Revenue Operations Analyst

Botrista

11h•$80,000 - $100,000

About The Position

Botrista is seeking a highly analytical, commercially minded Revenue Operations Analyst to help understand the drivers of revenue growth, customer performance, retention, and profitability. Reporting to the Revenue Operations Manager, the role serves as a shared analytical resource across Revenue Operations, Commercial Planning, and Finance. It connects data across Sales, Account Management, customer performance, deployments, operations, and financial results to identify trends, explain performance, surface opportunities and risks, and support business decisions. The analyst is expected to investigate why results occur and translate complex analysis into clear, actionable recommendations for business leaders. The role supports revenue and sales performance analysis, customer revenue and retention analytics, customer economics, forecasting and scenario modeling, business reporting, and strategic ad hoc analysis. It helps establish shared definitions and a trusted view of business performance across the three functions, while connecting commercial and operational activity to customer and financial outcomes. Success includes surfacing actionable insights, identifying opportunities and risks early, improving metric confidence, reducing manual reporting, and moving from data to insight to recommendation.

Requirements

At least 3 years of experience in Revenue Operations, Sales Operations, Business Analytics, Finance, Strategy, Business Operations, or a related analytical role.
Strong analytical and problem-solving skills, including demonstrated ability to work with large and complex datasets.
Advanced Excel and/or Google Sheets skills.
Experience building financial, operational, forecasting, or scenario models.
Strong understanding of business metrics and ability to connect operational activity to financial outcomes.
Ability to communicate complex analysis clearly to technical and non-technical audiences.
Strong attention to detail while maintaining focus on the larger business question.
Comfort working in a fast-moving environment where priorities and business questions evolve quickly.
Ability to investigate ambiguous business questions, distinguish correlation from meaningful drivers, challenge assumptions when warranted, and make thoughtful recommendations while communicating assumptions and limitations.

Nice To Haves

Experience with Salesforce data and CRM reporting.
Experience with business intelligence and data visualization tools.

Responsibilities

Analyze revenue performance against plan and identify the underlying drivers of variances.
Evaluate new customer revenue, recurring ingredient revenue, same-store performance, customer retention, expansion, cups sold daily (CSD), deployments, and other revenue drivers.
Develop cohort and segmentation analyses across verticals, customer types, sales channels, territories, deal structures, acquisition sources, and other relevant dimensions.
Identify emerging trends, risks, anomalies, and growth opportunities; translate analysis into recommendations and business actions.
Partner with Revenue Operations, Commercial Planning, and Finance to develop a consistent view of commercial and financial performance.
Analyze pipeline health, coverage, conversion, sales velocity, win/loss performance, quota attainment, and seller productivity.
Evaluate lead sources, territories, customer segments, ICP performance, and sales motions; support analysis of sales capacity, territory design, quotas, and resource allocation.
Measure the downstream quality of customers acquired by Sales, including deployment, utilization, recurring revenue, retention, and expansion.
Support deployment and revenue forecasting and analyze forecast accuracy over time.
Analyze CSD, ingredient consumption, recurring revenue, account health, attrition, and expansion across the installed base.
Identify leading indicators of customer growth and churn risk; develop customer cohorts and segmentation to understand characteristics associated with strong long-term performance.
Analyze Account Management interventions and determine their effects on customer revenue, retention, and expansion.
Help develop data-driven account prioritization and opportunity/risk scoring; quantify revenue at risk and potential revenue upside across the existing customer base.
Evaluate customer economics across verticals, deal structures, sales channels, customer profiles, and other meaningful segments; partner with Finance to incorporate margin, cost, and profitability considerations.
Build and maintain analytical models for revenue growth, customer performance, capacity, retention, and other business drivers.
Partner with Commercial Planning and Finance on operating plans, forecasts, and scenario analysis; evaluate the impact of changes in headcount, productivity, pricing, customer mix, retention, CSD, deployment timing, and other assumptions.
Perform sensitivity analyses to help leadership understand potential business outcomes.
Build and maintain core Sales, Account Management, and revenue performance reporting; support weekly and monthly business reviews with analysis of trends, exceptions, risks, and opportunities.
Maintain consistent metric definitions and help establish a trusted source of truth across Revenue Operations, Commercial Planning, and Finance.
Improve reporting by eliminating low-value metrics, introducing measures that better reflect performance, and automating recurring analysis and reporting where practical.
Support leadership with strategic and ad hoc analysis of customer value, revenue loss, sales motions, resource allocation, program impact, operational bottlenecks, and business priorities.
Operate as a shared analytical resource across Revenue Operations, Commercial Planning, and Finance, creating shared definitions, shared data, and a common understanding of business performance.
Develop a deep understanding of Botrista's business model and independently identify questions worth investigating; communicate assumptions and limitations when data is imperfect.