Senior GTM Analyst

About the Role 

We are looking for a Senior GTM Analyst to join our Sales Operations / GTM Analytics team. This role will own core GTM reporting and analytics, lead high-impact analytical workstreams, and help leadership make better decisions on commercial performance, capacity, coverage, and GTM investment. 

This is a hands-on analytics role for someone who can build useful reports, but also understands the data, systems, and business process behind them. You will work across Salesforce, Postgres/YTsaurus, Tableau, Excel, and other sources to turn messy commercial data into reliable reporting, analytical models, clear insights, and practical recommendations. 

 You will work closely with GTM leadership and operators to answer questions like: Where is pipeline being created? Which segments are converting? Are territories balanced? Where are reps losing time? How should we allocate capacity and investment? Is the dashboard showing the truth, or is it reflecting bad data, weak definitions, or broken source logic underneath? 

 You will use AI tools to improve process efficiency, automate repeatable analysis, and prototype internal tools that help GTM teams move faster. 

 This role reports to the Senior Manager GTM Analytics and Insights. 

What You Will Do 

• Build, maintain, and improve Tableau / Salesforce dashboards and recurring reports for GTM teams, while ensuring the underlying data and definitions are fit for decision-making. 

• Lead high-impact analytical workstreams across annual planning, territory and coverage design, pipeline generation, sales productivity, forecasting, capacity planning, and resource allocation. 

• Write SQL queries to investigate pipeline, bookings, conversion, activity, territory, productivity, and funnel performance trends. 

• Own GTM dashboards, metric definitions, reporting logic, and recurring performance reporting as scalable products, not just one-off outputs. 

• Understand and influence the data model behind the reports, including source systems, joins, aggregation grain, refresh logic, ownership, and known data quality issues. 

• Investigate metric inconsistencies, identify root causes, and explain whether the issue is business performance, data quality, systems design, logic, or interpretation. 

• Influence upstream data and systems architecture by partnering with CRM, Data, and Systems teams to ensure Salesforce and warehouse design supports scalable reporting and analytics requirements. 

• Partner with stakeholders to clarify the real business question, challenge weak assumptions, and translate ambiguous requests into clean analysis and repeatable reporting products. 

• Develop analytical frameworks and models that support scenario planning, resource allocation, productivity measurement, and GTM investment decisions. 

• Document metric definitions, dashboard logic, data lineage, and reporting assumptions so others can trust and reuse the work. 

• Drive GTM planning, territory reviews, forecasting, and performance deep dives with analysis that can stand up to leadership scrutiny. 

• Proactively identify opportunities for the business rather than relying only on stakeholder requests, using data to surface questions leadership should be asking. 

• Use Claude, Codex, and other AI tools to speed up analysis, improve workflows, and help build internal analytics products. 

What Good Looks Like 

You are not just creating charts. You are building reporting and analysis that the business can trust. You clarify the business question, check whether the data can support the answer, and push back when the metric, source, system design, or interpretation is flawed. You can explain what changed, why it changed, whether the change is real, and what the business should do next. You also surface important questions before leadership asks them. 

What We Are Looking For 

• 5+ years of experience in analytics, RevOps, Sales Ops, BI, or a similar role, with evidence of owning senior analytical workstreams end to end. 

• Strong SQL skills, including joins, CTEs, aggregations, window functions, and comfort validating query logic against business definitions, metric definitions, and source-system behavior. 

• Experience with Tableau, Power BI, Looker, Salesforce reporting, or a similar BI/reporting tool. 

• Strong Excel or Google Sheets skills for analysis, QA, and stakeholder-facing reporting. 

• Comfort using AI tools to improve analysis, documentation, automation, or internal workflows. 

• Strong understanding of GTM metrics such as pipeline, ARR, bookings, conversion rate, win rate, sales cycle, quota attainment, funnel stages, and sales productivity. 

• Experience working with Salesforce data or another CRM, including awareness of common data quality, process, and systems architecture issues. 

• Ability to influence senior non-technical stakeholders, communicate findings clearly, and explain data limitations without hiding behind technical detail. 

• Strong attention to detail around metric definitions, data quality, dashboard logic, and source-of-truth decisions. 

• Curiosity about how Sales, Marketing, Customer Success, and Finance teams operate, and how their processes show up in the data. 

Nice To Have 

• Experience with dbt, Postgres, YTsaurus, or similar analytics engineering / warehouse tools. 

• Experience supporting Sales Operations, Revenue Operations, GTM strategy, Data, Systems, or analytics engineering teams. 

• Familiarity with territory planning, forecasting, capacity planning, resource allocation, lead routing, account segmentation, quota setting, or compensation reporting. 

• Experience working in a fast-moving SaaS, cloud, infrastructure, or B2B technology company. 

• Interest in using AI tools to automate repeatable reporting tasks and improve day-to-day analytics workflows. 

Key employee benefits in the US:

• Health insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
• 401(k) plan: Up to 4% company match with immediate vesting.
• Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
• Remote work reimbursement: Up to $85/month for mobile and internet.
• Disability & life insurance: Company-paid short-term, long-term and life insurance coverage.