We’re on a mission to redefine how modern distributed systems are tested and released. Our platform is trusted by engineering teams who demand rock-solid reliability, scalable performance, and deep technical visibility. Our platform doesn’t just assure system correctness and reliability, it exists because developers need something better. If you’ve ever experienced the pain of a production outage, had a bad week on-call, or had a release delayed by weeks because of one killer bug – you’ll understand exactly why we’re doing what we do. If you're passionate about developer-first products, system resilience, and correctness, we’d love to talk.
About the RoleThe Principal, GTM analyst is a senior individual contributor role on our data science team. This role owns the analytics strategy, data architecture, and executive reporting for the go-to-market organization.
You will define how GTM data is structured, modeled, and consumed across the business, working closely with our central Data Science team to ensure alignment with company-wide data standards and infrastructure. Your scope will include the work of our BDRs, Account Executives, Account Managers, Partner Managers, Customer Success Managers and other GTM roles. You will be the primary owner of GTM data from source systems, including Salesforce.com, through executive insights, while maintaining focus on hands-on analysis.
This role is ideal for someone who thrives in ambiguity, enjoys building from first principles, and wants to shape how a fast-growing enterprise SaaS company runs its go-to-market engine.
This is a 5 days a week in-office job in Vienna, VA.
What You’ll DoOwn GTM Data & AnalyticsDefine and maintain GTM data architecture across Salesforce, operational systems, and BI layers.
Partner with Data Science to align with company-wide standards.
Establish clear metric definitions and documentation.
Balance hands-on Structured Query Language (SQL)/data modeling with BI-layer dashboard creation.
Create and maintain executive dashboards across the customer lifecycle.
Continuously refine metrics and reporting as the business grows.
Conduct analyses that drive leadership decisions, including capacity planning, territory design, ramp modeling, forecast variance, and retention/expansion insights.
Support quarterly business reviews and board reporting.
Act as a thought partner to BDR, Sales, SE, Alliances, Customer Success, Onboarding, and Support leaders.
Translate ambiguous business questions into actionable analyses and insights.
Maintain GTM data quality standards and improve source hygiene.
Identify gaps in instrumentation and processes that limit insights.
Document metrics, dashboards, and reporting logic for clarity and scalability.
GTM leadership and executives rely on your dashboards and analyses to run the business.
GTM data architecture is clear, scalable, and aligned with broader company data strategy.
Metrics are trusted, understood, and consistently used across teams.
Strategic decisions around hiring, segmentation, forecasting, and retention are materially improved by your insights.
Data Science and RevOps teams are tightly aligned through effective collaboration and shared ownership.
Experience & Background
5–8+ years of experience in GTM analytics, Revenue Operations, Sales Operations, Business Analytics, or a related function within a B2B SaaS environment.
Proven experience owning analytics and data models across multiple GTM functions (BDR, Sales, CSM, Onboarding).
Hands-on experience with Salesforce data models and complex GTM workflows.
Experience partnering with centralized Data or Data Science teams on shared data architecture.
Technical & Analytical Skills
Deep understanding of GTM metrics, funnels, and unit economics in an enterprise SaaS business.
Comfortable with both SOQL (Salesforce Object Query Language) / data modeling and BI-layer dashboard/report building; able to bridge technical and executive audiences.
Strong data modeling instincts; ability to reason about schemas, joins, and metric logic.
Advanced Excel / Google Sheets skills; experience with one or more BI tools (like Looker, Tableau, Power BI, Mode).
Leadership & Operating Style
Operates as a senior, trusted partner to executives and functional leaders.
Comfortable reframing questions, influencing without authority, and aligning stakeholders around metrics.
Highly autonomous, resourceful, and comfortable building in imperfect systems.
Strong written and verbal communication skills with the ability to translate complex analyses into actionable recommendations.
Opportunity to define how go-to-market data and analytics work at a critical growth stage.
High-visibility role with direct impact on executive decision-making.
Close partnership with Revenue Operations, Data Science, and GTM leadership.
Top Skills
What We Do
We are pioneering the field of autonomous software testing - enabling our users to dramatically improve their software development speed and quality.
