Straive - Commercial Analyst

Empower Commercial Excellence Through Robust Reporting and Analytics:

- Develop sales pipeline reporting that enables Commercial leads to measure pipeline health, forecast new business growth and facilitate disciplined performance reviews with their teams: sales activity funnel, lead follow-up (assignment and conversion), velocity, probability, etc.

- Identify and share pipeline insights that can inform Commercial leaders of opportunities for improvement in sales execution.

- Create account health dashboards that allow Account Managers to develop comprehensive account planning strategy.

- Partner with Product and Support teams to enhance Renewal Playbook input process (usage tracking, client profile classification, e.g., # users, buying use case, revenue size, etc.

- Create robust ACV reports/dashboards to measure sales performance by transaction type (upsells, price increases, cross-sells, new logo, cancels).

- Provide ad hoc data analysis as requested by Sales Leadership, Finance, Product, and Portfolio management.

- Work with Sales Operations Leadership, Finance, and Legal to simplify data-dependent processes by setting up and documenting simplified processes for retrieving and manipulating data needed for:

- Annual Budget and commission planning.

- Monthly Forecasting.

- Monthly Commission processing.

- Monthly Metrics Reporting.

- Own identification, sizing and refreshing (annual) o Total Addressable Market.

- Partner with Commercial leaders to operationalize Top Prospect assignment process; measure and report on lead-to-closed won conversion.

- Partner with Marketing Ops to develop targeted campaigns to generate Top Prospect interest.

- Influence the annual budgeting cycle by providing segment and product-level analysis on market penetration vs. addressable new logo, and cross-sell opportunity.

- Lead direct reports and oversee Commercial planning activities such as headcount budgeting, territory/account assignment, and incentive plan development.

- Advanced proficiency in MS Excel & PowerPoint, CRM, and other commercial enablement tools (Power BI, Sisense, Tableau, Salesforce).

- Prior experience with Commercial enablement tools in order-to-cash, lead sourcing and account-based marketing space.