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The role involves delivering business value analyses, optimizing the Salesforce Opportunity-to-Order process, and collaborating with various teams to improve sales efficiency through actionable insights and scalable processes.
We’re looking for a strategic and analytical operator to join our GTM Data, Tool and Processes team as a GTM Business Value & Operations Analyst. In this hybrid role, you’ll be responsible for two interconnected areas:
- Delivering business value analyses that help prospects understand how Navan can drive cost savings and ROI
- Owning and optimizing the Opportunity-to-Order process in Salesforce to improve sales execution
Your work will focus on optimizing the process for analyzing prospect data to uncover value and savings opportunities, overseeing the development and delivery of business value assessments, owning and refining the Salesforce Opportunity-to-Order process, and identifying scalable process improvements to enhance sales efficiency. You’ll collaborate closely with Sales, RevOps, Finance, and Systems teams to translate data into actionable insights and build scalable processes that drive business impact.
What we’re looking for:
- Analyze prospective customers’ travel and expense data to identify opportunities for savings and value creation
- Build and evolve business value assessments that support strategic sales conversations
- Present insights directly to sales stakeholders, including managers, directors, and executives
- Develop compelling ROI storytelling that highlights the financial impact of Navan’s platform
- Own and improve the Salesforce Opportunity-to-Order workflow to ensure efficiency and data accuracy
- Identify and address CRM process gaps, implementing scalable and automated solutions
- Collaborate with Sales Ops, RevOps, and GTM Systems to align process improvements with GTM strategy
- Manage a backlog of internal process and data requests, translating business needs into system requirements
- Create documentation and best practices to drive adoption and consistency across sales teams
What you’ll do:
- 5–8 years of experience in business analysis, sales operations, or a strategic function
- Experience optimizing CRM workflows (preferably Salesforce) and enabling GTM teams
- Strong understanding of the Opportunity creation process within a CRM environment
- Strong analytical skills with high attention to detail
- Advanced spreadsheet skills (pivot tables, lookups, modeling)
- Proficiency in SQL and BI tools (Thoughtspot, Tableau, Snowflake, or similar)
- Strong presentation skills using Google Slides or PowerPoint
- Experience with Salesforce reporting and dashboard creation
- Excellent communication skills with the ability to present to executive audiences
- Strong problem-solving and project management capabilities
- Business acumen and a structured approach to solving complex problems
Preferred Qualifications:
- BS/MS in Finance, Economics, or Business Analytics field; MBA a plus
- Experience in B2B SaaS, Financial Services, Sales Strategy, or Consulting
- Background in process improvement, sales enablement, or RevOps
- Familiarity with process mapping and CRM automation tools
Top Skills
Bi Tools (Thoughtspot
Google Slides
PowerPoint
Salesforce
Snowflake)
SQL
Tableau
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