Director, Revenue Strategy, Data & Analytics

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

📋 Description

• Lead the annual operating plan development, which includes quota establishment, capacity modeling, and territory configuration.

• Collaborate with Sales, Customer Success, and Finance leadership to synchronize headcount, coverage, and objectives with the company's growth strategy.

• Manage and conduct the weekly “call of the number” sessions with sales and customer success leadership.

• Integrate Gong conversation insights into forecasting inputs and oversee the commit, best-case, and worst-case forecasting methodologies.

• Develop and maintain propensity-to-close, churn, and expansion models utilizing product usage and firmographic data.

• Work alongside data engineering and BI teams to implement models within seller and CSM workflows.

• Own the strategy for the revenue data warehouse and facilitate identity resolution across product, marketing, CRM, and support systems.

• Ensure data governance and maintain the integrity of a single source of truth.

• Create and uphold ideal customer profiles while refining total addressable market sizing and segmentation.

• Identify, pilot, and scale AI tools to automate analytics, insights, and workflows throughout the revenue organization.

⛳️ Requirements

• 8–10+ years of experience in revenue operations, sales strategy, business intelligence, or similar analytical roles, including at least 3 years in a leadership position.

• Demonstrated ownership of the annual operating plan cycle, including quota setting, capacity planning, and territory design in a B2B SaaS environment.

• Strong proficiency in SQL and data modeling techniques.

• Practical experience with BI/analytics tools such as Tableau, Looker, or Power BI.

• Familiarity with Salesforce data models.

• Experience in building or closely collaborating with data science teams on propensity-to-close, churn, and expansion models.

• Proven ability to translate pipeline and product telemetry into forecasting and planning outputs utilized by executive leadership.

• Exceptional executive-level communication skills and comfort in presenting forecasts and planning outputs to the CRO and executive staff.

• Experience in piloting or scaling AI-driven analytics and workflow tools within a go-to-market organization is highly advantageous.

• Bachelor's degree in business, finance, economics, statistics, or a related discipline.

• Repetitive wrist, hand, and finger motion required for computer usage.

• Capability to sit for extended periods and remain stationary.

🏝️ Benefits

• Base salary ranging from $180,000 to $205,000 plus bonus.

• 401k plan.

• Medical and dental insurance coverage.

• Support for reasonable accommodations during the application process.