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.
Education and/or Work Experience Requirements:
Education
• Bachelor’s degree in business administration, Finance, Analytics, Information Systems, or a related discipline, or equivalent professional experience.
Experience
• Two to four years of experience in revenue operations, sales operations, business analysis, or a comparable analytical function.
• Demonstrated experience with a CRM platform(s) such as Dynamics, Salesforce.Com, Hubspot, Zoho.
• Demonstrated experience developing dashboards and reports using Power BI or a comparable business intelligence tool.
Knowledge, Skills, and Abilities
• Advanced proficiency in Microsoft Excel, including pivot tables, lookup functions, and data modeling.
• Strong analytical and problem-solving skills, with attention to detail and data accuracy.
• Excellent written and verbal communication skills, with the ability to present complex information clearly to technical and non-technical audiences.
• Ability to manage multiple priorities and meet deadlines in a fast-paced environment.
• Ability to collaborate effectively with stakeholders at all levels of the organization.
Preferred Qualifications
• Working knowledge of SQL, DAX, Power Query, or Power Automate.
• Experience in B2B sales, distribution, or manufacturing environments.
• Familiarity with ERP systems and CRM integrations.
• Experience working with sales contracts or pricing agreements from a data or reporting perspective.
• Experience with requirements gathering, process mapping, and change management practices.
Physical Requirements:
• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state, and local standards, including meeting qualitative and/or quantitative productivity standards.
• Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state, and local standards.
This position requires applicants to be authorized to work in the US without sponsorship; TestEquity does not sponsor applicants for work visas.
TestEquity provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.