Business Analyst, Commercial Operations

The ‘Business Analyst, Commercial Operations’ is a dedicated analytical role sitting directly within the Account Management organization. It is a commercial partner who uses data to drive better planning, improve deal outcomes, and make the Account Management team sharper and more accountable. The role bridges the gap between rigorous analysis and field execution, translating complex data into decisions that Account Directors and leadership can act on.

• Build and maintain a data‑driven whitespace model across the full account portfolio, mapping installed base coverage against total addressable spend at the account level (including penetration of expansion products).
• Translate penetration gaps into quantified opportunity ranges that anchor account‑based planning and the sales budget planning.
• Analyze macro deal patterns to surface where pipeline stalls, at what price points deals accelerate, and which entry conditions predict larger expansion. Package these insights to inform marketing demand generation strategy and campaign targeting.
• Own outcome reporting across demand generation motions, measuring pipeline contribution, conversion by campaign type, and revenue attribution so investment decisions are grounded in closed‑loop data.
• Develop rep‑level analytics covering average deal length, stage velocity, close rate by deal size, and probability modeling by rep cohort and tenure. Identify positive outliers whose patterns can be replicated and negative outliers that represent coaching opportunities.
• Use baselines to build more accurate pipeline‑to‑revenue conversion models that improve forecast precision and reduce end‑of‑quarter differences. Identify disparities within the book of business, such as whether representatives have equal opportunities for growth and where any equity gaps occur.
• Serve as the embedded expense partner for Account Management operating costs, tracking actuals versus budget monthly, flagging categories running ahead of plan, and proactively surfacing pull‑in or reallocation recommendations before quarter‑end.
• Deliver a concise monthly spend brief to leadership with variance commentary and forward‑looking risk and opportunity flags. Own the relationship with Finance on Account Management budget matters as needed. Offer budgetary recommendations to assist leadership planning expenses and adjusting future spend.
• Validate Salesforce data to ensure accuracy and reliability and identify data discrepancies with clear recommendations to improve upstream data inputs.
• Reconcile differences between budgets, forecasts, and actual results to highlight material variances and inform impacted teams.
• Assess the effectiveness of budget and forecast methodologies—such as data‑driven whitespace modeling—by comparing outputs to actual performance. Surface opportunities to improve forecast and budget accuracy through insight‑driven analysis and continuous validation against real outcomes.
• Partner directly with Account Directors when they are preparing their budgets by leveraging existing and new budget calculation models.
• Support the Account Management leadership with their quarterly and annual budget reviews by consolidating performance, financial, and operational data from multiple sources into clear executive‑ready materials.
• Analyze trends, variances, risks, and key drivers, translating detailed data into concise insights and recommendations aligned to strategic priorities.
• Coordinate inputs from Account Directors, Finance, Contract Admin and Regional leaders to ensure accuracy, consistency, and alignment across all materials.

• 5+ years in a data‑driven analytical role, ideally supporting a Go to Market, Account Management, or Client‑facing team;
  Biz Ops, Rev Ops, or commercial analytics backgrounds are a strong fit.
• Strong global acumen with experience coordinating stakeholders across multiple time zones and cultures.
• Demonstrated experience building models and analyses that influence business decisions, not just reporting on them.
• SQL proficiency and fluency in BI tools (Tableau, Power BI, or equivalent).
• Comfort working directly with Account Management…