Senior Manager, Revenue Intelligence & Analytics

Overview

This role is a leadership position within GTM Operations, focused on owning data, reporting, and decision support across the go-to-market (GTM) organization. The scope is strategic and analytical from day one, addressing fragmented GTM data and enabling faster, more confident decision-making.

The position is remote / hybrid and full-time. No relocation assistance is offered.

Responsibilities

GTM Data Ownership & Governance

• Serve as the single source of truth for GTM-related data, including revenue, forecasting, deal visibility, comp and quota attainment, and territory/segment planning
• Govern data across multiple, disjointed systems by bringing data together, rationalizing it, and ensuring integrity across downstream outputs
• Define GTM metric definitions, calculation logic, and source systems so stakeholders receive consistent answers
• Partner with a Data Scientist and Data Analyst to build reliable, well-structured data tables and source-of-truth views in Databricks

Analysis, Insight & Decision Support

• Go beyond describing what is visible by interrogating data, testing hypotheses, and segmenting until the underlying business mechanics are understood
• Translate analysis into a clear point of view and specific recommendations—own the “so what” and “now what” behind each number
• Build analytical narratives that support decisions, including scenario models, sensitivity analysis, and trade-off framing
• Proactively identify blind spots and emerging questions in the data before stakeholders ask

Forecasting & Revenue Planning

• Own the forecast cycle end-to-end: inputs, how it’s used, where gaps exist, and what needs to change
• Maintain a rolling view of pipeline health, attainment trajectory, and revenue risk across segments, regions, and pods

Stakeholder Visibility & Self-Serve Analytics

• Ensure leaders and teams have the visibility they need at their fingertips:
  • Executives: full-company performance view with regional and pod-level drill-down
  • GTM leaders: team performance dashboard including quota, gap to quota, rep-level drill-down, and comp clarity
  • Individual contributors: personal pipeline view, attainment status, and close requirements
• Design for transparency so the organization does not rely on weekly reports to understand performance

Compensation & Territory Planning

• Partner with Global GTM Leadership and Finance on compensation target design and modeling for all revenue roles
• Support analysis required to evaluate and model the transition from a Billed to a Booked compensation framework

Data Quality & Process Advisory

• Act as the diagnostic engine for GTM data quality by tracing issues back to the process, system, or behavior causing them and advising GTM Operations on fixes at the source
• Build continuous improvement through a feedback loop rather than one-time cleanup

Requirements

• 7+ years in Revenue Operations, Sales Operations, or a GTM analytics function in a high-growth B2B SaaS environment
• Strong “analyst first” capability: fast and rigorous with data, able to structure a question and reach a defensible answer without waiting for someone else to build a report
• Demonstrated expertise in revenue forecasting, pipeline management, and quota/comp analytics
• Advanced proficiency in data manipulation and analysis (Excel is a foundation)
• Working fluency in SQL and comfort querying, validating, and reasoning about data in a modern data platform such as Databricks
• Curiosity and interest in AI-native tooling; reporting outputs are built as live, interactive artifacts in Claude (prior experience welcome, but enthusiasm and ability to learn are required)
• Familiarity with Salesforce and Clari, along with other common GTM tools
• Proven ability to build reporting and analytical infrastructure from the ground up in ambiguous, fast-moving environments
• Experience leading or mentoring analysts and getting more output from specialist resources than their headcount would suggest
• Strategic, opinionated thinking: form views, make recommendations, and explain what the data means and what the organization should do next
• Ability to work effectively in “whitespace” environments—energized by lack of a fully defined playbook

Preferred Qualifications

• Experience building analytical infrastructure and narratives in environments similar to a rapidly scaling SaaS business

Compensation & Benefits

• Not specified in the provided job description.

Location

• Remote / hybrid
• Full-time
• No relocation assistance is offered

Equal Opportunity

• The organization is an equal opportunity employer and does not discriminate based on protected characteristics.
• Reasonable accommodations are available for qualified individuals with disabilities; applicants can request assistance through the People & Talent team.