Strategy & Operations, Go-To-Market Senior Analyst

Overview

We are seeking a Strategy & Operations, Go-To-Market Senior Analyst, who will report into the Director of S&O of Industrials and will help scale the business by launching and executing a broad set of highly critical and visible initiatives. You will work and collaborate closely with the Leadership Team and cross-functional teams in your day-to-day to develop and implement growth strategies, improve our commercial and cross-functional processes, and tactically drive growth, adoption and retention. We’re looking for that person who knows what to do next, and if there isn’t a next step, figuring out what the next step should be and doing it!

 

High-level traits that help you thrive at Airspace

• Self-starter with a knack for technology, operations, systems thinking, and tool & process building
• Enjoys a fast-paced environment and can work on several projects at once
• Willingness to learn, “own” problems, and partner with more experienced individuals to define solutions and then implement them!

 

Role Responsibilities:

Strategy formulation & execution

• Partner with greater S&O team and Industrials Leadership to scope and execute strategic initiatives
• Understand and solve complex business problems and support strategic decision-making for department Leaders and the C-Suite through data analysis, research and workshops. Your main focus will be on revenue growth topics, but you will also be exposed to strategic topics in operations to drive margin expansion
• Support the strategic vision of Airspace’s growth plans: support the Director of S&O to prepare and lead strategy formulation sessions

Business performance management

• Outline, maintain and manage a healthy sales operating cadence. Define KPIs and ensure KPI achievement through progress monitoring, tracking and project management of the prospecting and sales pipeline. Liaise with the revenue org to create accountability for progress.
• Collaborate with Analytics team members to build dashboards, reports and forecasting tools to improve revenue predictability; maintain analytical tools that support customer operations and reporting requirements (knowledge of Looker and SQL preferred, but not required)
• Contribute to sales effectiveness by identifying short-term and long-range issues that must be addressed, recommending options, courses of action, and implementing them in partnership with the Sales and Account Management teams

Process engineering

• Collaborate closely with department Leaders (e.g., revenue, operations, finance) on cross-functional projects to define, build and deploy company-wide processes, solutions, dashboards and tools
• Independently be responsible for projects and sub-initiatives that improve our end-to-end sales and operational processes with a focus on efficiency, scalability, and reportability
• Quickly learn to be proficient in Salesforce and Looker; able to build your own reports and make process / system recommendations in Salesforce by understanding system capabilities (in partnership with other S&O team members)

Strategic account support

• Serve as Project Manager for High-Value Prospect (HVP) Logos prospecting and new client onboardings. Ensure progress throughout the pipeline and onboarding project.
• Work fluidly within a highly flexible team and take on a broad set of priority strategic tasks that include margin analysis, pricing analysis, formal responses to RFPs, and some basic Salesforce administration
• Support Airspace’s solution-based selling approach: Identify current and future customer service requirements in the High Tech and Automotive verticals by supporting the sales/AM team to establish a personal rapport with potential and actual customers in order to understand service requirements and translate them into concrete internal project plans and motions
• Support sales org in analyzing data and building compelling presentations

Required Skills:

• 2-5 years of experience in an analytical role, for example management consulting, revenue operations (RevOps), strategy & operations (S&O), data analytics, or business operations (BizOps)
• MSc/MA from a leading academic institution with a strong academic record or equivalent professional experience
• STEM background preferred
• Highly proficient in google sheets, google slides, Excel and PPT;  SQL experience preferred
• Most of all here, you are a “systems” and tools thinker, and have a desire to build tools that are widely used and avoid repetitive tasks
• Comfortable working closely with Sales & Account Management leaders; understands core Revenue team KPIs and how they are set and generated
• Comfortable creating reports out of critical business systems such as Salesforce and Looker
• Experience using a CRM, preferably Salesforce, with knowledge of system capabilities and an understanding of general RevOps KPIs / pipeline reporting
• Direct experience synthesizing information from multiple sources and using data to substantiate recommendations and identify areas of risk
• Willingness to learn the operational and technological details of time-critical logistics, air freight, and our business so that you can be a better problem solver
• Exceptional project management, organizational and analytical reasoning skills – you will not only be in charge of ideation, but also implementation!
• Excellent verbal, written, and interpersonal communication skills
• Entrepreneurial and resourceful; finds ways to solve problems when path to a solution is not obvious
• Puts mission and organization above themselves; positive attitude and comfortable working in a fast-paced, high-growth environment and collaborating with diverse teams from different geographies and backgrounds
• Experience in logistics is not necessary