Commercial Analyst

Role Overview

• Build and maintain weekly pipeline dashboards showing coverage, velocity, stage conversion, and deal health
• Support Enterprise Sales Leader(s) in forecast calls
• providing data-driven perspectives on commit calls
• Track pipeline waterfall relating it to forecast expectations and flag risks proactively
• Analyse pipeline coverage ratios by segment, rep, and product
• surface gaps before they become problems
• Attend deal review meetings with data book prepared [deal history, progression, comparable deals)
• Flag at-risk deals based on stall patterns, missing next steps, or historical win/loss signals
• Challenge optimistic close dates or amounts with evidence from similar deals
• Maintain 'swing deal' tracker for high-impact opportunities requiring executive attention
• Analyse CAC/LTV and Pricing structure
• Prepare weekly/monthly performance snapshots
• Conduct ad-hoc analysis on request
• Build rep-level scorecards showing activity, CRM health, attainment trends
• Prepare materials for Weekly/Monthly/Quarterly Business Reviews
• Weekly 1:1 with Sales Vertical Leadership – proactively setting the agenda, not order-taking
• Become the 'go-to' for Business Unit data questions
• own credibility through accuracy and speed
• Translate sales leader asks into analytical frameworks – not just pulling reports
• Build trust through reliability and project delivery
• Territory & Capacity Planning: Model optimal territory design, quota allocation, headcount requirements
• Compensation Plan Modelling: Scenario test comp plan changes, build payout calculators, analyse incentive effectiveness
• Win/Loss Analysis: Interview reps, analyse patterns, produce actionable insights on what's working
• Market & Competitive Research: Size TAM/SAM, benchmark performance, assess competitive positioning

Requirements

• 3-5 years experience in sales operations, revenue operations, FP&A, or commercial analytic
• Advanced Excel/Google Sheets skills: pivot tables, VLOOKUP/INDEX-MATCH, scenario modelling, data visualization
• Salesforce or equivalent CRM experience: comfortable building reports, understanding pipeline mechanics, data hygiene
• AI tech stack experience and exposure: process automation and optimisation
• Commercial acumen: you understand how sales works
• pipeline, forecasting, quotas, territories, comp plans
• Communication skills: can present insights to executives, write clear recommendations, facilitate difficult conversations
• Intellectual curiosity: you dig into 'why' not just 'what'; pattern recognition; love solving puzzles
• Self-directed: don't need handholding; proactive not reactive; manage your own workload
• Experience in B2B SaaS, subscription business models, or water treatment/environmental service (desirable)
• SQL, Python, or BI tools (Tableau, Looker, Power BI) for deeper data analysis (desirable)
• Exposure to territory planning, quota setting, or compensation plan design (desirable)
• Sales methodology knowledge (MEDDIC, SPICED, Challenger, etc.) (desirable)
• Previous experience in embedded/business partner analyst roles (not centralized reporting teams) (desirable)

Tech Stack

• Python
• SQL
• Tableau

Benefits

• 25 days' holiday + Bank Holidays
• Company Pension scheme
• Company Sick Pay (after qualifying period)
• Cycle to Work scheme available
• Employee rewards and discounts
• Option to join Health Care Cash Plan
• 24/7 365-day access to Employee Assistance Programme through Health Assured
• Access to on-going learning and development with our online learning platform
• Free onsite parking
• Life Assurance