Business Analyst, Operations

Lob was founded in 2013 by technical co-founders with a vision to connect the world one mailbox at a time. Today, we're transforming the way businesses use direct mail and bringing the power of technology to a traditionally manual channel.

Our modern logistics and fulfillment engine helps businesses to build and scale high-quality, personalized direct mail programs without the operational burden. As we grow to meet the evolving needs of our customers and expand our product offerings, we’re building a team to shape the future of direct mail.

Business Analyst, Operations

We are seeking a highly analytical and detail-oriented Business Analyst, Operations to join our Operations Team. In this role, you will serve as the technical analyst between our cross functional teams and operational reality

You are the first line of defense for Lob’s unit economics. Acting as the primary point of contact for unit economics relative to capacity and margin analysis. You will ensure our commercial agreements are highly competitive while strictly adhering to our financial guardrails. The ideal candidate pairs strong spreadsheet modeling skills with the communication tact required to help Go-To-Market (GTM) teams navigate the quote-to-cash process.

As the Business Analyst, Operations, you’ll work on…

Deal Execution & Triage

• Monitoring the Deal Desk Queue: Act as the stakeholder for all incoming Deal Desk requests, ensuring the Sales team provides all necessary data and context before processing begins.
• Triage and Prioritize: Evaluate ad hoc requests based on urgency, deal size, and strategic importance. Swiftly route high-complexity deals to Management for executive review.
• Audit Pricing Requests: Review standard and non-standard pricing, discount requests, and contract terms ensuring that fall within designated operational approval thresholds.

Margin Analysis & Data Integrity

• Validate Deal-Level Unit Economics: Apply established pricing models and financial guardrails to confirm that individual deal structures — including custom pricing, volume tiers, and bundled offerings — meet minimum margin thresholds before advancing through the approval workflow. Flag deals that fall outside approved parameters and escalate to Management with a clear summary of the margin impact.
• System Accuracy: Ensure all custom deal structures, pricing configurations, and non-standard contract terms are accurately entered and reflected within our CRM (Salesforce) and billing data sources.

Cross-Functional Partnership & Process Modernization

• Sales Enablement: Educate the GTM teams on processes, required documentation, and SLA expectations. Help Sales structure their deals correctly the first time to accelerate approval velocity.
• Stakeholder Alignment: Serve as a collaborative liaison between Sales, Finance, and Operations. You will proactively flag deal bottlenecks and provide clear, direct communication to Sales when deals require structural changes.
• AI Automation & Systemization: Support the modernization of the operations by identifying manual bottlenecks and helping to implement approved AI-driven tools (e.g., automated data extraction, LLM-based triage) to systematically accelerate the quote-to-cash process.

Process Improvement: Identify recurring trends in requests and suggest tactical improvements to streamline operations.

Additional Responsibilities

Interim Coverage: In the event of a vacancy or capacity gap on the Strategy & Analytics team, provide temporary operational support for pricing execution and deal-level margin review as directed by Management. This coverage is supplementary and does not alter the primary scope or classification of this role.

What will you bring to this role…

• Experience: 2–4 years of experience in a Deal Desk, Sales Operations, Pricing, or Financial Analyst role within a fast-paced tech, logistics, or SaaS environment.
• Financial Acumen: Strong understanding of gross margin calculations, discounting impacts, and fundamental commercial metrics (e.g., ARR, MRR, TCV).
• Analytical Execution: Advanced proficiency in Microsoft Excel and Google Sheets (Pivot tables, VLOOKUPs, nested logic, and formula-driven financial modeling).
• Systems & AI Literacy: Hands-on experience navigating data within CRM systems (e.g., Salesforce) and CPQ tools. A strong willingness to learn and apply AI tools to automate repetitive workflows.
• Communication Skills: Clear and efficient communication style. You possess the ability to politely but firmly enforce financial requirements with Sales teams to execute compliant deals.
• Education: Bachelor’s degree in Business, Finance, Economics, Supply Chain, or a related field.

Compensation Information

The total compensation package for this role is comprised of an annual base salary and RSUs.

Annual base salary: $125,000.00 - $142,500.00

<#LI-REMOTE #LI-RW1

“Lob’s salary ranges are based on market data, relative to our size, industry and stage of growth. Salary is one part of total compensation, which also includes equity, perks and competitive benefits. Salary decisions are based on many factors including geographic location, qualifications for the role, skillset, proficiency and experience level. Lob reasonably expects to pay candidates who are offered roles within the provided salary ranges.”

We offer remote working opportunities in AZ, CA, CO, DC, FL, GA, IA, IL, MA, MD, MI, MN, MT, NE, NC, NH, NJ, NV, NY, OH, OR, PA, RI, TN, TX, UT, and WA, unless specified otherwise in the job description above.

If you are looking for a progressive, fun-spirited, and mentally stimulating environment, come join us at Lob!

Our Commitment to Diversity

Lob is an equal opportunity employer and values diversity of backgrounds and perspectives to cultivate an environment of understanding to have greater impact on our business and customers. We encourage under-represented groups to apply and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or criminal history in accordance with local, state, and/or federal laws, including the San Francisco’s Fair Chance Ordinance.

Recent awards

#88 on BuiltIn's Best Remote Midsize Companies to Work For in 2025 BuiltIn Best Remote Midsize Companies to Work For in 2024 BuiltIn Best Midsize Companies to Work For 2022