GTM Strategy – Analytics Manager
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Job Description
GTM analytics manager driving targets, pricing, channel strategy, and performance reporting. Improving independent restaurant technology growth through data-led decisions.
Responsibilities:
- Serve as the single source of truth for go-to-market performance and the strategic analytics engine for the GTM organization
- Identify performance gaps, define problem size and ideal state, and establish targets
- Build goals and KPIs for teams and channels
- Build reporting showing performance by team, channel, and representative
- Partner with GTM leadership to establish goals, KPIs, and performance targets
- Lead weekly GTM performance reviews, assess pacing, surface risks and opportunities, and provide recommendations
- Partner with FP&A on annual planning, including sales capacity, productivity, funnel assumptions, conversion rates, and financial targets
- Support compensation planning, quota setting, attainment tracking, and incentive-plan effectiveness
- Ensure reporting accuracy, consistent metric definitions, and data integrity
- Identify performance anomalies and opportunities to improve productivity, conversion, deal velocity, and volume
- Evaluate acquisition channels based on volume, CAC, account quality, retention, and downstream economics
- Optimize account targeting and segmentation strategies
- Analyze pricing, monetization, fee structures, promotions, and alternative models
- Evaluate plan and package structures to improve ASP, cash collection, product adoption, and customer economics
- Inform channel investment and resource allocation
- Develop analytical frameworks for GTM decisions involving segmentation, targeting, acquisition, retention, expansion, and resource allocation
- Drive cross-functional initiatives from problem identification through implementation and measurement
- Serve as a strategic thought partner to GTM leadership
- Report directly to the Head of Finance; no direct reports
Requirements:
- 5+ years experience in GTM analytics, revenue operations, sales strategy, or a similar analytical role partnering closely with sales and CS organizations
- Background in B2B SMB SaaS or marketplace
- Proficiency in Salesforce
- Understanding of connected systems such as HubSpot, Gong, and Outreach
- Experience with SQL is a plus
- Highly analytical and fluent in data
- Strong judgment and ability to translate data into defensible recommendations
- Ability to build a case through clear storytelling
- Comfortable presenting to sales and CS leadership
- Business acumen to assess operational viability
- Strong problem-solving skills and ability to work with minimal direction
- Comfortable in a fast-paced, scrappy environment
- High attention to detail
- Strong interpersonal and communication skills
- Ability to define scope amid ambiguity
- Experience with pricing strategy, channel performance analysis, or account segmentation
Benefits:
- Ongoing training and growth opportunities
- "Best Place to Work" employee experience focus
- Medical, dental, and vision plans
- Mental health coverage and wellness programs
- Unlimited paid vacation
- 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
- Consistent and fair leadership
- Freedom and accountability in the workplace
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