Head of GTM Analytics

Description

WHO WE ARE

Come join the company reinventing data security, empowering businesses to realize the full potential of their data. As the leading data security platform purpose-built for the cloud era, Cyera’s mission is to reinvent how businesses secure data, enable agile collaboration, and boldly pursue new business opportunities. Trusted by security teams at leading global businesses, our team is proving that data security is the next big thing in cyber. Backed by the world’s leading investors and working with a large and growing list of Fortune 1000 companies, we are looking for world-class talent to join us as we usher in the new era of data security.

THE OPPORTUNITY

Data is an underutilized asset in company operations and mostly just leveraged for reactive purposes or minor proof points. When curated and applied effectively, it can be a critical go to market (GTM) weapon to help guide, grow and scale business efforts. The purpose of the head of analytics is to build and lead a practice that leverages data as the connective tissue between GTM teams (i.e. sales, marketing, customer success, etc.) to align all data aspects with business goals while creating a data structure that triggers proactive responses to potential challenges and risks within the business.

RESPONSIBILITIES:

• Hire, retain and lead a high performing team of analysts, system architects and operations individuals to develop high quality data, analytics, processes and dashboards for use throughout GTM functions. 
• Generate business models that align GTM teams to the company’s intended business outcomes (i.e. productivity, revenue, ARR, deal mechanics, etc.).
• Develop holistic pipeline motion and targets to not only support current sales targets, but also generate future pipeline expectations and support conversion of mid to late funnel pipeline in collaboration with both sales and marketing teams.
• Establish marketing performance metrics across the funnel, aligned to sales outcomes, to ensure campaigns and programs are targeting the market efficiently, conversion of marketing activities is in line or exceeding expectations, sales territories are receiving balanced coverage and marketing budgets are achieving expected yield and ROI.
• Partner with sales leadership and operations teams to develop company segmentation, territory and deal metric frameworks to assess performance and scale of sales motion while identifying risks and gaps.
• Establish a methodology and definition of “customer” and leverage that to produce customer performance analytics and lead efforts to establish an ongoing Ideal Customer Profile (ICP) for GTM targeting.
• Partner with operations teams to ensure system and tool implementation provides appropriate data elements both in terms of input and output so data can be translated into outcomes.
• Support internal and external presentation developments bringing data to the forefront to support expected outcomes.
• Develop data driven projections and forecast models through snapshot and historical trends to provide additional insight to planning, forecasting and targeting efforts.
• Partner with the Data Analytics team to establish a holistic data platform and single source of truth (SSOT) methodology to enable all business users to access trusted, secure and compliant data for ad hoc business needs, including the implementation of said platform and future visualization tools for dashboarding and real time analytics.
• Continuously assess data and metric framework to adjust, enhance and expand metrics to align to expanded product, market and GTM opportunities.
• Manage all aspects of data operations including quality, governance, process, security and other requirements to manage and maintain a strong data foundation.

Requirements

REQUIRED QUALIFICATIONS:

• Minimum 7-10 years of progressive experience in high growth SaaS environments in finance, revenue operations or other related fields
• Experience managing a high performing team within a fast paced, ever changing environment
• Experience building, managing and training users in tools like Salesforce CRM Analytics, Tableau, Domo or other data visualization platforms
• Ability to analyze large sets of data and synthesize information into actionable insights
• History building and maintaining complex business models including planning templates, periodic KPI reporting frameworks, territory design templates and other ongoing, repeatable projects
• Experience scaling Salesforce from a design perspective with an ability to articulate design and process improvements
• Understanding of end to end GTM processes with the ability to find paths to automation and improving data collection efforts
• Excellent communication skills and proven ability to translate data into actionable insights
• Experience leading a team 
• Champion business process engineering and transformation projects 

COMPENSATION INFORMATION: 

In addition to a standard benefits and equity package, we offer a generous salary. Final compensation will vary based on seniority and relevance of experience, location, and position requirements.

This role may be eligible for potential merit increases based on factors such as individual or company performance, time in role, and other discretionary factors.​

BENEFITS - Why Cyera? 

• Ability to work remotely, with office setup reimbursement
• Competitive salary
• Unlimited PTO
• Paid holidays and sick time
• Health, vision, and dental insurance
• Life, short and long-term disability insurance