Analyst, Sales Strategy & GTM Planning
About The Position
As we scale, we’re looking for a high-impact, analytical, and strategic problem-solver to join our Rev Ops team as our Sales Strategy Analyst. You'll bring analytical rigor and strategic thinking to solve high-priority business challenges, optimize revenue performance, and help shape our go-to-market strategy. We are looking for an Analyst of Sales Strategy & GTM Planning to serve as the engine behind our annual planning, sales capacity modeling, and strategic revenue initiatives. Reporting to the Senior Manager of Sales Strategy & GTM Ops, you will bridge strategic GTM decisions with analytical and system execution. You will own complex quantitative models—from territory design and quota allocation to account scoring algorithms—and translate them into scalable GTM architecture. While day-to-day tactical sales execution is managed by our Sales Ops team, your focus will be on the strategic framework that enables our global field teams to succeed.
Requirements
- 6–8 years of relevant work experience in GTM Strategy, RevOps, BizOps, or Financial Planning & Analysis (FP&A) at a high-growth B2B SaaS or technology enterprise.
- Expert proficiency in multi-dimensional data modeling, scenario planning, and complex financial/operational logic in Excel/Google Sheets.
- Direct experience (or strong operational foundation) in EPM platforms such as Pigment, Anaplan, Adaptive, or Workday Planning. (Pigment certification or experience is a strong plus, but willingness to master Pigment is required).
- Solid understanding of Salesforce architecture, data schema, and data governance standards.
- Deep understanding of SaaS business metrics (ARR, NRR, CAC, Ramped Capacity, Win Rates).
- Ability to distill complex analytical findings into clear strategic recommendations for GTM leaders.
Nice To Haves
- Prior experience implementing or managing models inside Pigment.
- Proven track record of owning annual quota and territory rollouts end-to-end.
- Background combining corporate strategy/consulting with hands-on systems administration.
- Solid FP&A background or Rev Ops background.
- SQL experience is a major plus.
Responsibilities
- Partner on annual capacity modeling, quota deployment, and territory carve-outs.
- Build scenario models analyzing rep ramp times, productivity curves, and coverage rules.
- Own and evolve our multi-dimensional planning models (in Pigment) to ensure automated, real-time tracking of quotas, territories, and headcount allocation.
- Design, test, and maintain data-driven account scoring models and tiering frameworks to optimize field team focus and lead-to-account mapping.
- Establish metric layers and data governance standards across GTM platforms to ensure data integrity across CRM, EPM, and executive reporting.
- Recommend strategies to enhance CRM data quality and governance (e.g., opportunity hygiene, stage definitions, activity capture, account/contact integrity), and work with field teams to improve data capture processes.
- Deliver rigorous business cases, scenario analyses, and data insights for strategic leadership initiatives across GTM leadership.
Benefits
- Comprehensive Medical, Dental, and Vision plans
- Health Savings Account (HSA) with a company contribution
- Generous Paid Time Off in addition to holidays and company-wide days off
- 16 Weeks of Paid Parental Leave
- Wellness Program and Employee Assistance Program (EAP)
- Home Office Reimbursement
- Monthly Phone and Internet Reimbursement
- Tuition Reimbursement and access to LinkedIn Learning
- Equity
- Commuter Benefits (if local to an office)
- Volunteering Paid Time Off
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
