Revenue Operations Analyst

Position summary

Revenue and sales analysis

• Analyze revenue against plan and explain variances, including new-customer and recurring ingredient revenue, same-store performance, retention, expansion, cups sold daily, and deployments.
• Build cohort and segmentation analyses across verticals, customer types, channels, territories, deal structures, and acquisition sources.
• Identify trends, risks, anomalies, and growth opportunities; translate findings into recommendations and actions.
• Analyze pipeline health, coverage, conversion, sales velocity, win/loss results, quota attainment, and seller productivity.
• Evaluate lead sources, territories, customer segments, ideal-customer-profile performance, and sales motions.
• Support analysis of sales capacity, territory design, quotas, and resource allocation.
• Measure downstream customer deployment, utilization, recurring revenue, retention, and expansion; support forecasts and assess accuracy.

Customer and financial analysis

• Analyze customer consumption, recurring revenue, account health, attrition, and expansion across the installed base; identify growth indicators and churn risk.
• Develop customer cohorts and segmentation; assess account-management interventions and data-driven account prioritization or risk scoring.
• Quantify revenue at risk and potential upside across the customer base.
• Evaluate customer economics across verticals, deal structures, channels, and customer profiles; incorporate margin, cost, and profitability with Finance.
• Identify customer and program characteristics associated with greater long-term economic value and durable revenue.

Forecasting and planning

• Support commercial revenue and deployment forecasting; build and maintain models for growth, customer performance, capacity, retention, and other business drivers.
• Partner with Commercial Planning and Finance on operating plans, forecasts, and scenario analysis.
• Assess impacts of headcount, productivity, pricing, customer mix, retention, cups sold daily, deployment timing, and other assumptions; perform sensitivity analysis.

Candidate profile

• Strong analytical and technical skills combined with commercial judgment.
• Ability to translate complex analysis into clear, actionable insights for business leaders.
• Curiosity and comfort digging into complex data to understand causes and recommend actions.