Revenue Operations Analyst

At Botrista, we are revolutionizing beverage culture with intuitive, Nature-guided drink-making technology. By empowering restaurants and establishments to expand their menus without added complexity, we are driving growth and innovation at the touch of a button. Awarded as one of the Best California Startups in 2023, our solutions create a new industry category, applicable to any cuisine, demographic, and business. With rapid deployment of our machines nationwide, we are delivering extraordinary beverage experiences to customers everywhere.

Botrista is seeking a highly analytical and commercially minded Revenue Operations Analyst to help us better understand what drives revenue growth, customer performance, retention, and profitability across the business.

Reporting to the Revenue Operations Manager, this role will serve as a shared analytical resource across Revenue Operations, Commercial Planning, and Finance. The Revenue Analyst will connect data across Sales, Account Management, customer performance, deployments, operations, and financial results to identify trends, explain performance, uncover opportunities and risks, and support better business decisions.

This is not simply a reporting role. We are looking for someone who is naturally curious, comfortable digging into complex data, and able to move beyond what happened to understand why it happened and what we should do about it.

The ideal candidate combines strong analytical and technical skills with commercial judgment and can translate complex analysis into clear, actionable insights for business leaders.

• Analyze revenue performance against plan and identify the underlying drivers of variances.
• Evaluate new customer revenue, recurring ingredient revenue, same-store performance, customer retention, expansion, cups sold daily (CSD), deployments, and other key revenue drivers.
• Develop cohort and segmentation analyses across verticals, customer types, sales channels, territories, deal structures, acquisition sources, and other relevant dimensions.
• Identify emerging trends, risks, anomalies, and growth opportunities before they become obvious in topline results.
• Partner with Revenue Operations, Commercial Planning, and Finance to develop a consistent view of commercial and financial performance.
• Translate analysis into clear recommendations and business actions.

• Analyze pipeline health, coverage, conversion, sales velocity, win/loss performance, quota attainment, and seller productivity.
• Evaluate lead sources, territories, customer segments, ICP performance, and sales motions.
• Support analysis of sales capacity, territory design, quotas, and resource allocation.
• Measure the downstream quality of customers acquired by Sales, including deployment, utilization, recurring revenue, retention, and expansion.
• Support deployment and revenue forecasting and analyze forecast accuracy over time.

• Analyze CSD, ingredient consumption, recurring revenue, account health, attrition, and expansion across the installed base.
• Identify leading indicators of customer growth and churn risk.
• Develop customer cohorts and account segmentation to identify which characteristics correlate with strong long-term performance.
• Analyze Account Management interventions to determine which activities actually improve customer revenue, retention, and expansion.
• Help develop data-driven account prioritization and opportunity/risk scoring.
• Quantify revenue at risk and potential revenue upside across the existing customer base.

• Help develop a holistic view of customer value across the full lifecycle:

Sale → Deployment → Live → Productive → Recurring Revenue → Retention → Expansion

• Evaluate customer economics across verticals, deal structures, sales channels, customer profiles, and other meaningful segments.
• Partner with Finance to incorporate margin, cost, and profitability considerations into commercial analysis.
• Identify customer and program characteristics associated with higher long-term economic value.
• Help the organization move beyond measuring success solely by sales or installations toward measuring the quality and durability of revenue created.

• Support commercial revenue and deployment forecasting.
• Build and maintain analytical models for revenue growth, customer performance, capacity, retention, and other business drivers.
• Partner with Commercial Planning and Finance on operating plans, forecasts, and scenario analysis.
• Evaluate the expected impact of changes in headcount, productivity, pricing, customer mix, retention, CSD, deployment timing, and other key assumptions.
• Perform sensitivity analyses to help leadership understand the range of potential business outcomes.

• Build and maintain core Sales, Account Management, and revenue performance reporting.
• Support weekly and monthly business reviews with analysis of key trends, exceptions, risks, and opportunities.
• Maintain consistent metric definitions and help establish a trusted source of truth across Revenue Operations, Commercial Planning, and Finance.
• Improve existing reporting by eliminating low-value metrics and introducing measures that better reflect business performance.
• Automate recurring analysis and reporting wherever practical.

Support leadership with analytical work on high-priority business questions, including:

• Which customer segments and verticals generate the greatest long-term value?
• What predicts high CSD, recurring revenue, retention, and expansion?
• Where are we losing revenue and why?
• Which sales motions and acquisition sources produce the highest-quality customers?
• Where should we add or reduce Sales and Account Management resources?
• Which programs and initiatives are generating measurable incremental value?
• Where are operational bottlenecks limiting revenue?
• Which parts of the business should we scale, improve, or reconsider?
• What are we not currently measuring that could materially change how we operate?

The Revenue Analyst will be a shared analytical resource across Revenue Operations, Commercial Planning, and Finance.

The role reports to the Revenue Operations Manager, who will help prioritize the analyst's overall workload and ensure analytical work translates into commercial action. However, the analyst will work directly and regularly with Commercial Planning and Finance and will support important analytical and planning needs across all three functions.

Success requires operating as part of one analytical ecosystem rather than three separate teams. The expectation is to create shared definitions, shared data, and a common understanding of business performance while bringing the appropriate functional perspective to each analysis.

A successful Revenue Analyst will:

• Surface insights leadership did not already know.
• Explain the drivers behind business performance rather than simply reporting results.
• Identify revenue opportunities and risks early enough for the organization to act.
• Improve confidence in the metrics used to run the business.
• Connect Sales and operational activity to actual customer and financial outcomes.
• Reduce manual reporting and increase time spent on higher-value analysis.
• Help Revenue Operations, Commercial Planning, and Finance operate from a consistent view of the business.
• Develop a deep enough understanding of Botrista's business model to independently identify questions worth investigating.
• Consistently move from data → insight → recommendation.

• 3+ years of experience in Revenue Operations, Sales Operations, Business Analytics, Finance, Strategy, Business Operations, or a related analytical role.
• Strong analytical and problem-solving skills with demonstrated ability to work with large and complex datasets.
• Advanced Excel and/or Google Sheets skills.
• Experience with Salesforce data and CRM reporting strongly preferred.
• Experience with BI and data visualization tools preferred.
• Experience building financial, operational, forecasting, or scenario models.
• Strong understanding of business metrics and ability to connect operational activity to financial outcomes.
• Ability to communicate complex analysis clearly to both technical and non-technical audiences.
• Strong attention to detail without losing sight of the larger business question.
• Comfortable working in a fast-moving environment where priorities and business questions evolve quickly.

We are particularly interested in someone who:

• Is intellectually curious and naturally asks "why?"
• Enjoys finding patterns and anomalies in data.
• Does not stop at producing a dashboard or spreadsheet.
• Can distinguish correlation from meaningful business drivers.
• Is comfortable challenging assumptions when the data suggests something different.
• Can take an ambiguous business question and independently determine how to analyze it.
• Understands that perfect data is rarely available and can make thoughtful recommendations while clearly communicating assumptions and limitations.
• Wants their analysis to influence how a business actually operates.

• Fully company-paid Medical and 99% company-paid Dental and Vision Insurance
• Flex PTO, 7 sick days, 14 holidays, Wellness Benefits, Cell Phone and Internet reimbursement, 401K

Salary Range: $80,000 - $100,000