Revenue Strategy & Economics Director

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

📋 Description

• Develop and manage investment scenario models for go-to-market expenditures, which include headcount, segment and geographic growth, coverage modifications, overlays, specialists, and partner leverage.

• Create base, upside, and downside scenarios incorporating assumptions, sensitivities, and break-even criteria.

• Convert models into recommendations for funding, deferrals, and halts, along with anticipated bookings and efficiency impacts.

• Collaborate with RevOps Intelligence to gather data, construct and validate models, and present outcomes to CRO- and CFO-level stakeholders.

• Model productive capacity, ramp curves, attrition, backfill delays, quota coverage, and actual carrying capacity by segment, geography, and role.

• Assess marginal returns on additional AE, SE, SDR, and overlay investments.

• Create headcount investment justifications for Revenue leadership and evaluate hiring strategies under stress tests.

• Manage productivity analytics encompassing time to first deal, productivity, attainment, win rates, cycle duration, attrition, territory disruptions, retention, enablement, and ramp acceleration.

• Analyze cost per dollar of bookings, sales efficiency, CAC payback, and structural productivity drivers.

• Conduct cost-of-sale analysis segmented by product, segment, and go-to-market strategy.

• Generate authoritative seller-level compensation calculations for complex overlay and specialist scenarios and prepare the transition methodology to Sales Comp and Anaplan.

• Model coverage and route-to-market options, addressable opportunities, realized yield, segmentation, account tiering, specialization, and transition costs.

• Act as the main quantitative contributor to annual territory and quota establishment.

• Validate bookings targets, align planning mathematics with FP&A revenue models, and collaborate with GTM Readiness, FP&A, and Compensation.

• Write SQL, develop Sigma/Tableau views, create reusable models, and document methodologies.

• Assess GTM impacts of acquisitions and assist in integration decisions related to territory consolidation, account mapping, and coverage design.

⛳️ Requirements

• Outstanding quantitative modeling skills, including scenario structuring, assumptions, sensitivities, and model limitations.

• Proficient in SaaS revenue mechanics, such as ACV, bookings, revenue, pipeline coverage, conversion, quotas, capacity, ramp, attainment distribution, CAC payback, and sales efficiency.

• Knowledgeable in seller economics, including quota crediting and splits, overlay and specialist crediting, SKU-level bag definitions, and payout reconciliation.

• 5–8 years of experience in a quantitative, revenue-facing position, with a focus on RevOps or Sales Strategy in B2B SaaS.

• Relevant operational GTM experience for candidates from strategy consulting, banking, private equity, corporate strategy, or FP&A backgrounds.

• Advanced skills in Excel/Google Sheets.

• Practical experience with SQL and BI tools, such as Sigma, Tableau, or Looker.

• Ability to distill models into clear executive recommendations.

• Accuracy and reconciliation capabilities for commission calculations and financial reporting.

• Comfortable working in ambiguous situations and leading an analytical agenda.

• Anaplan experience is strongly preferred.

• Familiarity with planning tools like Anaplan, Pigment, or similar tools is preferred.

• Working knowledge of Salesforce opportunity, account, and hierarchy data is preferred.

• Experience with Python, R, or dbt is preferred.

• Exposure to M&A diligence or GTM integration is preferred.

• Experience presenting to CRO, CFO, or board audiences is preferred.

🏝️ Benefits

• Two company-wide paid wellness days off each year.

• Paid day off on your birthday or another day within your birthday month.

• 40 hours of paid volunteer time off annually.

• Free, confidential, 24/7/365 Employee Assistance Program counseling and resources.

• Business travel protection through Zurich Travel Assist.

• Monetary referral bonuses for successful referrals.

• Location-specific comprehensive medical and dental insurance.

• Location-specific retirement or pension plans.

• Location-specific life or accident protection.

• An inclusive and welcoming work environment.