We are looking for a Senior Commercial Finance & Revenue Operations Analyst to serve as the analytical "glue" between our Finance and Go-To-Market (GTM) organisations. You will be the architect of our "revenue machine," ensuring that every stage of the customer journey - from lead generation to renewal - is measured, optimised, and aligned with our long-term financial objectives.
This is not a traditional reporting role; you will act as a strategic partner who proactively identifies friction in the sales process, challenges forecasting assumptions with data, and builds the systems that drive sustainable growth.
What you'll do:
- Key Responsibilities1. Forecasting & Pipeline Intelligence
Own reporting on sales pipeline, bookings, ARR, conversion rates, and deal velocity
Own and advance the forecasting process. Independently challenge sales forecasts using historical data, trends, and coverage analysis
Identify risks and opportunities in the pipeline and proactively surface insights
2. Deal and Commercial insight Deal Desk: Support deal reviews by providing data-led insight on risk, margin, and precedent
Analyse pricing, discounting, contract term length, and deal structure trends
Help standardise reporting for large, complex, and non-standard deals
Value Engineering: Partner with Sales to build ROI calculators and business cases
3. Revenue Strategy & PlanningSupport annual planning, quota setting, capacity modelling, and scenario analysis
Translate GTM performance into high-level insights for Board materials and investor discussions, aligning weekly/monthly operational metrics with multi-year financial goals
4. GTM Engineering & SystemsData Stewardship: Maintain high data hygiene and reporting discipline across the tech stack
System Architecture: Act as a GTM Engineer, to enhance dashboards and automate the flow of data between tools
Tooling Optimisation: Implement AI use cases for revenue operations e.g. automated lead scoring or contract intelligence.
What you'll have:
Strategic Finance, RevOps, or Commercial Analytics, ideally within a high-growth B2B SaaS environment.
Finance Rigor + Sales Mindset: Ability to apply financial discipline (margin analysis, CAC/LTV) to the creative, fast-moving world of sales.
Advanced Excel/Google Sheets skills
Able to challenge assumptions constructively and confidently with senior stakeholders
Commercially curious and outcome-focused
Comfortable operating in a fast-moving, scaling environment
Takes ownership and improves processes rather than simply reporting on them
Low-ego, high-impact team player
Experience
Skills:
Mindset
It would be great if you also had:
- Proficiency in SQL and hands-on experience with GTM tools like HubSpot, Salesforce, or Gong.
- Experience in a B2B SaaS or technology-enabled business strongly preferred
- Experience supporting enterprise or complex B2B sales motions.
- Exposure to quota modelling, territory planning, or commission analytics. Familiarity with sales methodologies like MEDDPICC to identify gaps in deal execution.
Kraken Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Kraken and has not been reviewed or approved by Kraken.
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Leave & Time Off Breadth — Flexible working and policies such as flexible or unlimited leave alongside defined PTO and sick time are emphasized. This breadth allows time off to be tailored across regions.
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Healthcare Strength — Core coverage includes medical, dental, and vision in the US with company-paid life and AD&D, plus broad mental health and wellness supports. These provisions indicate robust health protection supplemented by wellbeing resources.
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Equity Value & Accessibility — An equity option scheme and stock options make ownership accessible, with some roles also able to take a portion of pay in digital assets. This expands potential long-term value beyond base salary.
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What We Do
Kraken delivers transformational tech to utilities around the world to make the global transition to green energy quicker and more affordable. Part of the Octopus Energy Group.
