GTM Data Analyst

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

📋 Description

• Take charge of analytics related to pipeline, funnel conversion, and go-to-market (GTM) planning.

• Develop models and views for pipeline coverage, stage conversion, velocity, and slippage.

• Assist RevOps in forecasting through analysis and accuracy tracking.

• Perform actionable win/loss analysis.

• Determine which self-serve users should be engaged by the sales team.

• Create account and lead scoring frameworks utilizing product usage and firmographic signals.

• Enhance definitions for Product Qualified Leads (PQL) and Marketing Qualified Leads (MQL).

• Model territories, quotas, and capacity for annual planning processes.

• Segment accounts, motions, and categories based on return on effort.

• Analyze optimal allocation of GTM spending.

• Collaborate with Analytics Engineering on Salesforce and product data models using dbt and BigQuery.

• Standardize metric definitions across sales, marketing, and finance teams.

• Create operational GTM dashboards.

• Engage in pipeline reviews and strategic planning sessions.

• Constructively challenge data interpretations.

• Transform analysis into written recommendations that guide decision-making.

• Work within the data team while being embedded with RevOps and Sales.

⛳️ Requirements

• Minimum of 5 years' experience in sales, revenue, or GTM analytics within a B2B SaaS company, with ownership of the sales funnel.

• Strong understanding of sales metrics, including pipeline coverage, stage conversion, velocity, win rate, ACV, quota attainment, ramp, ARR, and NRR.

• Proficiency in Salesforce or a comparable CRM.

• Experience in building or contributing to forecasting models.

• Advanced SQL skills are essential.

• Familiarity with BigQuery, dbt, Metabase/Hex, or equivalent modern data warehouse tools.

• Experience in territory, quota, or capacity modeling for a sales organization.

• Established credibility with sales leaders and representatives.

• Ability to deliver actionable recommendations, memos, and readouts.

• Experience in Product-Led Growth (PLG), particularly in self-serve to sales-assisted transitions, is preferred.

• Familiarity with usage-based or credit-based pricing models is preferred.

• Experience in lead or account scoring and propensity modeling is preferred.

• Preferred experience with Python using pandas, statsmodels, or scikit-learn.

• Experience with devtools, open-source, or technical products is preferred.

• Familiarity with Gong, Clay, enrichment and intent data, or marketing attribution preferred.

• Experience with dbt modeling is preferred.

• Must have the legal right to work in countries other than Germany; visa sponsorship is available for Germany.

• Proficiency in English as it is the company’s working language.

🏝️ Benefits

• Competitive salary.

• Equity ownership opportunities.

• In Europe: 30 days of vacation plus public holidays.

• In the US: 20 vacation days, 8 sick days, plus public holidays.

• In Europe: Health and wellness benefits aligned with local country standards.

• In the US: Low-premium, low-deductible medical plans, no-cost premium HDHP with pre-seeded HSA, as well as dental and vision coverage.

• In Europe: Pension contributions according to local country norms.

• In the US: 401(k) retirement plan with a 4% employer match.

• In the US: Company-paid short-term and long-term disability insurance and life insurance.

• €1,000 annually for courses, books, events, or coaching.

• Regular hackathons.

• Remote-first work culture across Europe with periodic off-site gatherings.

• $100 monthly support for open-source projects.

• A transparent company culture.