Revenue Analytics Manager
Upside
PythonSQL
Salary
💰 $150,000 - $190,000 per year
Job Level
Senior
Tech Stack
Open SourceSQL
About the role
- Manage and own the complete GTM operational stack and workflows as a product owner for internal stakeholders across sales, marketing, and customer success
- Build out, maintain, and streamline platforms and tools as needed to reach GTM goals
- Own and optimize HubSpot CRM platform, ensuring stakeholders practice proper hygiene across all touchpoints in the customer lifecycle
- Build and maintain flows related to lead scoring and routing, lifecycle stages, and sequences spanning inbound, outbound, and product-led motions
- Unify ICP and target account definitions and reflect/maintain in the sales and marketing systems of record in partnership with sales and marketing, supporting marketing with attribution across various marketing channels
- Ensure integrity and synchronization of all GTM data
- Support sales with pipeline reporting and associated metrics to support operational cadence such as pipeline calls, deal reviews, and the like
- Enforce seller discipline and track/improve pipeline accuracy and deal rigor to continuously improve forecast accuracy
- Assist leadership in driving quarterly business reviews, forecasts, annual budgeting, and planning
- Support CS with automated alerts concerning account usage and expansion signals and renewal/expansion forecasting
- Own end-to-end GTM metrics and observability to track and assess performance of all revenue-generating functions, drive improvements to KPIs, and inform GTM strategy decisions for audiences spanning leadership, board, and investors
- Measure effectiveness of collaboration between key GTM functions - sales, marketing, and CS
- Develop, document, maintain, and implement a comprehensive GTM operations strategy
- Document and maintain GTM wiki detailing your work and processes
- Triage and proactively gather feedback from GTM and finance teams to assess efficiency and gaps in our GTM operations
- Administer GTM team compensation plans
- Attend twice yearly full team off-sites (typically U.S.-based)
Requirements
- Experience: 3 to 5+ years in revenue operations within the B2B software space
- Experience with Technical integrations and Data Analysis: Able to build BI applications, analyze and query data with SQL (as needed), and integrate APIs across platforms and databases
- Sales Experience: 1-2 years experience working in a customer-facing role either as a seller or in a sales support role and have first-hand experience of the operational requirements
- Expert-level Knowledge of GTM Tooling: You are deeply skilled with the key CRM products and related tools required in an effective B2B software GTM stack and how to integrate, maintain and automate them
- Sales and Marketing Methodologies: Deep understanding of B2B SaaS sales and marketing concepts, e.g. SLG, PLG, Pipeline, etc
- Hands on Experience: You have built and maintained a GTM stack from the ground up as the first revenue operations hire
- Flexibility and Adaptability: Comfortable with ambiguous and changing requirements, with a rapid ability to learn new technical concepts
- Communication: Excellent communication, presentation, and collaboration skills, with a keen eye for using data to back your proposals and ideas for GTM leadership team’s consideration
- Extra Shine: Sales Team Design: Experience planning and building sales territories and incentive plans.
- Extra Shine: Open source + commercial GTM model experience a strong plus
- Extra Shine: PLG SaaS experience
