Commercial Operations Analyst

About this Role: As our Commercial Operations Analyst, you'll measure how every sales rep is performing against plan, spot gaps early, and make sure they get fixed. You'll build rep-level analysis and use it to run our daily accountability cadence - tracking leading and lagging indicators and turning insight into action. You'll also own the pipeline-to-deal workstream at Farmer's Fridge: deal approval, pricing and commercial terms, and the steps that turn pipeline into deals that become high-performing Fridges. You'll define the ideal customer profile (ICP) for each of our verticals to ensure a standardized selling process. In your first 60 days, you'll build a performance baseline for every rep, launch the daily sales standup and weekly scorecard review, and publish a single deal approval policy. What You'll Do... Rep Accountability 37 Track each rep's productivity against peers on activity, conversion, launches, and the average weekly sales and contribution margin of placed Fridges - and explain why gaps exist 37 Define and monitor leading indicators that signal when a rep or market is off track, and set the thresholds that trigger performance management 37 Report lead-to-meeting-to-deal conversion by rep, source, and segment; identify where deals stall and why 37 Run a 15-minute, numbers-driven daily sales standup with Sales, Channel, Revenue Operations, and Operations, where each rep confirms yesterday's commitments and today's 37 Track response time on every inbound lead against SLA and escalate repeat misses with the data behind them 37 Own and maintain the rep scorecard, reporting it weekly to Sales leadership 37 Drive Salesforce discipline so reps log activity, stages, and next steps and analysis runs on current data Deal Desk & Commercial Terms 37 Review new placement deals against approval policy (location, expected sales, pricing, and terms); approve deals within policy and escalate exceptions 37 Translate approval criteria into Salesforce rules so standard deals are approved automatically 37 Log every exception with a reason and report how exception deals perform against standard deals 37 Maintain pricing guardrails, Business Plus, and discount structures so each fee covers its cost 37 Model partner revenue-share terms and support renegotiations, starting with the least profitable partners 37 Own changes to terms after a placement goes live, including fee changes and renewals Sales Process & Collections 37 Document deal stages, required fields, and approvers for each deal type 37 Run intake for sales operations requests and lead the weekly triage meeting 37 Run the weekly overdue-invoice review with Accounting and hand accounts to account managers for follow-up First 60 days 37 Days 1-30: learn the sales process and Salesforce. Build a baseline of performance by rep. Start the daily standup. Define leading indicators and performance triggers. Launch the weekly rep scorecard review and close the loop on actions from the scorecard to hold sales teams accountable. 37 Day 31+: Scale the cadence and scorecard. Identify one root-causes on underperformance by rep or market gap, and enable solutions. 37 Document current approval rules and exceptions, and publish one approval policy. 37 Report exception deal performance. Who You Are... 37 2-4 years of experience in sales operations, revenue analytics, consulting, or another analytical role close to a sales team 37 Strong analytical skills, including advanced Excel or Google Sheets and SQL, and comfort building analysis from raw Salesforce data 37 Working knowledge of Salesforce or another CRM 37 You turn analysis into a clear answer and a recommended action - not a data dump 37 Comfortable holding people accountable, including more senior colleagues, and following up until the work is done 37 You hold a policy line with sales teams and escalate with data 37 Consistent - you run the same cadence every day without being reminded 37 Detail-oriented, and you document processes so others can follow them 37 You've built a pricing, approval, or margin model that changed how a sales team worked, and can show the result 37 Nice to have: experience in a field sales or route-based business The base salary range for this role is $85,000 - $100,000. The base pay offered will be determined by factors such as experience, skills, training, certifications, education, and any applicable minimum wage requirements. In addition to base salary, this position is eligible for company performance-based bonuses and equity. We provide a comprehensive benefits package, including: 37 Medical, dental, and vision insurance (multiple plans available) 37 401(k) with immediate employer match vesting 37 Paid time off (including vacation, sick leave, and holidays) 37 Paid sabbatical after 5 years of service 37 Employee discounts 37 Employee Assistance Program (EAP) Benefits at Farmer's Fridge: In This Together - We stay connected, whether in person or virtually. We encourage business transparency through monthly town hall meetings and weekly financial updates. We set out to make the best product on the market, and we believe we've done it. We value your input in the new menu creation process. From regular tasting panels, where employees provide new menu feedback. Happier Workdays - Each day at work should fill you with joy. We're a fun and passionate group, and we don't take ourselves too seriously. Bring your unique self to work, dress comfortably, and always feel free to share your thoughts and opinions. We encourage curiosity; there's no hierarchy here when we're all swapping ideas. Never run on empty - Daily Farmer's Fridge meal and office snacks are just some of the offerings to make sure you aren't distracted by a growling stomach. Recharge with our paid sabbatical program after five years of service. Innovate & Elevate - We're all teachers and learners. You'll grow and help grow the company through cross-functional collaboration, open access to leadership, and regular business updates. You have a direct impact on the company's bottom line. You can also impact your bottom line by participating in our 401(k) plan that includes a company match with immediate vesting.