Sales Operations BI Analyst in Edinburgh

What is the opportunity? As a RevOps BI Analyst in Revenue Operations at Omnissa, your primary focus will be on driving accurate and actionable sales forecasting. You will analyze pipeline trends, forecast performance, and identify risks and opportunities to ensure predictable revenue outcomes. By leveraging data-driven insights, you will help refine forecasting models, improve forecast accuracy, and provide visibility into future revenue. Your work will enable leadership to make informed decisions, align resources effectively, and accelerate growth through proactive planning.

Here is a breakdown:

• Sales Forecasting & Pipeline Analytics

• Forecast Accuracy & Predictability: Develop and refine forecasting models to improve accuracy and provide clear visibility into future revenue performance.
• Pipeline Health Analysis: Monitor and analyze pipeline trends, identify risks and opportunities, and deliver actionable insights to ensure predictable revenue outcomes.
• Variance & Risk Assessment: Track forecast vs. actual performance, highlight variances, and recommend corrective actions to mitigate risk.

• Optimize Forecasting Workflows: Streamline forecasting and pipeline management processes to reduce friction and improve efficiency across GTM teams.
• Identify Bottlenecks: Analyze the sales funnel to uncover points of stagnation and collaborate cross-functionally to resolve issues impacting forecast reliability.

• Forecasting Dashboards: Build and maintain dashboards that provide real-time visibility into forecast accuracy, pipeline health, and revenue projections.
• Data-Driven Recommendations: Use CRM and analytics tools to deliver insights that inform GTM strategy and improve forecasting precision.

• Partner with Sales & Finance: Work closely with Sales, Finance, and Marketing teams to align on forecasting assumptions, validate pipeline data, and support strategic planning.
• Enable Leadership Decisions: Provide clear, actionable insights that empower leadership to make informed decisions on resource allocation and revenue planning.

• Leverage Forecasting Platforms: Utilize tools such as Salesforce, Clari, Tableau, and other analytics platforms to enhance forecasting accuracy and pipeline visibility.
• Automate Forecasting Processes: Identify opportunities for automation to reduce manual effort and improve scalability in forecasting and pipeline management.

What will you bring to Omnissa?

• Education: Bachelor’s degree in Business, Finance, Data Analytics, or a related field; advanced degree preferred.
• Experience: 5+ years in Revenue Operations, Sales Operations, or a similar role with a strong focus on forecasting and pipeline analytics in a SaaS, tech, or B2B environment.
• Forecasting Expertise: Proven ability to build, refine, and manage sales forecasting models; experience with pipeline health analysis and variance reporting.
• Technical Proficiency: Advanced knowledge of CRM systems (e.g., Salesforce), forecasting platforms (e.g., Clari), and BI tools (e.g., Tableau, Power BI). Strong Excel modeling and data manipulation skills required.
• Analytical Skills: Ability to interpret complex pipeline and revenue data, identify trends, and translate insights into actionable recommendations for leadership.
• Communication Skills: Skilled at presenting forecast insights clearly to both technical and non-technical stakeholders; ability to influence decision-making through data storytelling.
• Collaboration: Experience partnering with Sales, Finance, and Marketing teams to align on forecasting assumptions and improve forecast accuracy.
• Project Management: Strong organizational skills with the ability to manage multiple forecasting and analytics initiatives in a fast-paced environment.
• Desirable Traits:

• Process-Oriented: A strong understanding of revenue operations processes and experience in mapping and optimizing workflows to drive efficiency.
• Revenue-Focused: A deep understanding of KPIs that drive revenue growth.
• Problem-Solver: Ability to analyze complex problems, identify root causes, and propose solutions to improve revenue outcomes.
• Tech-Savvy: A passion for leveraging technology to solve business problems, streamline processes, and enhance data visibility.
• Collaborative: A team player who thrives in a cross-functional, fast-paced environment and is comfortable working with teams across sales, marketing, product, and customer success.