Deliver high-quality analytical outputs, including quarterly business reviews (QBRs), productivity benchmarks, and data-driven recommendations for the executive team.
Partner closely with Finance and GTM leadership to lead the annual and semi-annual planning cycles, including the development and deployment of headcount models, territory design, and sales quotas.
Build and maintain sophisticated headcount and capacity models to ensure the GTM organization is staffed to hit aggressive revenue targets based on historical ramp times and attrition.
Design and optimize sales territories using data-driven methodologies to ensure equitable patch distribution and maximum market coverage across segments.
Partner closely with the Data team to design and deploy predictive models (e.g. account propensity) as well as more traditional business intelligence reporting.
Analyze the health of the sales pipeline and marketing funnel to identify leading indicators of growth and pinpoint potential bottlenecks in the customer journey.
Monitor and evaluate sales productivity performance over time, detecting trends in attainment and developing "what good looks like" profiles for various sales roles.
Conduct "white space" and TAM/SAM analyses to identify new vertical or geographic opportunities for expansion.
Communicate insights effectively to technical and non-technical audiences through clear visualizations and narratives, providing the data-backed backbone for Board-level and investor discussions.

Requirements

8-10+ years of experience working in a highly analytical role focused on GTM planning, strategy, or analytics in a high-growth SaaS or infrastructure environment.
Strong foundation in operational modeling, statistical analysis, and quantitative reasoning within a B2B context.
Deep proficiency in SQL and the Salesforce ecosystem; familiarity with the modern GTM stack.
Experience working with modern data processing and query engines to extract insights from raw usage and behavioral data (e.g. AWS Athena).
Familiarity with key SaaS business metrics such as Magic Number, CAC Payback, LTV/CAC, and Net Revenue Retention (NRR).
Hands-on experience with territory management tools and quota-setting methodologies at scale.
A results-oriented mindset with a focus on driving measurable improvements in sales velocity and rep attainment.
Ability to prototype complex models quickly in Excel or Google Sheets and transition them into scalable BI solutions.
Comfort operating in environments with imperfect data definitions, evolving metrics, and the need to make high-stakes decisions under uncertainty.
Demonstrated ability to lead cross-functional projects and influence executive-level stakeholders.
Curiosity and enthusiasm for uncovering the "why" behind the numbers through continuous experimentation and iteration.
Clear communicator who can explain complex strategic decisions and analytical insights in plain language, tailoring the message to the specific needs of the leadership team.

Benefits

Unlimited PTO, 12 Holidays + 2 Floating Holidays
100% Premiums Coverage for Medical, Dental, and Vision
AD&D, LT & ST Disability, and Life Insurance (Standard & Supplemental Available)
Empower 401K Plan
Additional Perks for Learning & Development, Lifestyle Spending, In-Home Office Setup, Professional Memberships, WFH Meals, Internet Stipend and more!

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

operational modelingstatistical analysisquantitative reasoningSQLdata processingAWS Athenaterritory managementquota-setting methodologiesExcelGoogle Sheets

Soft Skills

results-oriented mindsetclear communicationcuriosityenthusiasmcross-functional leadershipinfluencing stakeholdersanalytical insightproblem-solvingadaptabilitycollaboration