operations
Posted May 15Business Analyst, Operations
at Lob
United StatesOn-site
Responsibilities
- 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.
Requirements
- The ideal candidate pairs strong spreadsheet modeling skills with the communication tact required to help Go-To-Market (GTM) teams navigate the quote-to-cash process.
- 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.
- 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.
- experience in a Deal Desk, Sales Operations, Pricing, or Financial Analyst role within a fast-paced tech, logistics, or SaaS environment.
- Financial Acumen: Strong understanding of gross margin calculations, discounting impacts, and fundamental commercial metrics (e.g., ARR, MRR, TCV).
- Analytical Execution: Advanced proficiency in Microsoft Excel and Google Sheets (Pivot tables, VLOOKUPs, nested logic, and formula-driven financial modeling).
- Systems & AI Literacy: 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.
- Communication Skills: Clear and efficient communication style. You possess the ability to politely but firmly enforce financial
- Education: Bachelor’s degree in Business, Finance, Economics, Supply Chain, or a related field.
- qualifications for the role, skillset, proficiency and
- Lob is an equal opportunity employer and values diversity of backgrounds and perspectives to cultivate an environment of understanding to have greater impact on our business and customers.
Benefits
- Lob was founded in 2013 by technical co-founders with a vision to connect the world one mailbox at a time.
- Compensation Information
- The total compensation package for this role is comprised of an annual base salary and RSUs.
- Annual base salary: $125,000.00 - $142,500.00
- “Lob’s salary ranges are based on market data, relative to our size, industry and stage of growth.
- Salary is one part of total compensation, which also includes equity, perks and competitive benefits.
- Salary decisions are based on many factors including geographic location,
- experience level. Lob reasonably expects to pay candidates who are offered roles within the provided salary ranges.”
Additional details
- Today, we're transforming the way businesses use direct mail and bringing the power of technology to a traditionally manual channel.
- Our modern logistics and fulfillment engine helps businesses to build and scale high-quality, personalized direct mail programs without the operational burden.
- As we grow to meet the evolving needs of our customers and expand our product offerings, we’re building a team to shape the future of direct mail.
- We are seeking a highly analytical and detail-oriented Business Analyst, Operations to join our Operations Team.
- You are the first line of defense for Lob’s unit economics.
- Acting as the primary point of contact for unit economics relative to capacity and margin analysis.
- You will ensure our commercial agreements are highly competitive while strictly adhering to our financial guardrails.
- 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.
- Flag deals that fall outside approved parameters and escalate to Management with a clear summary of the margin impact.