Director, Revenue Systems Analytics

Abnormal

2d•$210,400 - $302,500

About The Position

The Director, Revenue Systems & Analytics owns the technology and analytics behind Abnormal's go-to-market engine. Reporting to the VP of GTM Operations, this leader sets the strategy, architecture, and roadmap for marketing, sales, and customer success systems while leading Revenue Analytics and delivering executive-level visibility into performance across the customer lifecycle, from first touch through renewal and expansion. The role partners across GTM, Data, Finance, IT, and Security to build a connected revenue platform, align investments with growth goals, establish trusted metrics and governance, and apply AI and automation responsibly. It also owns GTM software strategy, vendor relationships, budget, and renewals, and builds and develops a high-performing team of systems, data, and analytics professionals, including people leaders.

Requirements

10+ years of experience in GTM systems, revenue operations, or revenue analytics at a high-growth B2B SaaS company.
At least 5 years of experience leading teams.
Proven experience owning a multi-function GTM tech stack across marketing, sales, and customer success, and delivering a strategic roadmap tied to revenue outcomes.
Deep expertise in Salesforce as a core system of record.
Hands-on experience with a cloud data warehouse and BI platform for executive reporting.
Experience building executive- and board-level dashboards connecting pipeline generation, bookings, retention, and expansion.
Strong command of GTM metrics and definitions, including pipeline, conversion, ARR, net and gross retention, and forecast, with credibility to defend them before senior leaders.
Demonstrated experience implementing AI and automation in GTM systems and workflows, with sound judgment about benefits and risks.
Experience managing software budgets, vendor negotiations, and stack rationalization.
Exceptional cross-functional leadership and ability to align Marketing, Sales, Customer Success, Finance, and IT around shared priorities and metrics.

Nice To Haves

Experience with tools such as Marketo, Gainsight, Gong, Snowflake, Sigma, Workato, and Highspot.
Background in cybersecurity or another technical, enterprise-focused category.
Experience scaling GTM systems and analytics through a multi-product or platform expansion.

Responsibilities

Own the end-to-end strategy, architecture, and roadmap for marketing, sales, and customer success technology ecosystems.
Align system investments with company strategy and revenue goals, prioritizing impact on pipeline, conversion, retention, and expansion.
Define an AI-first approach for AI and agentic workflows across the GTM stack, maintaining accuracy, auditability, and trust in the data.
Lead Revenue Analytics and create and maintain executive-level dashboards that show end-to-end performance across the customer lifecycle.
Develop shared metrics, definitions, and reporting across Marketing, Sales, and Customer Success.
Partner with Data and Finance on data quality, governance, and metric definitions so reporting reconciles and is suitable for executive and board settings.
Own GTM software strategy, vendor relationships, budget, and renewals; consolidate tools or invest in them as appropriate.
Hire, develop, and lead a high-performing systems, data, and analytics team, including people leaders.
Partner with Marketing, Sales, Customer Success, Finance, IT, and Security leaders to translate business priorities into systems and insights.