Senior Sales/Revenue Operations Analyst - Bestpass

We Speak Safety and Efficiency:

At Bestpass – Fleetworthy, our mission is to make our roads safer, and our fleet customers more efficient.

In 2023, Bestpass and Fleetworthy combined because we believe fleet operators deserve a simpler way to keep the back office administrative aspects of the operation running, so they can focus on their core business. We provide unmatched visibility into their fleet operations, eliminating the burden of keeping assets, driver, fuel and toll data updated, compliant and optimized. We achieve this through our three-pillar approach of expertise, technology, and data.  

At Bestpass – Fleetworthy, you're in the driver's seat!

Road Map:

The Senior Sales/Revenue Operations Analyst will utilize their expertise in data analysis to understand and conduct data monitoring, analysis and pattern detection of the underlying data to identify areas of opportunity and to maximize revenue. This information will be shared with product and development teams to improve integrations. In this role, the Senior Sales/Revenue Operations Analyst will also help troubleshoot complex GTM challenges with key stakeholders across the customer life cycle to improve the customer experience by helping to identify improvements is our internal processes.

Fuel Gauge:

• This role will pay between $80,000 - $110,000 depending on experience and other determining factors.
  
  

What Your Ride Will Look Like:

• Market Segmentation and penetration – Analyze and understand the addressable segments/markets where we are successful and our penetration in those markets.
• Capacity and territory planning –
• Use segmentation and penetration data to understand what is required to attack the opportunity with additional headcount and supporting opportunity rich territories.
• Win rate and why do we win or lose - Analyze the attributes of winning and losing to be able to double down on winning strategies or address the challenges where we lose.
• Sales Velocity – Analyze the throughput of our sales cycles (each stage) to remove roadblocks and measure improvements as we make changes.
• Pipeline growth, velocity and conversion rates – Develop predictive modeling of pipeline metrics with a deeper analysis on when, where and how pipeline is being generated.
• Channel traction – Analyze our partner community on referrals, pipeline build, conversion rates and winning attributes.
• GTM Metrics – double/triple clicking on key metrics like forecast accuracy, churn, renewals, conversion rates, etc. to uncover better predictive modeling and results.
• ROI of new Sales tools – Analyze how new tools are helping us sell, ramp new reps, increase CSAT, reduce churn, etc. – Also, what additional tools do we need to improve?
• Compensation analysis and planning – Analyze current plan components to drive a better incentive structure going forward at an annual, quarterly, monthly level and analyzing scenarios for any traps.
• Price Discount analysis – Understand a deeper level of our current discounting practices by customer/prospect type, industry, size, etc. and how we should reflect that back in our pricing practices.
• Create next level analytics on key reporting – a proactive summary analysis (the whys) on key changes in the weekly Insight report.
  
  

Show Off What You've Got:

• Minimum 5 years' experience in a data analytics role preferably in a similar environment (SaaS)
• College degree required
• Advanced Excel knowledge and skills
• Strong understanding of data visualization tools
• Salesforce.com experience
• Excellent time management skills
• Ability to manage multiple priorities with strict attention to detail.
• Strong analytical skills with ability to utilize problem solving skills for issues and inquiries.
• Excellent interpersonal skills with the ability to communicate effectively and professionally with internal and external customers.
• Expertise in ad hoc reporting
  
  

What Drives Us to Work Every Day:

• We are laid back but always professional.
• Our offices are modern and fully equipped to make you feel at home. Enjoy a team meeting in one of our cafes, shoot some darts while brainstorming ideas or just sit back and enjoy free healthy snacks and drinks to keep your mind and body satisfied.
• We pride ourselves on making a difference, to our employees, clients, and their businesses.
• We love "quirky" and accept team members for who they are & what they bring to the table.
• We are proud to build all our relationships based on transparency and trust.
• All our teams consist of top talent who are energetic, inquisitive, and love jumping out of bed each day because they know they can and will make a difference!
  
  

We care about your Zen:

• A flexible work environment with a mix of 100% remote and/or hybrid roles and some that are in the office.
• An amazing benefits package so you can rest assured your needs are taken care of.
• Paid time off so you can have time to relax and experience a healthy work-life balance.
• A 401K plan with an impressive company match. It's never too early to start saving for retirement!
• Health and wellness-focused work environment with optional standing desks, office fitness challenges, and plenty of outdoor space to take a walk or just clear your mind.
• Opportunities to participate in charitable events, give back to the community, and get paid for your efforts!
• We reward success with promotions from within and encourage all employees to switch lanes and check out other departments.
• We pay hefty referral bonuses to all employees who refer family and friends!
  
  

Bestpass Core Values – We are 1TEAM

• People 1st - People 1st! We win as a team by collaborating, having each other's backs, and bringing out the best in each other. We always treat others as they would like to be treated.
• Trust - We inspire trust by delivering on our promises, owning outcomes, being transparent in our communications, and acting with integrity.
• Every Trip Matters - Because every trip that our customers take is important to them, it's important to us. Whether it is a load being hauled across the country or a service vehicle traveling on a toll road, our customers count on us to deliver the right expertise, software, and data to make every trip safe, efficient, and productive.
• Always Innovating - We solve for the customer and focus on outcomes. We are nimble in our approach. When we fail, we fail fast and learn from it. We are here to disrupt, not to fit in.
• Mindset - We are committed to a growth mindset. Our efforts and attitudes are what determine our abilities. We embrace good criticism. We seek new challenges. We never stop learning.
  
  

About Bestpass: Bestpass is a comprehensive payment platform provider and leader in toll management solutions for commercial fleets of all sizes. Bestpass saves fleets time and money by consolidating payments and providing insight into cost per vehicle. Bestpass, founded in 2001, covers 100% of major toll roads across the U.S., supports more than 30,000 customers, and processes over $1.5 billion in toll transactions annually. Bestpass offers a range of toll coverage options for owner-operators, regional fleets, and national fleets, as well as customized solutions for specific needs.

About Fleetworthy Solutions: Fleetworthy Solutions, Inc. provides DOT safety and regulatory compliance services to commercial fleets that take them Beyond Compliant. Fleetworthy combines exceptional client service, advanced technologies, and more than 40 years of transportation industry expertise to make sure that drivers and assets are truly fleetworthy. The company helps private fleets, for-hire carriers and third-party logistics companies of all sizes surpass compliance of federal, state, and local regulations and streamline processes to reduce costs and mitigate risks.

Bestpass is committed to fostering a diverse and inclusive culture that is respectful and welcoming of individual differences. We are proud to be an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion or belief (or lack thereof), sex, nationality, national or ethnic origin, civil status, age, citizenship status, sexual orientation, disability, genetic information, familial status, marital or registered civil partnership status, pregnancy or maternity status, gender identity, gender reassignment, military or veteran status, or any other protected characteristic in accordance with applicable laws and regulations