Sr. Commercial Operations Analyst

We’re looking for a forward-thinking and dynamic Sr. Commercial Operations Analyst. The Senior Commercial Operations Analyst role at Navis is focused on enabling our sales team by optimizing sales related processes, supporting the field in structuring and executing license and services deals, and measuring key KPIs using data analytics tools. Our ideal candidate is someone who possesses experience in perpetual and SaaS software sales and is comfortable working in a fast-paced environment while maintaining a high-level of accountability and attention to detail. Navis is looking for someone who is self-started and knows what it takes to win a deal, while ensuring that all deals meet the needs of the field and comply with our internal policies. The Sr. Commercial Ops Analyst will work closely with a global sales team, legal, finance and other business stakeholders to ensure their requirements are met during the sales lifecycle. As an Analyst, you will also be responsible for owning and optimizing business processes as we transition and scale our business. You will leverage your knowledge and experience to help train and develop a dedicated Commercial Operations Analyst to support you. 

Responsibilities  

• End-to-End ownership of the Opportunity Lifecycle 

• Lead annual and quarterly forecast development, and potential to lead regularly scheduled forecast calls and check-ins with global sales leaders and team 

• Define, Implement and Manage process efficiencies for all Navis sales teams  

• Strategize, facilitate and manage cross-departmental training strategies and programs on sales operations systems and processes 

• Serve as a trusted adviser to sales executives and their teams on pricing, product configuration, and commercial terms to support the sales effort 

• Advise sales on objection handling techniques, alternative contract options, and/or value propositioning to help drive win rates 

• Ensure compliance with published sales and business approval policies, and customer contracts 

• Prepare contract schedules to accurately reflect commercial terms and partner with Contracts throughout the review and approval process 

• Be a sales advocate & partner to internal organizations to understand complex sales issues. 

• Work with teammates and management to identify process improvement and/or sales training opportunities 

• Manage day to day escalations that may arise through teams and present both short term and long-term solutions to resolve the root cause of these issues to the business 

• Potential to engage directly with customers or prospects through written and verbal communications 

• Coach team members on how to provide excellent support to sales and potentially directly to clients through ongoing soft skill training 

• Develop deal-tracking metrics, discounts, pricing, approvals and deal KPIs. 

• Meticulousness. Attention to detail is always spot on. Take pride in ensuring that everything is accurate and thoughtfully put together 

• Excellent communicator who uses those skills to create strong, collaborative relationships with various departments, including finance, legal and marketing 

• Highly organized, and able to juggle many competing priorities while giving each the attention to detail they deserve 

• Willing to challenge the status quo with the goal of bringing in new and innovative ideas aimed at improving our processes and programs 
• A self-starter who starts each day with a clear set of objectives, and the ability to prioritize and reprioritize them based on the demands from the field 

Requirements  

• 5-7 years of experience in technology sales, finance, revenue ops, deal desk or order management 

• Experience with both Perpetual and SaaS sales methodologies 

• Understanding of Revenue Recognition standards  

• Experience with Salesforce, Dealhub, FinancialForce and Power BI 

• Has developed and maintain standard deal desk processes, approval matrixes and order terms 

• Experienced working with a global team 

Benefits & Compensation  

• Competitive compensation package 

• Full benefits package (medical, dental, vision) with option for HSA 

• FSA and DCFSA 

• Pet insurance 

• Paid Time Off (FlexPTO, parental leave, volunteering time off) 

• 401K (with employer match) 

• Life/AD&D (paid for by Kaleris) 

• Disability (LTD and STD plan paid for by Kaleris) 

• Employee Assistance Program 

• Career growth and mentorship