Director of GTM Analytics

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

📋 Description

• Develop the analytics strategy and roadmap for go-to-market reporting, forecasting, and insights across Sales, Marketing, and Customer Success.

• Establish and manage core GTM metrics, KPIs, and reporting definitions to serve as a single source of truth.

• Collaborate with the Director of GTM Technology on data structures, integrations, and system configurations.

• Take ownership of forecasting and pipeline inspection, ensuring visibility into pipeline health, coverage, and anticipated revenue.

• Manage executive- and board-level GTM reporting, translating intricate data into narratives and actionable recommendations.

• Lead analytics related to territory and quota planning, including market sizing, segmentation, and capacity modeling.

• Oversee customer health and retention analytics, pinpointing indicators of churn, expansion, and long-term customer value.

• Conduct and supervise in-depth analyses such as funnel conversion, win/loss, sales cycle, and segment performance.

• Supervise and mentor the Senior GTM Analyst and future members of the analytics team.

• Create analytical standards, documentation practices, and quality review processes.

• Identify opportunities to automate recurring reporting and analysis, including utilizing AI tools.

• Serve as the primary analytical partner to the SVP of RevOps and leadership teams in Sales, Marketing, and Customer Success.

• Translate business inquiries from Extended Leadership into prioritized analytics tasks.

• Present findings to both technical and non-technical audiences.

• Leverage AI tools, such as Claude, to enhance analysis, reporting, and documentation processes.

• Ensure compliance with confidentiality, company standards, and regulatory requirements.

• Undertake additional duties as assigned.

⛳️ Requirements

• Bachelor's degree in Business, Analytics, Information Systems, Finance, or a related field.

• 7+ years of experience in go-to-market analytics, revenue operations, or business intelligence within a SaaS context.

• 2+ years of experience in a managerial role or leading an analytics team.

• Familiarity with BI and data management tools and platforms, such as Tableau, Power BI, Looker, or similar tools.

• Experience with Salesforce or a comparable CRM system.

• Proven experience in presenting analyses and recommendations to executive leadership.

• In-depth knowledge of GTM metrics, forecasting methods, and pipeline analysis.

• Strong analytical and quantitative capabilities.

• Proficient in SQL, Excel, along with BI and data visualization tools.

• Exceptional people leadership abilities.

• Capacity to convert complex data into clear, engaging narratives tailored for executive audiences.

• Outstanding written and verbal communication skills.

• Strong commitment to data integrity and accuracy.

• Self-motivated and able to work independently in a remote setting.

• Ability to meet the physical demands of the role, which includes desk work, keyboard and phone usage, lifting or moving up to 10 pounds, reaching, walking, and effective speaking and listening.

• Close vision, color vision, and capability to adjust focus.

🏝️ Benefits

• Remote work arrangement.

• Reasonable accommodations may be provided to enable individuals with disabilities to perform essential functions.