GTM Strategy – Analytics Manager

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

📋 Description

• Act as the primary source of truth for go-to-market performance and the strategic analytics engine for the GTM organization.

• Detect performance gaps, quantify problem size and ideal conditions, and set targets.

• Create objectives and KPIs for teams and channels.

• Develop reporting to showcase performance by team, channel, and representative.

• Collaborate with GTM leadership to define goals, KPIs, and performance benchmarks.

• Conduct weekly GTM performance assessments, evaluate progress, highlight risks and opportunities, and offer recommendations.

• Work alongside FP&A for annual planning, covering sales capacity, productivity, funnel assumptions, conversion rates, and financial targets.

• Aid in compensation planning, quota establishment, attainment tracking, and effectiveness of incentive plans.

• Ensure precision in reporting, standardized metric definitions, and data integrity.

• Identify performance discrepancies and opportunities to enhance productivity, conversion rates, deal velocity, and volume.

• Assess acquisition channels based on volume, CAC, account quality, retention, and downstream economics.

• Refine account targeting and segmentation strategies.

• Analyze pricing, monetization, fee structures, promotions, and alternative models.

• Review plan and package structures to boost ASP, cash collection, product adoption, and customer economics.

• Influence channel investment and resource distribution.

• Create analytical frameworks for GTM decisions related to segmentation, targeting, acquisition, retention, expansion, and resource allocation.

• Lead cross-functional projects from identifying problems to implementing solutions and measuring outcomes.

• Function as a strategic thought partner to GTM leadership.

• Report directly to the Head of Finance; no direct reports.

⛳️ Requirements

• 5+ years of experience in GTM analytics, revenue operations, sales strategy, or a similar analytical role closely collaborating with sales and CS teams.

• Background in B2B SMB SaaS or marketplace settings.

• Proficient in Salesforce.

• Familiarity with connected systems like HubSpot, Gong, and Outreach.

• Experience with SQL is a bonus.

• Highly analytical with a strong command of data.

• Excellent judgment and the ability to translate data into actionable recommendations.

• Capacity to build a case through clear and compelling storytelling.

• Comfortable presenting to sales and CS leadership.

• Business acumen to evaluate operational feasibility.

• Strong problem-solving capabilities and the ability to operate with minimal supervision.

• Adaptable to a fast-paced, resourceful environment.

• Exceptional attention to detail.

• Strong interpersonal and communication skills.

• Ability to define scope amidst uncertainty.

• Experience with pricing strategy, channel performance analysis, or account segmentation.

🏝️ Benefits

• Continuous training and growth opportunities.

• Focus on providing a "Best Place to Work" employee experience.

• Medical, dental, and vision insurance plans.

• Coverage for mental health and wellness programs.

• Unlimited paid vacation.

• 7 weeks of baby bonding time for all new parents within the first year of birth or adoption.

• 8 weeks of paid pregnancy leave.

• 401(k) matching.

• Employer-contributing student loan assistance program or reimbursement for continuing education.

• Employee Stock Incentive Plan.

• Pet insurance.

• Consistent and equitable leadership.

• Freedom and accountability in the workplace.