The Commercial Analyst works closely within a specific business unit and enterprise vertical in the Commercial Sales Organisation, acting as a key analytical and operational ally. This dynamic role balances focused strategic and operational collaboration with involvement in cross-functional strategic initiatives, delivering both in-depth business unit insights and wide-reaching organizational value.
This role breaks the mold of a typical analyst position, you will be a trusted business partner who transforms data into actionable commercial strategies, questions assumptions with solid evidence, and plays a direct role in driving revenue growth.
Pipeline Analysis & Forecasting
- 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
Deal Health Oversight, Reviews & Risk Identification
- 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
Performance Reporting & Insights
- 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
Business Partnership
- 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
Cross Functional Projects - strategic projects that serve the broader Sales Operations Team
- 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
Essential
- 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
Desirable
- Experience in B2B SaaS, subscription business models, or water treatment/environmental service
- SQL, Python, or BI tools (Tableau, Looker, Power BI) for deeper data analysis
- Exposure to territory planning, quota setting, or compensation plan design
- Sales methodology knowledge (MEDDIC, SPICED, Challenger, etc.)
- Previous experience in embedded/business partner analyst roles (not centralized reporting teams)
- Beyond the technical requirements, we need someone who:
- Loves the messy middle: You're comfortable with ambiguity. Sales data is never perfect - you work with what you have and improve it over time.
- Balances pace and precision: You know when 'roughly right now' beats 'perfectly right later.' You don't let perfect be the enemy of good.
- Builds credibility through delivery: You earn trust by being reliable, accurate, and helpful.
- Enjoys variety: One day you're in a deal review, the next you're modelling territories. The 75/25 split keeps things interesting.
- Wants to grow: This role is a springboard. Cross-functional projects develop skillset whilst annual Sales Vertical rotations broaden organisation exposure; career path to senior analyst or sales ops leadership.
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
