Director, GTM Business Intelligence Analytics

Mimecast•Uniondale, NY

2d•$152,000 - $228,000•Hybrid

About The Position

Director, GTM Business Intelligence Analytics remote or hybrid role based in the Northeast Mimecast is seeking a Director, GTM Business Intelligence Analytics to serve as the analytical engine powering our Revenue Operations organization. Reporting to the VP, Revenue Operations, this role will design and own a world-class analytics and reporting infrastructure using Microsoft Power BI, delivering actionable insights into sales productivity, sales process adherence, pipeline health, and revenue forecasting. The ideal candidate is a hands-on builder with deep technical expertise in Power BI and data modeling, paired with the strategic mindset to translate complex data into decisions that drive GTM performance. What You’ll Do Power BI Reporting & Data Infrastructure Design, build, and maintain a comprehensive suite of Power BI dashboards and reports providing leadership and the GTM organization with real-time visibility into revenue performance, sales productivity, pipeline trends, and sales process adherence. Build and manage end-to-end data infrastructure for the Revenue Operations team, including relational data models, Power Query transformations using M formula language, and other calculations to support complex analytical requirements. Develop and maintain 50+ connected dashboards and Excel workbooks integrated with live data sources, ensuring accuracy, consistency, and self-service accessibility across the organization. Integrate AI-driven techniques and automation into data pipelines to streamline transformation workflows, reduce manual effort, and maximize analytical efficiency. Own the architecture of go-to-market reporting systems, establishing scalable frameworks that support Inbound, Outbound, New Business, Account Management, Channel (Resell & MSP), and Renewal motions. Sales Productivity & Process Adherence Develop KPI dashboards and performance reporting that surface leading indicators and lagging results of sales productivity, enabling RevOps and Sales leadership to identify gaps and drive accountability. Build reporting frameworks to measure adherence to defined sales processes and methodologies, providing frontline managers and executives with clear visibility into where deals deviate from expected motion. Support quota modeling and territory planning by providing detailed analytics on rep capacity, historical attainment, and pipeline coverage ratios. Partner with Sales leadership to design and deliver reporting for new product rollouts, tracking adoption metrics and outcomes to inform go-to-market strategy and resource decisions. Partner with Sales Enablement to design and deliver reporting for onboarding new hires’ time to ramp, time to first pipeline, time to first closed one opportunity, and more. Provide analytics and data visualization that support the MSP and Channel programs, tracking segment-level performance and driving data-informed strategy for one of the most important growth areas of the business. Forecasting & Revenue Oversight Support GTM forecasting analytics, providing data visualization for daily trend analysis, pipeline roll-ups, and performance insights that enable accurate revenue forecasting and decisive sales leadership action. Partner with Finance to plan and set annual revenue targets and quarterly quotas, delivering modeling support that ensures alignment between financial objectives and field capacity. Support Sr Sales Leaders with on-demand analyses, variance reporting, and scenario modeling, serving as a trusted analytical partner for the CCRO, Sales SVPs and RevOps leadership. Develop and maintain forecasting oversight dashboards that provide real-time visibility into attainment risk, coverage gaps, and deal-level trends across all segments and geographies. Cross-Functional Partnership & Workstream Leadership Collaborate closely with Finance, Marketing, Customer Experience, Product, GTM Business Systems and Digital Transformation teams on modeling and analytics that extend beyond the sales discipline and support organization-wide decision-making. Translate complex data and analytical findings into clear, executive-ready narratives for QBRs, board reviews, and leadership offsites, building decks and presentations as needed. Partner with Finance, GTM Business Systems and Digital Transformation teams to ensure data integrity across Salesforce, Azure Databricks, and other connected GTM platforms, and drive continuous improvement of data pipelines and reporting architecture. Help drive efforts to ‘Machine the Business’ across all GTM functions, from top of funnel and lead generation all the way through the sales cycle to closed won business.

Requirements

Advanced expertise in Microsoft Power BI, including complex data modeling, Power Query (M formula language), DAX, and dashboard design for executive and operational audiences.
Demonstrated experience building GTM analytics infrastructure from the ground up in a high-growth SaaS environment, ideally in cybersecurity, fintech, or a comparable sector.
Strong proficiency in Microsoft Excel for advanced financial and operational modeling, including connected workbooks integrated with live data sources.
Experience with Salesforce Sales Cloud, Tableau, SOQL, SQL, and cloud data platforms such as Azure Databricks; familiarity with relational database design and data pipeline architecture.
Deep understanding of go-to-market motions and SaaS metrics including ARR, bookings attainment, pipeline velocity, sales productivity, quota coverage, and channel performance.
Proven track record of partnering directly with C-suite and senior GTM leaders, translating complex analytical findings into actionable business insights.
Experience supporting sales quota modeling, territory planning, capacity analysis, and annual revenue target-setting in close partnership with Finance.
A builder’s mindset with exceptional accuracy, initiative, and the ability to proactively anticipate business needs before they arise.
Strong leadership and communication skills, with experience driving cross-functional collaboration across Sales, Finance, Marketing, and Business Operations.

Nice To Haves

Experience with AI-driven data automation, MSP or Channel analytics, new product launch analytics, or compensation modeling.

Responsibilities

Design, build, and maintain a comprehensive suite of Power BI dashboards and reports providing leadership and the GTM organization with real-time visibility into revenue performance, sales productivity, pipeline trends, and sales process adherence.
Build and manage end-to-end data infrastructure for the Revenue Operations team, including relational data models, Power Query transformations using M formula language, and other calculations to support complex analytical requirements.
Develop and maintain 50+ connected dashboards and Excel workbooks integrated with live data sources, ensuring accuracy, consistency, and self-service accessibility across the organization.
Integrate AI-driven techniques and automation into data pipelines to streamline transformation workflows, reduce manual effort, and maximize analytical efficiency.
Own the architecture of go-to-market reporting systems, establishing scalable frameworks that support Inbound, Outbound, New Business, Account Management, Channel (Resell & MSP), and Renewal motions.
Develop KPI dashboards and performance reporting that surface leading indicators and lagging results of sales productivity, enabling RevOps and Sales leadership to identify gaps and drive accountability.
Build reporting frameworks to measure adherence to defined sales processes and methodologies, providing frontline managers and executives with clear visibility into where deals deviate from expected motion.
Support quota modeling and territory planning by providing detailed analytics on rep capacity, historical attainment, and pipeline coverage ratios.
Partner with Sales leadership to design and deliver reporting for new product rollouts, tracking adoption metrics and outcomes to inform go-to-market strategy and resource decisions.
Partner with Sales Enablement to design and deliver reporting for onboarding new hires’ time to ramp, time to first pipeline, time to first closed one opportunity, and more.
Provide analytics and data visualization that support the MSP and Channel programs, tracking segment-level performance and driving data-informed strategy for one of the most important growth areas of the business.
Support GTM forecasting analytics, providing data visualization for daily trend analysis, pipeline roll-ups, and performance insights that enable accurate revenue forecasting and decisive sales leadership action.
Partner with Finance to plan and set annual revenue targets and quarterly quotas, delivering modeling support that ensures alignment between financial objectives and field capacity.
Support Sr Sales Leaders with on-demand analyses, variance reporting, and scenario modeling, serving as a trusted analytical partner for the CCRO, Sales SVPs and RevOps leadership.
Develop and maintain forecasting oversight dashboards that provide real-time visibility into attainment risk, coverage gaps, and deal-level trends across all segments and geographies.
Collaborate closely with Finance, Marketing, Customer Experience, Product, GTM Business Systems and Digital Transformation teams on modeling and analytics that extend beyond the sales discipline and support organization-wide decision-making.
Translate complex data and analytical findings into clear, executive-ready narratives for QBRs, board reviews, and leadership offsites, building decks and presentations as needed.
Partner with Finance, GTM Business Systems and Digital Transformation teams to ensure data integrity across Salesforce, Azure Databricks, and other connected GTM platforms, and drive continuous improvement of data pipelines and reporting architecture.
Help drive efforts to ‘Machine the Business’ across all GTM functions, from top of funnel and lead generation all the way through the sales cycle to closed won business.