Business Analyst, Operations

Lob is transforming the way businesses use direct mail through technology. The Business Analyst, Operations will serve as a technical analyst between cross-functional teams, focusing on unit economics, deal execution, and process improvements to streamline operations.

Responsibilities:

• Monitoring the Deal Desk Queue: Act as the stakeholder for all incoming Deal Desk requests, ensuring the Sales team provides all necessary data and context before processing begins
• Triage and Prioritize: Evaluate ad hoc requests based on urgency, deal size, and strategic importance. Swiftly route high-complexity deals to Management for executive review
• Audit Pricing Requests: Review standard and non-standard pricing, discount requests, and contract terms ensuring that fall within designated operational approval thresholds
• Validate Deal-Level Unit Economics: Apply established pricing models and financial guardrails to confirm that individual deal structures — including custom pricing, volume tiers, and bundled offerings — meet minimum margin thresholds before advancing through the approval workflow. Flag deals that fall outside approved parameters and escalate to Management with a clear summary of the margin impact
• System Accuracy: Ensure all custom deal structures, pricing configurations, and non-standard contract terms are accurately entered and reflected within our CRM (Salesforce) and billing data sources
• Sales Enablement: Educate the GTM teams on processes, required documentation, and SLA expectations. Help Sales structure their deals correctly the first time to accelerate approval velocity
• Stakeholder Alignment: Serve as a collaborative liaison between Sales, Finance, and Operations. You will proactively flag deal bottlenecks and provide clear, direct communication to Sales when deals require structural changes
• AI Automation & Systemization: Support the modernization of the operations by identifying manual bottlenecks and helping to implement approved AI-driven tools (e.g., automated data extraction, LLM-based triage) to systematically accelerate the quote-to-cash process
• Process Improvement: Identify recurring trends in requests and suggest tactical improvements to streamline operations
• Interim Coverage: In the event of a vacancy or capacity gap on the Strategy & Analytics team, provide temporary operational support for pricing execution and deal-level margin review as directed by Management. This coverage is supplementary and does not alter the primary scope or classification of this role

Requirements:

• 2–4 years of experience in a Deal Desk, Sales Operations, Pricing, or Financial Analyst role within a fast-paced tech, logistics, or SaaS environment
• Strong understanding of gross margin calculations, discounting impacts, and fundamental commercial metrics (e.g., ARR, MRR, TCV)
• Advanced proficiency in Microsoft Excel and Google Sheets (Pivot tables, VLOOKUPs, nested logic, and formula-driven financial modeling)
• Hands-on experience navigating data within CRM systems (e.g., Salesforce) and CPQ tools
• A strong willingness to learn and apply AI tools to automate repetitive workflows
• Clear and efficient communication style
• Ability to politely but firmly enforce financial requirements with Sales teams to execute compliant deals
• Bachelor's degree in Business, Finance, Economics, Supply Chain, or a related field