Revenue Operations Analyst

Botrista•New York, NY

9h•$80,000 - $100,000

About The Position

Botrista is seeking a highly analytical, commercially minded Revenue Operations Analyst to understand the drivers of revenue growth, customer performance, retention, and profitability. Reporting to the Revenue Operations Manager, the analyst is a shared analytical resource across Revenue Operations, Commercial Planning, and Finance, connecting data across Sales, Account Management, customer performance, deployments, operations, and financial results. The role identifies trends, explains performance, uncovers opportunities and risks, and supports business decisions. This is more than a reporting role: the analyst is expected to investigate why performance changes and recommend actions. The role combines analytical and technical skills with commercial judgment, translating complex analysis into clear insights for business leaders. The analyst works directly with Commercial Planning and Finance as well as Revenue Operations, helping establish shared definitions, trusted data, and a common understanding of performance. The work spans revenue and sales performance, customer revenue and retention, customer economics, forecasting and scenario modeling, business reporting, and strategic analysis. Success means surfacing actionable insights, identifying opportunities and risks early, connecting commercial and operational activity to customer and financial outcomes, improving confidence in business metrics, reducing manual reporting, and helping the organization move 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 the 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.
Intellectual curiosity and a habit of investigating why results occur.
Ability to find patterns and anomalies, distinguish correlation from meaningful business drivers, and challenge assumptions when data suggests otherwise.
Ability to independently determine how to analyze ambiguous business questions.
Ability to make thoughtful recommendations despite imperfect data while clearly 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.
Partner with Revenue Operations, Commercial Planning, and Finance to develop a consistent view of commercial and financial performance.
Translate analysis into clear recommendations and business actions.
Analyze pipeline health, coverage, conversion, sales velocity, win/loss performance, quota attainment, and seller productivity.
Evaluate lead sources, territories, customer segments, ideal customer profile (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 account segmentation to identify characteristics associated with strong long-term performance.
Analyze Account Management interventions to determine which activities improve 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 the full lifecycle and across verticals, deal structures, sales channels, customer profiles, and other meaningful segments.
Partner with Finance to incorporate margin, cost, and profitability considerations into commercial analysis.
Identify customer and program characteristics associated with higher long-term economic value, and help measure the quality and durability of revenue rather than success solely by sales or installations.
Support commercial revenue and deployment forecasting; 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 expected impact of changes in headcount, productivity, pricing, customer mix, retention, CSD, deployment timing, and other assumptions; perform sensitivity analyses for leadership.
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 and introducing measures that better reflect business performance; automate recurring analysis and reporting where practical.
Support leadership with high-priority strategic and ad hoc analysis, including customer value, revenue leakage, sales motions, resource allocation, program effectiveness, operational bottlenecks, and business priorities.
Operate as part of a shared analytical ecosystem across Revenue Operations, Commercial Planning, and Finance, creating shared definitions, shared data, and a common understanding of business performance.
Independently investigate ambiguous business questions, communicate assumptions and limitations, and move analysis from data to insight to recommendation.