GTM Analytics Lead

Role overview

Lead the analysis and measurement behind go-to-market performance, channel economics, data governance, forecasting, and commercial planning. You’ll set the analytics agenda, decide which questions merit attention, and turn evidence into recommendations that shape investment and operating decisions. The role partners closely with Marketing, Data Science, Finance, and Revenue Operations.

Responsibilities

- Build performance measures across the customer lifecycle, from lead generation through close, onboarding, retention, and expansion. - Compare sales and marketing motions using measures such as win rates, acquisition cost, payback, and conversion by segment, location, and channel; assess broker attribution and quoting performance. - Work with Marketing on funnel and attribution analysis, Data Science on modeling and segmentation, and Finance on unit economics and scenarios. - Define and govern core metrics, business logic, data standards, lineage, and quality so reporting is consistent, auditable, and reconciles with Finance. - Set GTM data priorities and business requirements, sequencing initiatives by dependencies and likely impact; support use cases such as pipeline management, compensation, and performance measurement. - Provide analytical inputs for forecasts, targets, capacity planning, and executive reporting; identify risks and present tradeoffs to senior leaders.

Requirements

- 5–8 years in GTM analytics, Revenue Operations, business operations, strategy, or financial planning and analysis at a high-growth B2B company. - Direct experience partnering with sales, marketing, and finance leaders. - Expert SQL skills and deep experience with sales and product telemetry data and business intelligence tools. - Experience owning metric definitions and data standards, and translating business needs into technical specifications for a modern data stack. - Understanding of how CRM, data warehouse, BI, and field processes affect commercial execution and reported results. - Strong command of GTM and SaaS measures, including conversion, attribution, acquisition cost, payback, and retention; able to communicate recommendations clearly and catch data issues early.

Nice to have

- Experience balancing analytical rigor and speed in a fast-moving, high-growth environment with limited resources or evolving data. - Ability to align multiple functions on shared definitions and priorities without formal authority.