Flooring BU Revenue Operations Analyst

The Flooring BU Revenue Operations Analyst supports the Flooring BU Revenue Operations Lead by producing accurate analysis, reliable forecasting inputs and clear commercial insights that help the Business Unit make better decisions and deliver its growth plans.

The role brings together performance data across bookings, pipeline, churn, renewals, price increases, professional services, sales capacity and commercial initiatives. It identifies trends, investigates variances and converts data into concise, decision-ready reporting for the Revenue Operations Lead, Flooring BU leadership and aligned GTM teams.

Working within the BU Revenue Operations operating model, the Analyst applies central Revenue Operations standards, definitions, processes and tooling while incorporating relevant Flooring market, product, customer, channel and delivery context. The role is expected to be analytical, curious and action-oriented, with strong attention to data quality and follow-through.

Key Responsibilities

Commercial performance analysis

• Build and maintain an integrated view of Flooring BU performance across aggregate CARR, bookings, pipeline, churn, renewals, price increases, professional services and CARR-to-ARR conversion.
• Produce recurring performance reporting and concise commentary that explains key movements, drivers, risks and opportunities.
• Analyze performance against budget, forecast and strategic plan, investigate material variances and document root causes.
• Connect performance across the commercial lifecycle, including pipeline generation, conversion, renewals, pricing, professional services delivery, sales capacity and operational execution.
• Develop product, customer, segment, geography, channel and seller-level analyses to support Flooring BU decisions.
• Maintain clear definitions, assumptions and source documentation so analysis is repeatable and trusted.

Forecasting and scenario support

• Support the development and maintenance of the Flooring BU operational commercial forecast across bookings, churn, price increases and professional services.
• Consolidate actual performance, pipeline, renewal cohorts, professional services outlook and initiative assumptions into standardized forecast inputs.
• Perform quality checks on forecast submissions, including completeness, timing, deal progression, conversion assumptions and consistency with available evidence.
• Prepare forecast-movement bridges and quantify changes by product, region, motion, initiative or other relevant driver.
• Build scenario analyses to show the potential impact of changes in conversion, timing, retention, pricing, professional services demand and delivery, capacity or productivity.
• Support reconciliation of the operational commercial forecast with Finance and central Revenue Operations views.

Pipeline quality and sales execution

• Monitor pipeline coverage, creation, quality, stage progression, conversion, velocity, aging and slippage for the Flooring BU.
• Identify data quality gaps and pipeline risks, summarize the commercial impact and support the BU Revenue Operations Lead in defining required actions.
• Maintain action trackers for pipeline and forecast reviews, follow up with accountable owners and report progress.
• Analyze whether performance issues are concentrated by product, territory, segment, geography, seller, stage or source.
• Support adoption of centrally defined pipeline-management standards, dashboards and operating cadences within the Flooring BU.

GTM initiative and effectiveness analysis

• Measure the performance of Flooring commercial initiatives, launches, bundles, campaigns and cross-sell motions against agreed objectives.
• Build baselines, benefit-tracking views and post-launch analyses that show whether initiatives are producing the intended outcomes.
• Analyze conversion, velocity, productivity, retention, price realization, product mix and products per customer.
• Identify emerging trends and opportunities, and provide evidence to support recommendations to continue, adjust, accelerate or stop activity.
• Maintain initiative assumptions, milestones, owners, risks, dependencies and expected commercial impact.

Capacity, quota, territory and workforce analysis

• Maintain analytical views of Flooring sales capacity, vacancies, joiners, leavers, transfers, ramp, productivity, quotas, territories and account allocation.
• Support quota-setting, territory-design and capacity-planning analyses using centrally governed methodologies.
• Identify imbalances in coverage, workload, opportunity allocation, productivity or quota attainment and quantify their potential commercial effect.
• Reconcile workforce and capacity information across BU, Finance, People and central Revenue Operations records.
• Track new-joiner provisioning dependencies, including territories, quotas, CRM access, reporting, onboarding and compensation-plan inputs, and escalate gaps to the BU Revenue Operations Lead.

Data, reporting and process excellence

• Use approved data sources, dashboards and definitions to produce consistent, auditable reporting.
• Perform recurring data-quality checks, investigate discrepancies and coordinate resolution with relevant data, systems and process owners.
• Develop and maintain practical reporting tools, analytical models, documentation and standard work that reduce manual effort and improve accuracy.
• Partner with central Revenue Operations teams to test and adopt new reporting, automation, processes and tooling.
• Ensure routine deliverables are complete, accurate, timely and suitable for leadership review.

Planning and performance cadence

• Support strategic planning, annual budget and target setting, and 3+9, 6+6 and 9+3 forecast cycles.
• Prepare inputs and analysis for weekly pipeline and commercial forecasting, monthly BU performance reviews and quarterly business reviews.
• Maintain standardized packs, trackers, commentary and action logs for recurring Flooring BU cadences.
• Support commercial initiative and benefit tracking, capacity and territory planning, scenarios and investment business cases.
• Coordinate submissions and follow-ups across Flooring BU stakeholders, central Revenue Operations and Finance.

Accountability boundary

The Flooring BU Revenue Operations Analyst supports analysis, data quality, forecast inputs, reporting and action tracking. The Flooring BU Revenue Operations Lead remains accountable for independent challenge, forecast quality, the integrated BU commercial outlook and the performance narrative presented to BU leadership. Sales and Professional Services leaders remain accountable for their submissions, decisions and execution.

Key relationships

• Flooring BU Revenue Operations Lead.
• Flooring BU General Manager and leadership team.
• Flooring-aligned Sales leadership and GTM teams or pods.
• Flooring Commercial Finance Director and Core Finance.
• Central Revenue Operations leaders and specialist teams.
• Professional Services leadership and operations.
• People Business Partner.
• Data, technology, CRM and systems teams.

Skills and experience

• Experience in Revenue Operations, Sales Operations, Commercial Finance, business analysis, FP&A, business intelligence or a related analytical role.
• Strong analytical capability, with the ability to move from data to insight and explain the commercial significance clearly.
• Advanced proficiency with Excel and practical experience using CRM, reporting and business-intelligence tools. Experience with Salesforce and Power BI is beneficial.
• Working knowledge of commercial metrics such as bookings, ARR/CARR, pipeline, conversion, churn, retention, price realization, forecast accuracy, productivity and quota attainment.
• Ability to reconcile multiple data sources, identify inconsistencies and document assumptions and business rules.
• Strong organization and attention to detail, with the ability to manage recurring cadences and multiple deadlines.
• Clear written and verbal communication, including the ability to prepare concise leadership-ready reporting and commentary.
• Collaborative working style and confidence partnering across Sales, Finance, Professional Services, People, Data and Systems teams.
• Curiosity about the Flooring market, products, customers, channels and GTM motions, with the ability to build business context quickly.

Measures of success

• Accuracy, completeness and timeliness of Flooring BU performance and forecast reporting.
• Quality of analysis explaining performance drivers, forecast movements, risks and opportunities.
• Reliability of recurring data-quality checks and resolution of identified discrepancies.
• Visibility and follow-through of pipeline, forecast, initiative and workforce actions.
• Quality of support for strategic planning, forecast cycles, monthly reviews and quarterly business reviews.
• Adoption and effective use of central Revenue Operations standards, dashboards, processes and tooling.
• Reduction in manual reporting effort through improved documentation, repeatable analysis and automation.
• Quality of partnership and support provided to the Flooring BU Revenue Operations Lead and aligned stakeholders.

Role profile

This role is suited to an analyst who combines technical accuracy with commercial curiosity. The successful candidate will be comfortable working with detailed data, asking why performance is moving, and turning findings into concise insights and clear next steps. The role provides broad exposure to the Flooring BU commercial model and an opportunity to build expertise across forecasting, pipeline, retention, pricing, professional services, capacity and GTM performance.