GTM Insights & Analytics Lead

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

📋 Description

• Develop and sustain the primary BI dashboard suite that provides Sales and Marketing with self-service, real-time insights into pipeline health, funnel conversion, segment-level coverage, campaign impact, representative performance, and loss analysis.

• Manage the GTM data dictionary — including metric definitions, filter logic, and calculation rules — ensuring it serves as the authoritative reference for Marketing, Sales, and Finance.

• Oversee the analytical component of the GTM forecasting process: analyzing historical conversion rates, pipeline coverage, stage-weighted modeling, and diagnosing forecast variances.

• Spearhead annual bookings planning analysis — assessing historical win rates, segment-level capacity modeling, coverage evaluations, and providing quota calibration inputs — collaborating with Strategic Finance on revenue forecasting and GTM investment assessments.

• Create scenario models for pricing, segmentation, and GTM structural decisions as required by RevOps and Sales leadership.

• Monitor campaign performance against pipeline contribution objectives by segment; identify what is driving the pipeline, what is not, and where investment may be misallocated.

• Collaborate with Analytics Engineering to ensure GTM data from Salesforce, Marketo, and related systems is accurately represented in the data warehouse — highlighting gaps, validating logic, and addressing data quality concerns.

• Lead ad-hoc analytical initiatives that support critical company objectives: conducting segmentation analysis, market sizing, cohort analysis, win/loss diagnostics, and product-GTM intersection evaluations.

⛳️ Requirements

• Proven experience in GTM analytics, revenue operations analytics, or business analytics in a B2B SaaS context — with hands-on experience building reporting systems that business partners can utilize independently.

• Strong proficiency in SQL and Python — capable of formulating the right inquiries, structuring the logic to address them, validating results, and adapting as underlying data or business definitions evolve.

• Practical experience in designing dashboards and models using Tableau, Omni, Looker, or similar BI platforms.

• Understanding of Salesforce data models and object relationships as inputs to Snowflake/dbt pipelines — including leads, contacts, accounts, opportunities, campaigns, and activities.

• Experience collaborating with Finance on planning analytics — including quota calibration, capacity modeling, and scenario analysis.

• Ability to view data across Sales, Marketing, and Finance horizontally to identify trends and connections that vertical operations roles might overlook.

• Excellent communication skills — capable of translating complex analyses into clear, actionable narratives for Sales leadership, Marketing, and the C-suite.

• Bonus: familiarity with Marketo, Outreach, dbt, or modern data stack tools (Snowflake, Fivetran, or equivalent).

🏝️ Benefits

• Unlimited Paid Time Off

• Work from anywhere in Canada and the USA

• Health and Dental benefits

• Up to $1,500 USD / $2,025 CAD for IT setup at home

• Up to 2% matching RRSP / 401K

• Opportunities for Learning and Development

• Up to $50 USD / $67.50 CAD for Internet/Cell phone service