BLI is looking for an experienced Revenue Operations analyst who can combine large amounts of data and bring forward actionable insights. The ideal candidate understands SaaS business motions, CRM systems, data, analytics and can support not just Sales but also GTM supporting functions - Customer Success, Solution Architects, SDR, Marketing, and Commercial Operations.
The role demands experience in sales / GTM analytics, having done prior work on topics like win-loss analysis, TAM/SAM revenue potential modeling, sales productivity, sales time spent studies, pricing analysis, segmentation, marketing lead conversion, sales activity tracking, pipeline coverage, forecasting analysis, churn analysis, renewals studies, average deal cycle time, & new prospect targeting, analysis on cross-sell/upsell opportunities within a portfolio.
Experience compiling quarterly dashboards and insights to CRO/SVP level reviews is valued. Should contribute to high-level strategic decisions with the rest of the Customer & Revenue Leadership Team.
Experience across Field Sales, Inside Sales, and Channel Sales analysis is preferred but not required. Strong experience using excel is required and an ideal candidate will also have experience with SQL, Salesforce/CRM, and marketing automation systems. The knack to collaborate across the revenue and product engine to validate hypotheses with hard data is desirable.
We are looking for someone who can roll up their sleeves and hit the road running in a fast-paced start-up environment.
A critical factor for success in this role will be the ability to provide effective and timely support to the Sales team. This role is responsible for continuous sales process improvement initiatives centered around forecasting, reporting and analysis, Salesforce.com adoption, partnering, Salesforce hygiene, and lead process management.
Ensuring corporate sales processes are understood, communicated, and practiced, developing effective reports, dashboards and preparing meaningful analysis on trends, as well as streamlining and automating processes.
Provide recommendations and support on revenue operations best practices and improve the revenue data and metrics ecosystem.
Provide thoughtful analysis on management dashboards to facilitate effective understanding of progress, achievements, and gaps, including but not limited to: pipeline analysis, closed deal analysis, competitors, etc. Communicate key information and analysis to Sales leadership.
Ensure account and opportunity data from the source is accurate. Proactively resolve any discrepancies to ensure reporting is timely and accurate.
Review weekly forecast and pipeline reports ensuring accuracy. Proactively follow-up on deals that need clarification and provide insight on the quality of forecast and pipeline.
Help build new BI dashboards as needed and provide thoughtful analysis on management dashboards to facilitate effective understanding of progress, achievements, and gaps; includes pipeline analysis, closed deal analysis, competitors, etc.
Proactively resolve any discrepancies to ensure reporting is timely and accurate.
Review and analyze operational and renewal sales financial information to enable effective decision-making.
Recommend and provide relevant information and analysis on customer segmentation, account assignments, and territory coverage.
Be the point person for the renewal sales team to address general data questions and help resolve issues.
Identify areas where processes need to be automated and/or streamlined. Participate in regional process improvement initiatives. Demonstrate thought leadership around renewal sales data processes and operations.
Develop tools to illustrate and support best practices for renewals sales processes.
Partner with management to assist with elements of business planning, progress reporting, and outcome measurement.
Assist with the design, implementation, and review of any regional initiatives required by management or Sales Leadership.
Collaborate effectively with departments and cross-functional groups to ensure company goals are achieved.
Skills, Licenses & Certifications
Ability to learn and use analytics platforms to implement solutions
An aptitude for logical analysis, problem identification, and problem-solving as well as excellent interpersonal and communications skills
Willingness to show initiative and take ownership of job responsibilities
Ability to write queries in SQL to extract meaningful information from complex datasets
Understand relationships between metrics and operational activities
Proven ability to synthesize insights from structured and unstructured data
Strong relationship management skills and ability to generate strong internal and external relationships
Demonstrated ability to work both independently and in a team environment
A proven approach to problem-solving and eagerness to adjust to evolving business priorities and challenges