Description
About Norstella
At Norstella, our mission is simple: to help our clients bring life-saving therapies to market quicker-and help patients in need.
Founded in 2022, but with history going back to 1939, Norstella unites best-in-class brands to help clients navigate the complexities at each step of the drug development life cycle -and get the right treatments to the right patients at the right time.
Each organization (Citeline, Evaluate, MMIT, Panalgo, The Dedham Group) delivers must-have answers for critical strategic and commercial decision-making. Together, via our market-leading brands, we help our clients:
- Citeline - accelerate the drug development cycle
- Evaluate - bring the right drugs to market
- MMIT - identify barrier to patient access
- Panalgo - turn data into insight faster
- The Dedham Group - think strategically for specialty therapeutics
By combining the efforts of each organization under Norstella, we can offer an even wider breadth of expertise, cutting-edge data solutions and expert advisory services alongside advanced technologies such as real-world data, machine learning and predictive analytics.
As one of the largest global pharma intelligence solution providers, Norstella has a footprint across the globe with teams of experts delivering world class solutions in the USA, UK, The Netherlands, Japan, China and India.
Job Description:
We are a data intelligence company serving the pharmaceutical industry. Our internal Commercial analytics team is responsible for the data and insights that power how we run the business - from tracking how opportunities move through our sales pipeline, to forecasting bookings, to building the financial models that drive annual planning.
We're hiring a Senior Commercial Analyst to join that team from India. This is not a role for someone who builds spreadsheets on request and waits for the next task. We need someone who understands why the work matters - who can connect pipeline data to business outcomes, think critically about what the numbers are saying, and contribute meaningfully to how we plan for the future. The 2027 planning cycle will be a significant focus of this role from day one.
Responsibilities:
- Annual Planning (2027 Focus): Play an active role in capacity planning, bookings targets, and renewal modeling for the 2027 planning cycle. This means understanding the goals behind the numbers - not just populating a template.
- AI-Assisted Execution: Use Claude and other AI tools to accelerate analysis and automate repetitive tasks - while maintaining a rigorous focus on validating outputs for accuracy and business logic before anything is shared.
- Forecasting Support: Assist in building and maintaining bookings and revenue forecasts, helping the team project performance accurately and flag variances early.
- Budget & Capacity Modeling: Support budget planning workstreams including headcount capacity, renewal rates, and go-to-market resource allocation.
- Pipeline & Bookings Analysis: Monitor and analyze how opportunities move through sales stages - from early pipeline to closed won - identifying trends, risks, and patterns that inform commercial decisions.
- Roster & Budget Table Management: Collaborate on maintaining backend roster and budget tables that feed into our Smartsheet integration and flow downstream into Snowflake. This is a shared responsibility initially, with the expectation of taking full ownership over time - requiring attention to detail, an understanding of how the data is used, and the discipline to keep it accurate and current.
- Data Extraction & QA: Pull and validate data from Snowflake/SQL and Salesforce CRM. Own the accuracy of your inputs - catching inconsistencies before they become bad outputs.
- Ad Hoc Analysis: Respond to analytical requests from Finance, Sales, and Customer Success stakeholders with clear, well-reasoned outputs that address the business question, not just the surface ask.
Qualifications:
- 3-5 years of experience in commercial analytics, revenue operations, FP&A, or a related business analytics function - ideally within a SaaS or subscription-based business.
- Strong understanding of SaaS business metrics: pipeline coverage, bookings, ARR/GRR, churn, renewal rates, and how they connect to each other.
- Proficient in SQL (Snowflake preferred) for data extraction and manipulation.
- Comfortable working with AI tools (e.g., Claude) for execution - and disciplined about quality-checking AI-generated outputs before they go anywhere.
- Solid Excel skills - comfortable building and maintaining financial models, not just reading them.
- Familiarity with Salesforce CRM - able to understand how pipeline data is structured and what it represents commercially.
- Experience maintaining structured data tables or operational trackers where accuracy and consistency are non-negotiable. Familiarity with Smartsheet is a plus.
- Python is a nice-to-have, not a requirement. Analytical judgment and business curiosity matter far more.
- Self-starter who takes ownership and doesn't need step-by-step direction to deliver results.
- Comfortable operating across time zones and occasionally interfacing directly with US-based stakeholders.
Nice to Have:
- Experience supporting annual planning, quota setting, or capacity modeling cycles.
- Exposure to revenue operations (RevOps) tooling or data infrastructure.
- Familiarity with Smartsheet or similar operational planning tools.
- Background in life sciences or pharma SaaS - understanding the market context our customers operate in.
Our Guiding Principles for success at Norstella:
01: Bold, Passionate, Mission-First
02: Integrity, Truth, Reality
03: Kindness, Empathy, Grace
04: Resilience, Mettle, Perseverance
05: Humility, Gratitude, Learning
Benefits:
- Reimbursement of Certification Expenses
Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.
Sometimes the best opportunities are hidden by self-doubt. We disqualify ourselves before we have the opportunity to be considered. Regardless of where you came from, how you identify, or the path that led you here- you are welcome. If you read this job description and feel passion and excitement, we're just as excited about you.
All legitimate roles with Norstella will be posted on Norstella's job board which is located at norstella.com/careers. If a role is not posted on this job board, a candidate should assume the role is not a legitimate role with Norstella. Norstella is not responsible for an application that may be submitted by or through a third-party and candidates should proceed with extreme caution if a third-party approaches them about an open role with Norstella. Norstella will never ask for anything of value or any type of payment during or as part of any recruitment, interview, or pre-hire onboarding process. If you are aware of or have reason to believe a job posting purportedly for a role with Norstella is fraudulent or otherwise not authorized by Norstella, please contact the Company using the following email address:
[email protected].
