Overview
This role is a leadership position within GTM Operations, reporting to the Senior Director, GTM Operations. The employer is seeking a sharp, analytically rigorous, and strategically minded leader to own data, reporting, and decision support across the go-to-market (GTM) organization.
The position is not a traditional reporting role. It is a deeply analytical, strategic mandate with leadership scope from day one.
This is a full-time role, open to remote / hybrid candidates. 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 information together, rationalizing it, and ensuring integrity across downstream outputs
- Define GTM metrics (meaning, calculations, and source system) so stakeholders get consistent answers to the same questions
- Partner with the 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 surface-level reporting by interrogating data, testing hypotheses, and segmenting until business mechanics are understood
- Translate analysis into clear points of view and specific recommendations, owning the “so what” and “now what” behind key numbers
- Build analytical narratives that support leadership 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, usage, gaps, 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 every level of the GTM organization has access to the information they need, including:
- 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 is not dependent on weekly reporting to understand performance
Compensation & Territory Planning
- Partner with Global GTM Leadership and Finance on compensation target design and modeling for all revenue roles
- Support analytical work required to evaluate and model the transition from a Billed to a Booked compensation framework
Data Quality & Process Advisory
- Act as a diagnostic engine for GTM data quality by tracing issues back to the process, system, or behavior causing them
- Advise GTM Operations on how to fix issues at the source
- Build an ongoing feedback loop so data quality improvements are continuous, not a 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 questions and reach defensible answers without waiting for someone 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 reasoning about data in a modern data platform such as Databricks (ability to query, validate, and reason independently)
- Curiosity and appetite for AI-native tooling; reporting outputs are built as live, interactive artifacts in Claude (prior experience welcome, but enthusiasm and fast learning 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 out of specialist resources than their headcount would suggest
- Opinionated strategic thinking: form views, make recommendations, and communicate what the data means and what the organization should do about it
- Comfort working in whitespace—energized by lack of a fully defined playbook rather than paralyzed by it
Preferred Qualifications
Compensation & Benefits
- Information not provided in the source description.
Location
- Remote / hybrid (full-time)
- No relocation assistance is offered.
Equal Opportunity & Accommodation
- The employer is an equal opportunity employer and does not discriminate based on protected characteristics.
- Reasonable accommodations are available for qualified individuals with disabilities. If assistance or an accommodation is needed due to a disability, contact the People & Talent team.