Lead Business Analyst (Revenue Operations) at FreshBooks

San Mateo, California, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

SaaS, Technology, SoftwareIndustries

Requirements

5-10 years of experience in Revenue Operations, Sales Operations, or Strategy roles within high-growth SaaS companies
Hands-on experience supporting GTM teams and enabling data-driven decision-making
Strong analytical and data modeling capabilities; fluent in Excel/Google Sheets, SQL, and BI tools (Tableau, Looker, Power BI)
Knowledge of sales funnel dynamics and key revenue metrics (pipeline, churn, CLTV, CAC)
Excellent communication and stakeholder management skills across teams and leadership levels
Proven ability to take initiative and work independently in dynamic environments
Availability for hybrid role with onsite expectations of 3x/week (Tuesday - Thursday) from San Mateo, CA headquarters

Responsibilities

Partner cross-functionally across the North America GTM org to analyze data, surface insights, and report on key performance metrics that highlight risks, opportunities, and growth drivers
Provide executive-level insights through ad hoc analyses, reporting, presentations, and visualizations that inform strategic decisions
Drive segmentation and territory strategy by using data to prioritize high-impact accounts and guide resource allocation
Manage the Rhythm of Business, including regular reporting on pipeline, lead flow, funnel metrics, and revenue performance for MBRs, QBRs, and leadership reviews
Communicate findings to senior global stakeholders across multiple business lines and time zones with clarity, precision, and strong business context
Own critical Salesforce operational components, including configurations, quotas, compensation plans, overlays, and team structures to support smooth GTM operations
Operate autonomously, driving informed decisions and contributing meaningfully to team and organizational objectives
Create and maintain documentation, including SOPs, rules of engagement, and process workflows
Build and maintain Salesforce dashboards and reports to enable self-service analytics for the sales organization

Skills

Key technologies and capabilities for this role

Business AnalysisRevenue OperationsSales OperationsData AnalysisCross-functional CollaborationSaaSGTM StrategyProcess Optimization

Questions & Answers

Common questions about this position

Is this role remote or on-site?

This is an on-site position.

What is the salary range for this Lead Business Analyst role?

This information is not specified in the job description.

What key skills are required for this position?

The role requires analytical expertise, strong business partnership skills, proficiency in Salesforce operations (including configurations, quotas, and compensation plans), data analysis for insights and reporting, and clear communication with senior stakeholders.

What is the company culture like at Freshworks?

Freshworks emphasizes a people-first approach to AI, building uncomplicated service software for exceptional customer and employee experiences, and fostering a fast-paced SaaS environment where employees drive real impact globally.

What makes a strong candidate for this role?

Strong candidates thrive in fast-paced SaaS environments, excel at solving complex operational challenges, turn data into strategy, and have experience partnering cross-functionally with sales, marketing, and leadership using data-backed insights.

FreshBooks

Cloud-based accounting software for businesses

About FreshBooks

FreshBooks provides cloud-based accounting software aimed at simplifying financial management for small to medium-sized businesses and self-employed professionals. The software allows users to efficiently track expenses, time, and invoices, making it accessible even for those without accounting experience. Users subscribe to the service with various pricing tiers, and they can take advantage of a 30-day money-back guarantee and an 80% discount for the first four months. FreshBooks stands out from competitors by offering a user-friendly interface and mobile accessibility, enabling users to manage their finances on the go. The company's goal is to help business owners and accountants streamline their financial processes, improve organization, and enhance client relationships.

Toronto, CanadaHeadquarters

2003Year Founded

$149.6MTotal Funding

DEBTCompany Stage

Consumer Software, FintechIndustries

201-500Employees

Benefits

Health Insurance

Dental Insurance

401(k) Company Match

Stock Options

Unlimited Paid Time Off

Parental Leave

Home Office Stipend

Professional Development Budget

Risks

Increased competition from market leaders may impact FreshBooks' market share.

Dependency on Stripe's technology could pose risks if Stripe faces issues.

Economic downturns may threaten FreshBooks' subscription-based revenue model.

Differentiation

FreshBooks offers a user-friendly platform for non-accountants, simplifying financial management.

The company provides mobile-friendly solutions, catering to the rise of remote work.

FreshBooks' integration with Shopify enhances e-commerce capabilities for online businesses.

Upsides

FreshBooks' subscription model aligns with industry trends, boosting customer acquisition and retention.

The expansion of Stripe Connect features enhances FreshBooks Payments, improving payment processing.

AI-driven financial analytics tools can provide predictive insights, enhancing decision-making.

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