Job Description: Business Analyst – Revenue & Operations
About Apna
Founded in 2019, Apna is one of India’s leading professional networking platforms, dedicated to empowering the country’s workforce with employment, professional networking, and skilling opportunities. Operating across 60+ cities in 20+ states, Apna is backed by marquee investors, including Tiger Global, Lightspeed, Sequoia, Owl Ventures, and Greenoaks Capital.
With over 16 million users and 100,000+ employers on the platform, Apna is committed to enabling livelihoods for billions of people across India.
About the Role
We are looking for a data-driven and analytical Business Analyst – Revenue & Operations to join our Operations team. In this role, you will work closely with Inside Sales, Field Sales, Enterprise Sales, Support, Marketing, and Account Management teams to drive operational efficiency, improve sales performance, and enable data-driven decision-making.
You will be responsible for analyzing business and operational data, developing dashboards, optimizing SQL queries and data pipelines, monitoring lead distribution and sales performance, and identifying opportunities to improve customer acquisition, retention, and revenue growth.
The ideal candidate combines strong SQL and analytical skills with a solid understanding of CRM systems, sales operations, and customer lifecycle management.
Requirements
Key Responsibilities
1. Data Analysis & Business Insights
- Collect, analyze, and interpret business, sales, and operational data to identify trends, performance gaps, and growth opportunities.
- Generate actionable insights to improve operational efficiency, sales productivity, customer satisfaction, and revenue performance.
- Analyze customer lifecycle data to identify opportunities for cross-selling, upselling, retention, and churn prevention.
- Track key business metrics, including conversion rates, pipeline performance, customer acquisition, and retention.
2. SQL, Data Pipelines & Reporting
- Write, optimize, and maintain complex SQL queries for data extraction, transformation, and analysis.
- Build and maintain data pipelines to ensure accurate, reliable, and timely availability of business data.
- Support ETL processes and ensure data consistency across reporting systems.
- Identify data discrepancies, investigate root causes, and implement improvements to data quality and reporting accuracy.
3. Dashboard Development & Performance Tracking
- Build and maintain dashboards using tools such as Power BI, Tableau, Looker, or similar platforms.
- Monitor key performance indicators (KPIs) across Inside Sales, Field Sales, Enterprise Sales, and Support operations.
- Track lead-to-conversion funnels, sales productivity, pipeline movement, and high-value business acquisition opportunities.
- Translate complex data into clear, actionable insights for business leaders and stakeholders.
4. CRM & Lead Management
- Monitor CRM data quality, completeness, and accuracy to support effective sales execution and account management.
- Analyze and improve lead-routing, lead-assignment, and distribution processes across multiple sales channels.
- Ensure leads are assigned to the appropriate teams based on business rules, sales segments, and account ownership.
- Identify gaps in CRM workflows and recommend process improvements to prevent lead leakage, duplication, and misallocation.
5. Revenue Operations & Process Optimization
- Collaborate with Inside Sales, Field Sales, Enterprise Sales, Marketing, Support, and Account Management teams to streamline business processes.
- Establish and monitor reporting frameworks to distinguish new customer acquisition from existing customer account management.
- Analyze revenue-related metrics, including conversion rates, pipeline velocity, customer acquisition cost (CAC), retention, and win/loss trends, wherever applicable.
- Partner with stakeholders to define business metrics, standardize reporting, and implement data-backed process improvements.
- Support business reviews, ad hoc analysis, and strategic initiatives through timely and accurate data insights.
Required Skills & Qualifications
- 3–4 years of experience as a Business Analyst, Operations Analyst, Sales Operations Analyst, or Revenue Operations Analyst.
- Strong proficiency in SQL, including complex queries, joins, aggregations, data manipulation, and query optimization.
- Hands-on experience with data extraction, transformation, reporting, and preferably building or maintaining data pipelines.
- Experience in creating dashboards and reports using Power BI, Tableau, Looker, or similar tools.
- Strong analytical, problem-solving, and data interpretation skills.
- Familiarity with CRM platforms such as Salesforce, HubSpot, or similar tools.
- Understanding of sales funnels, lead management, revenue reporting, customer lifecycle analytics, and operational KPIs.
- Ability to translate business requirements into meaningful reports, dashboards, and actionable recommendations.
- Strong communication and stakeholder management skills, with the ability to present insights to non-technical teams.
Preferred Experience
- Experience in a B2B, SaaS, technology, or high-growth startup environment.
- Exposure to multiple sales channels, including Inbound, Inside Sales, Field Sales, and Enterprise Sales.
- Experience in account management analytics, customer retention, revenue reporting, and sales performance tracking.
- Hands-on experience implementing or optimizing CRM workflows, lead-routing logic, and business reporting processes.
What We’re Looking For
A proactive, detail-oriented, and business-minded analyst who can connect data with business outcomes. The ideal candidate should be comfortable working with large datasets, solving operational challenges using SQL, building reliable reporting systems, and partnering with cross-functional teams to drive measurable improvements in business performance.