Revenue Operations Business Analyst

Summary / Position Purpose:

The Revenue Operations Business Analyst provides analytical, reporting, and process support to the Sales organization and executive leadership. This position is responsible for ensuring the accuracy and integrity of revenue-related data, delivering actionable business intelligence, and supporting the ongoing optimization of the Company's CRM platform and sales processes. The role serves as a key liaison between Sales, Marketing, Customer Service, and Information Technology.

Essential Duties, Functions, and/or Responsibilities:

Business Intelligence and Reporting

• Develop, maintain, and enhance Power BI dashboards and reports that support pipeline management, forecasting, quote performance, win/loss analysis, margin analysis, customer segmentation, and more.
• Analyze sales performance data to identify trends, risks, and opportunities, and communicate findings and recommendations to management.
• Support forecasting, territory planning, quota development, and periodic business reviews.
• Respond to ad hoc data and analysis requests from business stakeholders.

CRM Administration and Data Governance

• Serve as a business analyst for TestEquity’s CRM system, including requirements gathering, solution documentation, user acceptance testing, and release support.
• Monitor and improve CRM data quality through duplicate management, field standardization, ownership validation, and adherence to data-entry standards.
• Maintain the accuracy and completeness of sales contract data in the Legisway, including key terms, pricing, and effective and expiration dates, and report on contract status and renewals.
• Proactively identify and communicate insights on sales contracts, such as upcoming renewals, at-risk agreements, and pricing or margin trends, to Sales and leadership.
• Establish and maintain documentation of KPI definitions, reporting logic, and data sources to ensure consistency across the organization.
• Collaborate with IT and data teams to support integrations between the CRM, ERP, and reporting systems.

Process Improvement and Change Management

• Document current-state sales processes and identify opportunities to improve efficiency, consistency, and handoffs between teams.
• Support the design and implementation of workflow automation, lead and opportunity routing, and related process enhancements.
• Gather and evaluate user feedback and assist in prioritizing system and process improvements.
• Develop training materials and provide user support to promote CRM adoption and adherence to established processes.

Cross-Functional Collaboration

• Partner with Sales, Marketing, Finance, Customer Service, and Product teams to align on metrics, definitions, and priorities.
• Contribute to special projects and initiatives as assigned by Revenue Operations leadership.
• Directly/Indirectly responsible for product quality
• Other duties as assigned.