Senior Strategic Operations Analyst, Sales Insights & Operations

About FareHarbor

At FareHarbor, our mission is to make experiences better for everyone. Founded in 2013 in Hawaii and acquired by Booking Holdings in 2018, FareHarbor creates powerful tools that enable our clients (think boat rentals, museums, food tours, events and more!) to operate and grow.

With over 20,000 clients across 90+ countries—we’re the largest in our industry and shaping the future of travel, together.

Our team is an ‘Ohana of 700+ people around the world. We’re passionate about pioneering an industry, embracing challenges with open arms, and delivering value to the experiences industry.

FareHarbor Core Values:

• Think Client First
• We Are One ‘Ohana
• Be Curious and Learn
• Own It.
• Act With Integrity
• Embrace the Challenge

Why FareHarbor?

Founding FareHarbor required unwavering passion. Turning a start-up into the world’s leading and largest reservation software for tours, activities, and attractions required relentless dedication and vision. To date, we’ve helped over 20,000 global businesses operate successfully and are proud to have played a role in enabling business owners to live their dreams.

And since day one, we’ve known that our real success lies in our people—the Ohana.

With each new feature launched and new client onboarded, there is a team of incredible people behind the scenes who are full of dedication, passion, energy, and the will to succeed. We encourage everyone to bring their whole selves to  work—to  believe in their abilities, to freely express their creativity, and to contribute with their own uniqueness by wearing their true colors. We take care of one another and always prioritize health and wellbeing. We give our people the space and trust to learn, to try, to succeed, to collaborate, to think outside of the box, to make mistakes, and even to fail. And then we come together to try again.

From the minute you join, you have a voice. You find your space. You make an impact. We celebrate our victories, shout our successes, and are always eager to tackle new challenges. And we can’t wait to see all that’s to come.

About the Role

The Senior Strategic Operations Analyst, Sales Insights & Operations plays a critical role in optimizing the performance and scalability of the Sales organization. This includes designing and maintaining data-driven lead pool structures, enabling targeted cohort strategies and automations, and surfacing insights that drive closed business, realization, and team efficiency across the sales organization. The role blends operational intelligence, technical fluency, and cross-functional collaboration—leveraging tools such as Excel, AI, Tableau, and SQL—to deliver scalable systems and actionable performance analytics.

The ideal candidate thrives on transforming large datasets into clear, impactful insights, building and refining structured lead pools, project managing  strategic sales cycle initiatives, and leveraging AI in innovative ways. This role also champions continuous process improvement, driving operational excellence through system design, standardized practices, and data-enabled decision-making. Success requires close collaboration with Sales leadership, Revenue Operations, Business Intelligence, Product, and Onboarding  to support organizational growth and operational maturity.

What you’ll do here:

Portfolio Strategy & Account Operations

• Lead Pool Design: Lead the creation and ongoing refinement of data-driven lead pool structures and automation across Inbound, Outbound, Sales Development, and Enterprise segments to ensure scalable and effective strategy.
• Cohort Development: Build and manage structured client cohorts based on firmographic and performance attributes to support targeted outreach and lifecycle campaigns (e.g. sequenced emails, strategic plays).
• Sales cycle Ownership Logic: Maintain and improve lead assignment systems and logic (e.g., leads entering pipeline, active leads, winbacks) to ensure alignment with business priorities and team capacity. Connect and synthesize data from multiple systems to inform segmentation decisions and surface business value.
• Sales Coverage Optimization: Partner with Sales leadership to forecast, plan, and rebalance lead assignments in line with team structure, market evolution, and sales lifecycle phase.

Insight Generation & Performance Analytics 

• Sales Metrics & Dashboards: Build and monitor KPIs related to Sales performance, closed business, and realization using SQL, Tableau, and Google Sheets. Deliver insights through clear visualizations and executive-ready reporting across macro org trends and micro lead-level detail.
• Strategic Analysis & Feedback Loops: Analyze performance trends across portfolios and cohorts, and translate findings into recommendations for Sales enablement, process improvements, and strategic campaigns.
• Self-Serve & Custom Reporting: Support scalable analytics by building both reusable dashboards and one-off strategic reports to meet evolving leadership and stakeholder needs. Utilize this data to aid in target development and tracking.

Operational Scalability & Systems Optimization

• Process Design & Improvement: Identify, document, and refine operational workflows such as lead transitions, life cycle movement, and data gathering. Champion continuous improvement with a focus on clarity, consistency, and scale.
• Internal Systems Stewardship: Act as a subject matter expert for Sales-facing tools like Close, Airtable, and Tableau. Partner with Data and Operations teams to ensure tool adoption, data hygiene, and user-friendly design.
• Standard Operating Procedures (SOPs): Co-develop and roll out SOPs for core Sales functions, ensuring clear documentation and team-wide adoption. Promote best practices related to lead prioritization, OB doc completion, Closed - lost leads, and ROE compliance.

Cross-Functional Collaboration & Strategic Initiatives 

• Sales Enablement: Create data-backed resources, training content (in conjunction with Training), and cohort insights to help AEs prioritize effort and drive impact across portfolios. Empower AEs to proactively manage leads  and identify high-opportunity areas.
• Strategic Project Support: Partner with Revenue Operations, BI, Product, and Lead Generation to support initiatives that enhance the experience of potential clients, increase revenue and decrease CaC (cost to acquire).
• Scalable Infrastructure Advocacy: Identify systemic gaps or friction points in our existing tooling that hinder AE effectiveness or scalability, and collaborate cross-functionally to propose and implement solutions.

Requirements:

• Experience with SQL and querying large, normalized datasets.
• Proficiency in Tableau, Airtable, and advanced spreadsheet modeling (Google Sheets/Excel).
• Ability to synthesize complex datasets into actionable insights.
• Strong understanding of AE strategies and lifecycle segmentation across client tiers.
• Demonstrated success in improving processes and driving adoption of SOPs at scale.
• Excellent written and verbal communication across technical and non-technical teams.
• Experience with tools like Close, Mixpanel, and Zapier is a plus.
• Familiarity with Python and other scripting languages is a bonus.

Benefits 

• Medical, dental + vision coverage
• 26 vacation days, 10 sick days & 12 paid holidays per year
• Global leave benefit 
  • 22 weeks paid parental leave 
  • 2 weeks paid grandparent leave 
  • Extended care and bereavement leave
  • Life insurance policy
• 401k + employer matching
• Social hours & events and team-building 
• Educational Opportunities
• Wellness benefits (Headspace subscription & wellness webinars)   
• Work-from-home assistance
• Hybrid friendly
• Paid volunteer hours

Salary Range: $80,482-$120,722, plus 10% bonus potential 

Please note you must be authorized to work in the United States for this position.

At FareHarbor, we believe making experiences better for everyone starts with fostering a workplace where every voice is heard and everyone is empowered to thrive. We’re committed to inclusion, welcoming all qualified job seekers to apply and join our ‘ohana.

FareHarbor is an equal opportunity employer in accordance with all applicable federal, state and local laws. We do not discriminate on the basis of race, color, religion, gender, gender identity, sex, sexual orientation, national origin, disability, age, or veteran status, or any other classification protected by federal, state, or local law. If you need adjustments during the application or interview process, or on the job, we’re here to support you. Please reach out to your recruiter to request any accommodations.

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Any offer of work (e.g. employment, assignment) will be subjected to the successful completion of pre-employment screening.