experiences as a Customer Success Manager where such operational support was lacking. This passion stems from a desire to improve the workflows of colleagues, creating a more fulfilling work environment through automation and program development.
Biggest Challenges Faced By A Senior Revenue Operations Analyst At FullStory
Mat's biggest challenge as a Senior Revenue Operations Analyst, transitioning from a customer success background, is "learning as I go" the technical aspects of operations, particularly mastering Salesforce; this highlights the steep learning curve for professionals changing careers and the critical role of such platforms in modern businesses.
Favorite Parts of Working in the Tech Industry as a Senior Revenue Operations Analyst
Mat, a Senior Revenue Operations Analyst, enjoys the ever-changing nature of the tech industry, particularly the "digital experience" sub-industry, where their work focuses on improving user experience with web and mobile apps. The mission to "make a more perfect internet" is empowering, as the work directly impacts the daily lives of many.
What Type Of Person Thrives In Tech, According To A Senior Revenue Operations Analyst At FullStory
Mat, a Senior Revenue Operations Analyst, highlights three key traits for success in the tech industry: a "strong sense of initiative," empathy crucial for navigating remote work and potential communication misinterpretations, and an enjoyment of "how different parts make a whole," demonstrating a preference for collaborative problem-solving and seeing projects through from conception to completion.
What a Revenue Operations Analyst at FullStory Wishes They Had Known Before Entering the Tech Industry
Mat, a Senior Revenue Operations Analyst, found the high-value contracts ("six-figure contract value is not uncommon") initially intimidating, but learned that the key is remembering "everybody's trying to do their jobs to the best of their ability." This realization helped Mat overcome the initial apprehension and become comfortable discussing large sums of money in a B2B SaaS environment.
Entry-level Positions For Aspiring Revenue Operations Analysts At FullStory
For undergraduate students interested in business-side software roles, Mat, a Senior Revenue Operations Analyst, highlights "sales development rep" as the most common entry-level position, while "customer success manager" offers another viable path, particularly given its high demand. Additionally, students with IT or management information systems backgrounds may find opportunities as "sales operations analyst" or "deal desk analyst" roles.
Significant Career Lesson From A Senior Revenue Operations Analyst At FullStory
Mat's most significant career lesson, learned while working remotely in their first tech role, is that "asking questions or admitting that you don't know something is not a weakness, it's actually a strength". This was crucial for success given the geographical distance from more experienced colleagues, demonstrating that proactively seeking help fosters collaboration and ultimately career growth.
College Experiences That Helped A Senior Revenue Operations Analyst At FullStory Succeed
Mat's double major in business management and entrepreneurship, specifically the entrepreneurship coursework, proved invaluable. The classes provided a strong foundation in key terminology such as "customer acquisition costs" and "lifetime value," allowing Mat to understand both "micro conditions" within a company and the "macro conditions" of a company's lifecycle, proving especially beneficial when joining an early-stage company.
How Identity Has Influenced a Senior Revenue Operations Analyst at FullStory's Career
Growing up in a low-income family instilled in Mat a strong desire for financial self-sufficiency, leading to a debt-free college graduation and self-employment as a DJ at 19. While Mat enjoyed the freedom of self-employment, the experience also highlighted the benefits of a salaried position with "really great benefits," allowing for greater financial freedom and personal growth.
Advizer Personal Links
linkedin.com/in/matfriedman