Commercial Operations Analyst (all genders)

The Role

As a Commercial Operations Analyst at Lucanet, you will play a pivotal role in the Revenue Architecture & Operations team. You will be responsible for driving deal quality, velocity, and commercial discipline through scalable Deal Desk operations and consistent enforcement of pricing and approval policies across all markets.

In this dynamic position, you will own CPQ process optimization, support cross-functional process design, and help eliminate friction across the full deal lifecycle. Working closely with Sales, Legal, Finance, and RevOps, you will ensure smooth handoffs, reduce unnecessary escalations, and contribute to end-to-end revenue process excellence across the lead-to-expansion lifecycle.

What you'll do

Deal Desk Operations & CPQ Excellence:

• Manage daily Deal Desk operations including quote reviews, pricing support, approval case management, and proactive deal owner guidance
• Own and continuously improve CPQ workflows, validations, and guardrails to reduce errors, rework, and deal cycle friction
• Facilitate Deal Desk office hours and serve as the primary point of contact for deal owners with commercial questions
• Support manual quote creation and complex deal structuring for non-standard scenarios (multi-year, ramp deals, migration pricing, partner deals)
• Monitor deal quality patterns and proactively identify recurring issues for systemic resolution

Commercial Policy & Approval Governance:

• Support design and implementation of multi-level approval processes including discount tiers, deal size thresholds, terms governance, and escalation paths
• Maintain and enforce unified commercial policies covering discount rules, pricing uplifts, payment terms, migration pricing, and special cases across all markets
• Create and maintain commercial policy documentation, cheat sheets, and seller-facing guidance materials in alignment with Enablement
• Monitor approval quality and compliance patterns, running reinforcement sessions for sellers and managers

Cross-Functional Process Design & Optimization:

• Support mapping, documentation, and optimization of revenue processes across GTM functions, with a focus on the commercial and deal lifecycle stages
• Assist in designing and implementing SLAs and performance standards for deal-related processes including speed-to-quote, approval turnaround, and handoff timing
• Help eliminate process friction and improve cross-functional handoff efficiency between Sales, Legal, Finance, Order Management, and post-sale teams
• Contribute to broader Revenue Process Excellence initiatives as needed, including lead-to-close process improvements, territory design support, and forecasting cadence optimization

Packaging, Pricing & Product Alignment:

• Support packaging and pricing operationalization in Salesforce CPQ or similar technologies
• Serve as the interface between the Product team and GTM on pricing and packaging alignment, ensuring commercial operations involvement
• Partner with Revenue Technology & GTM Engineering on all system changes concerning the quote and CPQ processes

Process Documentation, Training & Quality Management:

• Create and maintain Deal Desk playbooks, templates, and standard operating procedures including deal strategy documents, war room prep guides, and rationale templates
• Support the creation of commercial training materials in coordination with Enablement teams
• Support onboarding of new sellers on commercial processes, pricing logic, and Deal Desk workflows
• Contribute to the broader process documentation and compliance program, ensuring commercial processes are captured, maintained, and auditable
• Monitor process compliance and support continuous improvement initiatives based on performance data and stakeholder feedback

What you bring to the table

Education & Experience:

• Bachelor’s degree in Business Administration, Finance, Economics, or related field
• 2–4 years of experience in Deal Desk, Sales Operations, Commercial Operations, Revenue Operations, or a related analytical/operations role, ideally in B2B SaaS environments
• Understanding of B2B SaaS commercial models including subscription pricing, multi-year deal structures, professional services pricing, and migration scenarios

Technical Skills:

• Strong proficiency in Salesforce, particularly the quote object, approval processes, and CPQ
• Analytical capabilities to identify deal quality patterns, pricing compliance issues, and process bottlenecks from commercial data
• Experience with commercial reporting, deal analytics, and process performance measurement (Excel, BI tools)
• Familiarity with process mapping tools, workflow design, and SLA management frameworks

Core Competencies:

• Commercial acumen with solid understanding of deal economics, discount impact, and pricing strategy
• Process-oriented mindset with the ability to identify inefficiencies and design scalable solutions across cross-functional workflows
• Cross-functional collaboration skills to coordinate effectively with Sales, Legal, Finance, Order Management, Product, and post-sale teams
• Strong communication skills to guide deal owners, present commercial insights, facilitate training sessions, and document processes clearly
• Ownership mentality: proactively identifies issues, proposes solutions, and drives implementation without waiting to be asked
• Attention to detail and commitment to data accuracy in commercial operations and process documentation
• Customer journey understanding with focus on optimizing end-to-end experience and conversion efficiency

Language Requirements:

• Fluent English (written and verbal) for effective communication with diverse international stakeholders

Perks at work

• LucaFlex – We acknowledge that every individual has different working styles and preferences. Our flexible working model allows you to plan your working hours and location according to your needs and professional responsibilities.
• Work from Abroad – Sometimes a change of scenery can boost creativity and productivity, you can work up to 90 workdays outside your home country with the support from our partner Workflex.
• Team Spirit – We value teamwork and celebrate our achievements. That’s why we take many opportunities to get together, learn together, and cherish our successes together.
• Learning & Development – We encourage you to shape your own development with the support of dedicated time, resources, and budget provided by us.
• LucaNet Engage – Our feedback process is designed to support your personal and professional development in a targeted manner through regular dialogue.
• LucaNet Do Good– As a company we want to give back and support you in taking the time to do some good, individually or as a team, with paid volunteer time.
• Health & Wellbeing – Your overall wellbeing is important to us, which is why we offer tailored health and wellbeing programs, including company-wide initiatives, subsidies for sports activities, mental health support, and counseling through our external partners.
• Generous leave policy – We encourage you to take time off to relax, travel, and recharge.
• Compensation & Company Pension Plan – We are committed to equal pay and supporting you for your future by offering a company pension plan and/or pension allowances.
• Discounts – Enjoy a whole bunch of discounts from our external corporate benefits partner.