Strategy & Operations, Airspace
Go-To-Market Senior Analyst
Logistics provider
Open for applications
Logistics provider
201-500 employees
Open for applications
201-500 employees
Company mission
To create the most trusted delivery network the world has ever seen.
Role
Who you are
- We’re looking for that person who knows what to do next, and if there isn’t a next step, figuring out what the next step should be and doing it!
- Self-starter with a knack for technology, operations, systems thinking, and tool & process building
- Enjoys a fast-paced environment and can work on several projects at once
- Willingness to learn, “own” problems, and partner with more experienced individuals to define solutions and then implement them!
- 2-5 years of experience in an analytical role, for example management consulting, revenue operations (RevOps), strategy & operations (S&O), data analytics, or business operations (BizOps)
- MSc/MA from a leading academic institution with a strong academic record or equivalent professional experience
- STEM background preferred
- Highly proficient in google sheets, google slides, Excel and PPT; SQL experience preferred
- Most of all here, you are a “systems” and tools thinker, and have a desire to build tools that are widely used and avoid repetitive tasks
- Comfortable working closely with Sales & Account Management leaders; understands core Revenue team KPIs and how they are set and generated
- Comfortable creating reports out of critical business systems such as Salesforce and Looker
- Experience using a CRM, preferably Salesforce, with knowledge of system capabilities and an understanding of general RevOps KPIs / pipeline reporting
- Direct experience synthesizing information from multiple sources and using data to substantiate recommendations and identify areas of risk
- Willingness to learn the operational and technological details of time-critical logistics, air freight, and our business so that you can be a better problem solver
- Exceptional project management, organizational and analytical reasoning skills – you will not only be in charge of ideation, but also implementation!
- Excellent verbal, written, and interpersonal communication skills
- Entrepreneurial and resourceful; finds ways to solve problems when path to a solution is not obvious
- Puts mission and organization above themselves; positive attitude and comfortable working in a fast-paced, high-growth environment and collaborating with diverse teams from different geographies and backgrounds
- Experience in logistics is not necessary
What the job involves
- We are seeking a Strategy & Operations, Go-To-Market Senior Analyst, who will report into the Director of S&O of Industrials and will help scale the business by launching and executing a broad set of highly critical and visible initiatives
- You will work and collaborate closely with the Leadership Team and cross-functional teams in your day-to-day to develop and implement growth strategies, improve our commercial and cross-functional processes, and tactically drive growth, adoption and retention
- Partner with greater S&O team and Industrials Leadership to scope and execute strategic initiatives
- Understand and solve complex business problems and support strategic decision-making for department Leaders and the C-Suite through data analysis, research and workshops. Your main focus will be on revenue growth topics, but you will also be exposed to strategic topics in operations to drive margin expansion
- Support the strategic vision of Airspace’s growth plans: support the Director of S&O to prepare and lead strategy formulation sessions
- Outline, maintain and manage a healthy sales operating cadence. Define KPIs and ensure KPI achievement through progress monitoring, tracking and project management of the prospecting and sales pipeline. Liaise with the revenue org to create accountability for progress
- Collaborate with Analytics team members to build dashboards, reports and forecasting tools to improve revenue predictability; maintain analytical tools that support customer operations and reporting requirements (knowledge of Looker and SQL preferred, but not required)
- Contribute to sales effectiveness by identifying short-term and long-range issues that must be addressed, recommending options, courses of action, and implementing them in partnership with the Sales and Account Management teams
- Collaborate closely with department Leaders (e.g., revenue, operations, finance) on cross-functional projects to define, build and deploy company-wide processes, solutions, dashboards and tools
- Independently be responsible for projects and sub-initiatives that improve our end-to-end sales and operational processes with a focus on efficiency, scalability, and reportability
- Quickly learn to be proficient in Salesforce and Looker; able to build your own reports and make process / system recommendations in Salesforce by understanding system capabilities (in partnership with other S&O team members)
- Serve as Project Manager for High-Value Prospect (HVP) Logos prospecting and new client onboardings. Ensure progress throughout the pipeline and onboarding project
- Work fluidly within a highly flexible team and take on a broad set of priority strategic tasks that include margin analysis, pricing analysis, formal responses to RFPs, and some basic Salesforce administration
- Support Airspace’s solution-based selling approach: Identify current and future customer service requirements in the High Tech and Automotive verticals by supporting the sales/AM team to establish a personal rapport with potential and actual customers in order to understand service requirements and translate them into concrete internal project plans and motions
- Support sales org in analyzing data and building compelling presentations
Our take
The consumer market today expects high reliability, quick arrivals and tracking, and many delivery and logistics services haven’t always met these high standards. Airspace aims to mend this by replacing outdated paperwork processes with a trusted delivery network that brings shipping and logistics into the twenty-first century.
Airspace’s combination of human experience and artificial intelligence allows it to stand out amongst competitors. Predictive machine learning technology results in packages being delivered with more precision whilst being resilient to potential hiccups along the way, which has enabled the company to have an Amazon-like system for critical shipments for healthcare, manufacturing and aerospace markets.
Since its conception, Airspace has enjoyed major funding rounds, enabling its tremendous growth, including international expansion. New capital will not only go towards accelerating its move into the European and Asian markets, but will also allow the core business to be built out whilst launching new service lines.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 4 rounds)
May 2022
$70m
LATE VC
Jan 2021
$38m
SERIES C
Total funding: $136m
Company benefits
- High-quality health and dental care plan options.
- Unlimited PTO.
- 401K company contribution program (after 90 days).
- Professional training and education reimbursements.
- Generous employee perks (e.g., mobile phone program, wellness reimbursement, onsite fitness center, lunches).
Company HQ
Carlsbad, CA
Leadership
Nicholas Bulcao
(Co-Founder & CEO)Previously served as President of HEA Realty, Sun Distributing and Fast Delivery Systems.
Ryan Rusnak
(Co-Founder & CTO)Experience as a Software Engineer for Dell and Mobomo. Previously worked as a Consultant for Deloitte, and in PSA for USIS.
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