Data Analyst

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead the annual operating plan (AOP) process, including quota establishment, capacity modeling, territory segmentation, and segment-level planning, transforming strategic objectives into a detailed bottom-up go-to-market (GTM) strategy with well-defined assumptions.

• Conduct the weekly forecast utilizing commit/best/worst methodologies, integrating Gong deal signals, pipeline changes, and coverage ratios to produce an accurate and justifiable revenue projection.

• Develop and sustain propensity-to-close, churn, and expansion models powered by product usage data and firmographic information, identifying risk and opportunity signals before they manifest in delayed CRM metrics.

• Design and oversee the revenue data warehouse, managing identity resolution across product, marketing, CRM, and support data sources to create a cohesive GTM data ecosystem.

• Create and continuously enhance ideal-customer profiles based on network complexity, device count, and change velocity; take ownership of total addressable market (TAM) sizing and segment definitions.

• Purposefully utilize AI to automate analytics, reveal insights, and optimize GTM processes, thereby enhancing seller productivity and decreasing time-to-insight within the revenue organization.

• Collaborate with leadership from Sales, Marketing, Finance, and Customer Success to establish self-service reporting and promote data-driven decision-making across the GTM team.

• Define, document, and uphold key revenue metrics along with their calculation methodologies as the definitive source of truth for the organization.

⛳️ Requirements

• 6-8 years of experience in revenue analytics, sales/marketing data science, or a similar role within a B2B software or SaaS environment.

• Proven track record of managing an annual operating plan or quota-setting initiative, with practical experience in capacity modeling and territory structuring.

• Expert-level SQL skills applied to complex analytical tasks (including window functions, CTEs, and query optimization), along with familiarity with data warehouses (such as Snowflake, BigQuery, or Redshift).

• Extensive knowledge of Salesforce CRM, including SOQL, object relationships, custom reporting, and data quality management.

• Practical experience in forecasting using commit/best/worst methodologies; knowledge of AI-enhanced signal tools like Gong is advantageous.

• Experience in developing predictive models (propensity-to-close, churn, expansion) utilizing Python or R.

• Strong understanding of GTM segmentation, including ideal customer profile (ICP) scoring, TAM sizing, and firmographic/technographic modeling.

• Demonstrated ability to convert complex analytical results into clear narratives and recommendations suitable for executive audiences.

• Familiarity with integrating product usage/telemetry data into revenue models is a significant advantage.

• Experience with identity resolution across various GTM data sources (marketing automation, CRM, product, support) is preferred.

• Previous experience applying AI/ML in GTM workflows, such as automated insight generation, NLP on call transcripts, or workflow automation, is preferred.

• Manual Dexterity: Capable of repetitive motions of wrists, hands, and fingers for computer use.

• Stationary Tasks: Ability to sit for extended durations while remaining in a fixed position.

🏝️ Benefits

• 401k and medical/dental coverage

• Comprehensive benefits package