GTM Strategy & Analytics Manager

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.

GTM Performance & Tactical Optimization

• 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.

Strategic Analytics & Initiatives

• 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.

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.