As the GTM Strategy and Analytics Manager, you will be the single source of truth for GTM performance and the strategic analytics engine for the GTM org. You will identify gaps, you'll define the size of the problem and the ideal state. You will own target setting while building goals and KPIs for each team and corresponding channels then build reporting that shows performance by team, channel, and rep, surfacing what's going well and where the org needs to improve or focus.
You build the strategic case for why a change is needed and align GTM leadership behind it, then pressure-test that thinking with the RevOps team on the ground — Sales & CS Ops, Marketing & Partner Ops — so strategy and execution are fully in sync. This isn't a handoff: the ops team needs to understand not just what to build and why, but be genuinely bought into the vision so they can make it real.
This role reports directly to the Head of Finance and will not have any direct reports.
Responsibilities include:
Performance Management & Planning
Partner with GTM leadership to establish goals, KPIs, and performance targets across teams and channels.
Build and maintain performance reporting across teams, channels, and individual reps, identifying key drivers of over- and underperformance.
Lead weekly GTM performance reviews, assessing pacing against targets, surfacing risks and opportunities, and translating insights into actionable recommendations.
Partner closely with FP&A on annual planning, including sales capacity, productivity, funnel assumptions, conversion rates, and financial targets.
Lead comp strategy and design – targets, quota-setting philosophy, and incentive-plan effectiveness — continuously assessing whether the structure drives the right behaviors and stays aligned with company objectives. The Sales & CS Business Partner owns comp operationalization: building calculation logic into systems, QA'ing payouts, and maintaining SPIFF/addendum tracking.
Maintain confidence in the GTM source of truth, ensuring reporting accuracy, consistent metric definitions, and data integrity.
Proactively identify performance anomalies across Sales and Post-Sales, such as low package adoption, elevated churn, declining save rates, conversion issues, or rep-level productivity gaps, and work with functional leaders to address them before they compound.
Identify opportunities to improve sales productivity, conversion, deal velocity, and overall volume.
Optimize account targeting and segmentation strategies to improve customer quality and GTM efficiency.
Lead analytical work around pricing and monetization, including assessing fee structures, pricing changes, promotional strategies, and alternative models designed to improve revenue, deal velocity, and account quality.
Evaluate plan and package structures to improve ASP, cash collection, product adoption, and customer economics.
Inform channel investment and resource allocation based on the volume, quality, retention, and economics of customers generated by each channel.
Develop analytical frameworks to support key GTM decisions around customer segmentation, targeting, acquisition, retention, expansion, and resource allocation.
Drive cross-functional strategic initiatives from problem identification through analysis and recommendation — partnering closely with the operational and systems teams who implement the fix — and own measurement of impact once it's live.
Serve as a strategic thought partner to GTM leadership, translating data into clear recommendations and helping leadership prioritize where to focus resources and attention.
GTM Performance & Tactical Optimization
Strategic Analytics & Initiatives
You Should Apply If You:
- Have 5+ years experience in GTM analytics, revenue operations, sales strategy, or a similar analytical role partnering closely with sales and CS organizations
- Have a background in B2B SMB SaaS or marketplace
- Have proficiency in Salesforce and understanding of other connected systems like Hubspot, Gong, Outreach, etc. Experience with SQL is a big plus
- Are highly analytical and deeply fluent in data, able to move fluidly between the granular and the big picture
Have strong judgment — the ability to draw the right insight from the data and translate it into a specific, defensible recommendation rather than an open-ended observation - Are naturally curious and able to hold your ground, building a case that lands with stakeholders through clear storytelling
- Are comfortable presenting to sales and CS leadership, with enough business acumen to know when a data-backed idea is actually operationally viable
- Have strong problem-solving skills, with the ability to navigate ambiguity and drive solutions proactively while working with minimal direction
- Are comfortable in a fast-paced, scrappy work environment and aren't afraid to ask probing questions
- Have a high attention to detail, as deliverables will often be presented to senior sales and CS leadership where accuracy is essential
- Have strong interpersonal and communication skills with the ability to interact with employees of all levels
- Thrive on ambiguity and can define your own scope rather than waiting for a fully-formed brief
- Have experience with pricing strategy, channel performance analysis, or account segmentation
About Our Benefits:
- Expected Base Salary: $120,000 - $152,000 (depending on candidate location and experience)
- Ongoing training and growth opportunities.
- A "Best Place to Work" winner multiple times where we focus on creating a great employee experience.
- Rock solid medical, dental, and vision plans.
- Mental Health Coverage - we offer several programs to support your mental health and wellness goals.
- Unlimited Paid Vacation. We expect you to work hard, but still enjoy your personal life
- 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 continuing education reimbursement program
- Employee Stock Incentive Plan.
- Pet insurance for your fur babies
- Consistent & fair leadership: we’ll share info, set clear goals, show you respect, and treat everyone fairly.
- Enough freedom to spread your wings while still holding you accountable.
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