Growth Analyst - Sales
Xendit provides payment infrastructure across Southeast Asia, with a focus on Indonesia, the Philippines and Malaysia. We process payments, power marketplaces, disburse payroll and loans, provide KYC solutions, prevent fraud, and help businesses grow exponentially. We serve our customers by providing a suite of world-class APIs, eCommerce platform integrations, and easy to use applications for individual entrepreneurs, SMEs, and enterprises alike.
Our main focus is building the most advanced payment rails for Southeast Asia, with a clear goal in mind — to make payments across and within SEA simple, secure and easy for everyone. We serve thousands of businesses ranging from SMEs to multinational enterprises, and process millions of transactions monthly. We’ve been growing rapidly since our inception in 2015, onboarding hundreds of new customers every month, and backed by global top-10 VCs. We’re proud to be featured on among the fastest growing companies by Y-Combinator.
The Role
The mission of our Revenue Operations group is to maximize business performance by being the objective, trusted partner to the sales & marketing organization. This is driven by (1) marrying external and internal data insights to guide decision-making; (2) strategic planning, (3) cross-functional collaboration and (4) continued pursuit of operational excellence. We are the swat team of change drivers that respond swiftly to the needs of the business by enabling the sales & marketing teams to transition to a stronger future state. In short, we are the driving force of sales & marketing efficiency.
Outcomes
Sales Attribution and Performance:
- Discover and understand the use cases of sales data amongst two main audiences of a) sales leaders and b) sales individuals
- Hence, partner with revenue operations to define key sales metrics in these key areas by Country, by team, by individuals across Revenue performance, Sales velocity, Pipeline coverage, Pipeline hygiene, revenue forecast, win rates, average time to close won and average deal size.
- The mission of the sales analyst is to communicate insights on the areas highlighted above to the sales leaders and individuals.
- Understand the business context and combine data to deliver 360 insights to the Sales Team on the next best actions to meet or exceed revenue targets
- What are the positive and negative movers of revenue?
- What Leads and opportunities do we prioritize?
- What cross-sell/upsell opportunities to pursue?
- Pro-active churn monitoring
- Do we have enough pipelines to exceed our targets?
- Support planning and re-forecasting by optimizing the revenue forecast engine by improving forecasting logic and inputting clean data
- Be a partner and build relationships with Sales, Marketing and Rev Ops teams
Instrumentation and Automation
- To deliver the above, you will have to drive instrumentations. Partner closely with product, and salesforce development team to ensure all customer data points are passed correctly across our internal systems and salesforce. You will need to be familiar, learn the various tools: Salesforce, High Touch, Databricks and Looker.
- Learn to be familiar with Salesforce:
- How sales and marketers use Salesforce, Pardot
- How data is being generated and input into Salesforce, Pardot
- Understand and optimize the current revenue attribution logic across sales, solution engineering teams.
- Identify and research the various options to solve for attribution (What needs to be automated within or outside of Salesforce, What data needs to be cleaned and how it should be cleaned)
- Weighing the efforts/impact in each solution proposal
- Presenting this options and then driving consensus on how we should be solving for this problem
- Documenting and presenting user stories to Salesforce Dev or Product Teams.
Data Pipelines & Data Quality
- ETL of various data sources
- Reverse ETL of various data sources into Salesforce
- Ensure Data Quality:
- Partner with the Salesforce development team closely to constantly update data pipelines as Salesforce constantly evolves
- Partner with data engineers in the optimization and maintenance of marketing data pipelines
- Data cleaning, preparation and backfills to improve accuracy of segmentation and forecast
Creation of Dashboards
- Understand dashboarding capabilities within Salesforce, B2MBA, Looker…
- Create visuals, dashboards, and reports to effectively communicate your insights and requirements above
- Initiate and drive projects to completion with minimal guidance
Experimentation
- Conceptualise A/B testing or experimental design and partnering with sales and marketers to execute cross sell / upsell opportunities
General Skillsets
- Drive iterative hypothesis or solution -Example: Please come to us with dashboard proposals. Even if you know it’s scrappy, we would love to have some sense of where you would want to go and brainstorm as a team
- Data Sanity checks before releasing for production (Customer usage), This Includes query logic checks with BI/FPNA/Sales Ops
- Initiate and drive projects to completion with minimal guidance
- Root cause analysis: identify areas that we are doing well or areas that had missed KPIs. Give further deep-dive analysis on trends, and movements and propose corrective actions or recommend best practices
- Descriptive Modelling: Profile and segmentations analysis to understand the characteristics of customers, Find correlations between various variables (eg. product bundling) that would enable marketers to upsell or crossell
Required Experiences
- Bachelor’s degree or equivalent practical experience
- 4+ years of proficiency in querying and manipulating complex raw datasets for analysis using SQL & Python
- 2+ years of professional experience with data visualization tools (e.g. Tableau, Looker)
- A strong understanding of statistics concept (e.g., hypothesis testing, probability, prevalence measurement, regressions)
- Experience with data pipeline architecture and data modelling
- Depth of knowledge around digital acquisition across digital media, affiliates, partnerships, owned channels
- Strong communication skills, as well as written and verbal presentation skills.
- Well organized, strong analytical skills, and capable of handling multiple projects with executive stakeholders
Preferred Experiences
- Machine Learning Experiences a plus
- Salesforce, Pardot Experiences a Plus
- Understanding of full B2B revenue funnel optimization from Leads to Conversions
