About Team & About Role:This Senior Manager, Pipeline & GTM Strategy and Analytics will be responsible for creating the data-driven frameworks that are the foundation of our GTM business. This stakeholder will identify insights from Sales data for business leaders, sellers, and cross-functional stakeholders to inform strategic decisions company wide. Excelling in this role requires the ability to seamlessly partner cross-functionally, adapt quickly, work in a highly agile & analytical manner, and connect the dots between the operational & the strategic. Critical skills required include creative thinking, high degree of detail orientation, fluency in big data, Sales systems & tools, and desire to dig into complex problems to find innovative solutions.
What You'll Do: - Lead end-to-end pipeline management across all GTM teams, including: Field Sales, Channel & Alliances, Marketing, SDR
- Pipeline management activities include target setting, maintaining and improving suite of analytics and reporting, monitoring results, developing specific tactics to increase pipeline quality/quantity/velocity
- Also critical is the maintenance and evolution of attribution/crediting models for both pipeline and key leading indicators in the Sales funnel
- Own cross-functional relationships with GTM organizations and other teams impacted by pipeline results (e.g., Marketing, Finance & Product); Responsible for creating a shared vision, plan for execution, then ensuring results
- Drive reporting and ongoing tracking of key Sales KPIs for regular executive reviews, Quarterly Business Reports, board decks, and investor presentations; This stakeholder will be accountable to providing accurate data and insightful information, and represent sales performance at highest levels of visibility
- Ensure data integrity and reporting standards are met; Monitor data integrity and implement opportunities to improve data cleanliness; Identify issues and perform detailed root cause analysis
- Leverage AI to enable pipeline, GTM motions, and analytics, enabling data-driven growth and strategy optimization
- Lead operations for Sales Development team (SDRs), including defining quotas & compensation, owning relationship with SDR leadership team, reporting results
- Lead and inspire a high-performing team of talented individuals driving strategic initiatives, fostering collaboration and ensuring alignment
Experience You'll Need: - Bachelor's degree required in Business Administration, Business Analytics, Data Science, Math or related specialty. MBA a plus.
- 7+ years of experience in Data Analytics, Management Consulting, Sales / Business Operations, working directly with B2B sales and marketing teams preferred.
- Experience in high-tech industry, preferably in hyper-growth, B2B SaaS business
- Hands-on experience with Tableau, SQL, Advanced Excel, Snowflake, Data Lakes, SFDC; Creating complex data models from a variety of sources
- Strong collaboration skills with the ability to drive consensus across stakeholders
- Self-motivated, highly accountable, with a bias for action and driving results
- Thrive in ambiguity with ability to work in an agile and rapidly changing environment
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The minimum and maximum base salaries for this role are posted below; additionally, the role is eligible for bonus potential, equity and benefits. The range displayed reflects the minimum and maximum target for new hire salaries for the role based on U.S. location. Within the range, the salary offered will be determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
US Pay Range
$158,100-$237,100 USD
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