Business Analyst – Sales Operations & Renewals

We are seeking a detail-oriented and analytical Business Analyst – Sales Operations & Renewals to join our team. This role will focus on optimizing sales operations, territory planning, renewals, and revenue tracking. The ideal candidate will have strong data analysis and financial planning skills, a strong business sensibility, experience with Salesforce, project management, and the ability to develop strategic insights that enhance ESS's growth and efficiency. This position will play a key role in driving revenue expansion, refining pricing strategies, and improving sales and renewal processes.

Key Responsibilities:

Sales Strategy & Territory Planning:

• Develop prioritization and execution plans for existing geographies.
• Update district correlation analysis to identify high-potential districts based on key factors.
• Determine the most winnable districts for Directors of District Partnerships by geography.
• Optimize discounting strategies and other closing tactics.
• Assist with the development of compensation plans, identification of new market opportunities, and territory coverage by rep
  
  

Performance Analytics & Reporting:

• Monitor lead generation performance in Salesforce to assess the ROI of various marketing tactics.
• Maintain and update the sales pipeline tracker in Excel to monitor team performance against historical trends.
• Develop and prepare Monthly Operating Review (MOR) and Board materials.
• Create detailed reports on new account trajectory by rep using Salesforce and pipeline tracker.
  
  

Pricing & Revenue Optimization:

• Model projections across the account portfolio to quantify the impact of pricing levers.
• Track revenue funnels across accounts, monitoring the likelihood and impact of expansions, reductions, and terminations.
• Support pricing and discounting strategies for renewals.
• Develop and maintain a pricing calculator for current accounts, leveraging historical district data.
• Update and refine pricing approaches by district to maximize revenue retention.
  
  

Renewals & Net Revenue Retention (NRR) Tracking:

• Collect NRR data monthly, capturing renewal scores and revenue reports in Salesforce.
• Co-lead/facilitate monthly account review calls, capturing data from these calls and creating/distributing summary reports
• Organize and analyze NRR data to create and communicate performance trends.
• Update NRR projections based on historical renewal trends and revenue patterns.
• Develop and implement tools to track each step of the quote-to-cash process.
• Ensure revenue tracking by district remains up-to-date in Salesforce, accurately splitting revenue by service.
  
  

Qualifications & Skills:

• Bachelor's degree in Business, Finance, Economics, or a related field.
• 3 years of experience in sales operations, business analysis, or revenue management.
• Proficiency in Salesforce, Excel (pivot tables, VLOOKUPs, and financial modeling), and other BI tools.
• Strong analytical and problem-solving skills with the ability to interpret complex datasets.
• Experience in developing pricing models, tracking renewals, and monitoring sales performance metrics.
• Excellent communication and presentation skills, with the ability to synthesize data into actionable insights.
• Strong process and project management skills; highly organized with the ability to manage multiple projects simultaneously in a fast-paced environment.
  
  

Why join Effective School Solutions?

• ESS is focused on addressing one of the biggest challenges our country is facing - - the mental health of our youth.
• ESS is a dynamic organization with a strong record of accomplishment of innovation and growth.
• ESS provides staff with excellent career growth opportunities.
• ESS offers staff competitive compensation and benefits offerings.
• ESS values clinician voice and perspective and has multiple methods to give feedback and input on company decisions.
  
  

ESS is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment on the basis of race, color, sex, age, national origin, religion, sexual orientation, gender identity and/or expression, status as a veteran, and basis of disability or any other federal, state or local protected class.