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 set up the strategic cases for why a change is needed with Sales and post sales leadership then pressure-test that thinking against their in-depth understanding of team and systems operations, and own execution with technical and process rigor in a dynamic environment.
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.
Support compensation planning, including variable compensation targets, quota setting, attainment tracking, and incentive-plan effectiveness.
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.
Evaluate performance across acquisition channels based not only on volume and CAC, but also on account quality, retention, and downstream economics.
Optimize account targeting and segmentation strategies to improve customer quality and GTM efficiency.
Continuously assess compensation and incentive structures to ensure they drive the right behaviors and align rep incentives with company objectives.
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, recommendation, implementation, and measurement, combining business partnership, analytical insight, and project management.
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
- 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.
Skills Required
- 5+ years of experience in GTM analytics, revenue operations, sales strategy, or a similar analytical role partnering with Sales and Customer Success organizations
- Background in B2B SMB SaaS or marketplace businesses
- Proficiency with Salesforce
- Understanding of connected systems such as HubSpot, Gong, and Outreach
- Experience with SQL
- Strong analytical skills and fluency with data
- Ability to derive defensible insights and recommendations from data
- Experience presenting to Sales and Customer Success leadership
- Strong problem-solving skills and ability to work independently amid ambiguity
- Experience with pricing strategy, channel performance analysis, or account segmentation
- Strong attention to detail, interpersonal, communication, and storytelling skills
What the Team is Saying
What We Do
ChowNow’s vision is to become the leading North American platform connecting diners and independent restaurants for at-home dining. The ChowNow Platform continues to grow its product offerings and bring restaurants and diners closer together. Our marketplace provides commission-free ordering for restaurants nationwide and diners with an ever-growing selection of independent restaurants. Our demand network provides diners with the ability to order where they’re already online, including Google, Yelp, Instagram, Snap, and many others. And our white-labeled online ordering system provides restaurants with a branded experience for diners on their website and their own iOS and Android apps for a reasonable monthly fee regardless of order volume. To date, we’ve created over 20,000 apps for our restaurant partners – something that’s never been done before in our category. We operate this way because of our belief in being fair, sustainable, and equitable with our restaurant partners and the same goes for our culture.
Why Work With Us
Diversity, teamwork, and mutual respect are among our core company values. We pride ourselves on giving our teams plenty of opportunities to make their mark. Join us and help ensure ChowNow becomes the diner’s first choice for socially responsible online ordering. Together we can preserve neighborhood flavor, one restaurant at a time.
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ChowNow Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Our hybrid policy asks local Los Angeles employees to come in 2 times a week to allow for in person collaboration and cross-functional relationship building. Our open air, Culver City Headquarters is spacious and inviting for teams to be together.
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