Business Analyst, Operations

Lob

6d•$125,000 - $142,500•Remote

About The Position

We are seeking a highly analytical and detail-oriented Business Analyst, Operations to join our Operations Team. In this role, you will serve as the technical analyst between our cross functional teams and operational reality. You are the first line of defense for Lob’s unit economics. Acting as the primary point of contact for unit economics relative to capacity and margin analysis. You will ensure our commercial agreements are highly competitive while strictly adhering to our financial guardrails. The ideal candidate pairs strong spreadsheet modeling skills with the communication tact required to help Go-To-Market (GTM) teams navigate the quote-to-cash process.

Requirements

2–4 years of experience in a Deal Desk, Sales Operations, Pricing, or Financial Analyst role within a fast-paced tech, logistics, or SaaS environment.
Strong understanding of gross margin calculations, discounting impacts, and fundamental commercial metrics (e.g., ARR, MRR, TCV).
Advanced proficiency in Microsoft Excel and Google Sheets (Pivot tables, VLOOKUPs, nested logic, and formula-driven financial modeling).
Hands-on experience navigating data within CRM systems (e.g., Salesforce) and CPQ tools.
Clear and efficient communication style. You possess the ability to politely but firmly enforce financial requirements with Sales teams to execute compliant deals.
Bachelor’s degree in Business, Finance, Economics, Supply Chain, or a related field.

Nice To Haves

A strong willingness to learn and apply AI tools to automate repetitive workflows.

Responsibilities

Monitoring the Deal Desk Queue: Act as the stakeholder for all incoming Deal Desk requests, ensuring the Sales team provides all necessary data and context before processing begins.
Triage and Prioritize: Evaluate ad hoc requests based on urgency, deal size, and strategic importance. Swiftly route high-complexity deals to Management for executive review.
Audit Pricing Requests: Review standard and non-standard pricing, discount requests, and contract terms ensuring that fall within designated operational approval thresholds.
Validate Deal-Level Unit Economics: Apply established pricing models and financial guardrails to confirm that individual deal structures — including custom pricing, volume tiers, and bundled offerings — meet minimum margin thresholds before advancing through the approval workflow. Flag deals that fall outside approved parameters and escalate to Management with a clear summary of the margin impact.
System Accuracy: Ensure all custom deal structures, pricing configurations, and non-standard contract terms are accurately entered and reflected within our CRM (Salesforce) and billing data sources.
Sales Enablement: Educate the GTM teams on processes, required documentation, and SLA expectations. Help Sales structure their deals correctly the first time to accelerate approval velocity.
Stakeholder Alignment: Serve as a collaborative liaison between Sales, Finance, and Operations. You will proactively flag deal bottlenecks and provide clear, direct communication to Sales when deals require structural changes.
AI Automation & Systemization: Support the modernization of the operations by identifying manual bottlenecks and helping to implement approved AI-driven tools (e.g., automated data extraction, LLM-based triage) to systematically accelerate the quote-to-cash process.
Process Improvement: Identify recurring trends in requests and suggest tactical improvements to streamline operations.
Interim Coverage: In the event of a vacancy or capacity gap on the Strategy & Analytics team, provide temporary operational support for pricing execution and deal-level margin review as directed by Management. This coverage is supplementary and does not alter the primary scope or classification of this role.