Senior GTM Analyst

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Develop, maintain, and enhance Tableau/Salesforce dashboards along with regular GTM reports.

• Ensure that the foundational data and definitions are suitable for decision-making processes.

• Lead analytical initiatives related to annual planning, territory and coverage design, pipeline generation, sales productivity, forecasting, capacity planning, and resource allocation.

• Construct SQL queries to analyze trends in pipeline, bookings, conversion, activity, territory, productivity, and funnel performance.

• Take ownership of GTM dashboards, metric definitions, reporting logic, and recurring performance reports as scalable products.

• Comprehend and influence data models, source systems, joins, aggregation grain, refresh logic, ownership, and data quality concerns.

• Examine metric discrepancies and determine their root causes.

• Collaborate with CRM, Data, and Systems teams on Salesforce and data warehouse architecture.

• Convert vague stakeholder requests into clear analyses and replicable reporting products.

• Create analytical frameworks and models for scenario planning, resource allocation, productivity assessment, and GTM investment strategies.

• Document metric definitions, dashboard logic, data lineage, and reporting assumptions.

• Spearhead GTM planning, territory evaluations, forecasting, and performance analyses.

• Actively identify business opportunities and inquiries for leadership.

• Utilize Claude, Codex, and other AI tools to enhance workflows and develop internal analytics products.

• Report directly to the Senior Manager of GTM Analytics and Insights.

⛳️ Requirements

• Over 5 years of experience in analytics, RevOps, Sales Ops, BI, or a comparable role.

• Proven track record of managing senior analytical workstreams from start to finish.

• Proficient SQL skills, including joins, CTEs, aggregations, and window functions.

• Familiarity with Tableau, Power BI, Looker, Salesforce reporting, or a similar BI/reporting tool.

• Strong skills in Excel or Google Sheets.

• Comfort with using AI tools to enhance analysis, documentation, automation, or internal processes.

• Deep understanding of GTM metrics such as pipeline, ARR, bookings, conversion rate, win rate, sales cycle, quota attainment, funnel stages, and sales productivity.

• Experience working with Salesforce data or another CRM system.

• Ability to influence senior non-technical stakeholders and effectively communicate findings.

• High attention to detail regarding metric definitions, data quality, dashboard logic, and source-of-truth decisions.

• Curiosity about the operations of Sales, Marketing, Customer Success, and Finance teams and how their processes are reflected in data.

• Applicants must be authorized to work in the country where they apply and provide proof of employment eligibility as a hiring condition.

🏝️ Benefits

• 100% company-paid medical, dental, and vision coverage for employees and their families.

• 401(k) plan with up to 4% company match and immediate vesting.

• 20 weeks of paid parental leave for primary caregivers.

• 12 weeks of paid parental leave for secondary caregivers.

• Remote work reimbursement up to $85/month for mobile and internet expenses.

• Company-paid short-term disability insurance.

• Company-paid long-term disability insurance.

• Company-paid life insurance coverage.

• Opportunities for career growth and learning.

• Flexibility and ownership in work.

• A collaborative and innovative culture.

• Chance to work on impactful AI projects.

• An international environment with talented teams.