Position Summary

The Revenue Operations Analyst supports the revenue operations function through data-driven analysis and reporting across pricing, revenue management, forecasting, KPI governance, and process improvement activities. The role analyzes revenue, pricing, customer, operational, and market data to identify trends, risks, and opportunities that enhance revenue growth, customer retention, price realization, and margin performance across Casella's waste, recycling, and resource management operations. Working closely with the Director of Revenue Operations and partnering with Sales, Finance, Operations, Customer Care, and Sales Operations, this position develops reporting, dashboards, forecasts, and actionable business recommendations that support informed decision-making, strengthen revenue integrity, and drive operational excellence throughout the customer and revenue lifecycle.

Hiring range:  $74,000-$97,000

Key Responsibilities

• Analyzes pricing, fee execution, discounts, exceptions, and price realization data to identify revenue enhancement opportunities and support pricing governance initiatives.
• Develops, maintains, and enhances dashboards, scorecards, reports, and key performance indicators that provide visibility into revenue, pricing, retention, churn, volume, margin, and new business performance.
• Evaluates revenue trends, customer performance, market dynamics, and operational data to identify risks, opportunities, and actionable business recommendations.
• Supports forecasting, budgeting, variance analysis, scenario modeling, and revenue planning activities to improve business decision-making and financial performance.
• Partners with Sales, Finance, Operations, Customer Care, and Sales Operations to validate data, support revenue initiatives, and ensure alignment of reporting and performance objectives.
• Conducts analyses of customer, pricing, service, and revenue data to improve revenue visibility, price realization, customer retention, and profitability.
• Audits pricing, fee compliance, revenue management processes, and reporting accuracy to identify revenue leakage risks and promote process consistency.
• Maintains KPI definitions, data standards, reporting methodologies, and governance practices that support a single source of truth across the organization.
• Prepares executive-ready analyses, reports, presentations, and recommendations that translate complex data into clear business insights and strategic actions.

 

Nature & Scope

The Revenue Operations Analyst operates in a highly collaborative, data-driven environment that supports enterprise-wide revenue management, pricing, forecasting, and performance reporting. The position applies analytical, financial, and business expertise to collect, interpret, and communicate information across multiple revenue streams, customer segments, service lines, and geographic markets. The role serves as a key analytical partner to Revenue Operations, Sales, Finance, Operations, Customer Care, and field leadership, helping identify opportunities to improve revenue performance, customer retention, pricing effectiveness, fee execution, and margin achievement.

 

As a provider of essential waste, recycling, organics, and resource management services, Casella operates in a complex, route-based service environment where revenue performance is influenced by customer retention, service volume, pricing discipline, operational efficiency, and contract execution. The Revenue Operations Analyst supports the organization's efforts to optimize price realization, reduce revenue leakage, improve forecasting accuracy, standardize KPI reporting, and provide actionable insights to inform both strategic and day-to-day business decisions. The position requires strong analytical capabilities, effective communication skills, attention to detail, and the ability to manage multiple priorities while supporting cross-functional initiatives and continuous improvement efforts.

 

Career Path Progression

Revenue Operations Analyst (Professional Level)

The Revenue Operations Analyst will possess three to five years of progressively responsible experience in revenue operations, pricing, finance, sales analytics, business analytics, revenue management, or related analytical disciplines. The incumbent demonstrates a solid understanding of Casella's revenue processes, pricing practices, fee execution, customer lifecycle, and waste and recycling services.

 

Working with minimal supervision, the Revenue Operations Analyst handles complex analytical assignments, supports revenue forecasting and reporting activities, maintains dashboards and performance metrics, evaluates price realization and revenue trends, and identifies opportunities to improve revenue performance, margin, and customer retention. The role coordinates efforts among Revenue Operations, Sales, Finance, Operations, Customer Care, and field leadership while serving as a resource for reporting, data interpretation, and process improvement initiatives. The incumbent may provide training, guidance, and knowledge sharing to business partners and less experienced team members.

 

Senior Revenue Operations Analyst (Advanced Level)

The Senior Revenue Operations Analyst represents the advanced level within the job family and typically possesses six or more years of progressively responsible experience in revenue operations, pricing, finance, sales analytics, business analytics, revenue management, or related disciplines. The incumbent demonstrates comprehensive knowledge of Casella's revenue processes, pricing strategy, fee governance, revenue management practices, customer lifecycle, and service offerings.

 

Working with a high degree of independence, the Senior Revenue Operations Analyst serves as a subject matter expert in pricing analysis, revenue reporting, KPI governance, forecasting support, and performance analytics. The role leads complex analytical projects, develops advanced methodologies and reporting frameworks, identifies strategic risks and opportunities, recommends action plans, and supports enterprise-wide initiatives designed to improve revenue visibility, price realization, customer retention, margin performance, and operational effectiveness. The Senior Analyst provides mentoring and development support to Revenue Operations team members and is recognized as a trusted advisor to leaders across the organization.

Education, Experience & Qualifications

Bachelor’s degree in finance, business administration, economics, data analytics, or a related field is required. Equivalent combinations of education, training, and experience that provide the necessary knowledge, skills, and abilities will be considered.

 

Candidates will have a minimum of three years of progressively responsible experience in revenue operations, pricing, financial analytics, revenue management, or related analytical function. Demonstrated experience analyzing business performance data, developing reports and dashboards, tracking and interpreting key performance indicators, supporting forecasting and planning activities, and communicating analytical findings to business stakeholders is required. Candidates must possess strong analytical and problem-solving skills, attention to detail, proficiency with reporting and business intelligence tools, and the ability to effectively collaborate with cross-functional teams in a fast-paced operating environment.

 

Experience supporting pricing strategy, revenue management, KPI governance, business intelligence reporting, forecasting, revenue assurance, and process improvement initiatives is helpful. Advanced analytical expertise, experience leading complex projects, mentoring or coaching team members, and six or more years of related experience may indicate qualifications for placement at the senior level. Experience within the waste, recycling, transportation, logistics, environmental services, utilities, or other route-based service industries with recurring revenue streams, pricing structures, service agreements, and customer lifecycle management is strongly preferred. Understanding of price realization, fee governance, customer retention strategies, revenue leakage prevention, and operational performance measurement within a decentralized field organization is highly desirable.

Attributes

Highly analytical and detail-oriented with strong business and financial acumen, this professional must be comfortable working with complex data, recurring revenue streams, route-based service operations, and cross-functional stakeholders, and be able to communicate insights clearly, persuasively, and pragmatically to support business decisions. The role requires intellectual curiosity, sound judgment, and a continuous improvement mindset, along with the ability to balance accuracy, consistency, customer considerations, and operational realities while identifying opportunities to improve revenue growth, customer retention, pricing effectiveness, revenue integrity, and margin performance.