Head of Planning & Analytics

Slate Auto

1d•$141,000 - $194,000

About The Position

We are seeking a highly driven and strategic Head of Planning & Analytics to build and own the analytical foundation of our direct-to-consumer automotive sales organization. This is a high-impact, foundational role where you will design the infrastructure, frameworks, and tooling that power our sales organization. This is a cross-functional role that works in close partnership with the Consumer Sales, Fleet Sales, Sales Operations, Marketing Analytics and IT teams. Ensuring seamless alignment in the transition from Marketing Qualified Lead (MQL) to Sales Qualified Lead (SQL) and building the intelligence layer that enables our sales teams, Consumer and Fleet, to engage with speed, precision, and confidence at every stage of the purchase journey.

Requirements

10+ years of experience in sales analytics, revenue operations, or sales planning, ideally within a D2C, automotive, or high-velocity consumer sales environment.
Proven track record of building analytics frameworks, CRM infrastructure, or sales intelligence functions from the ground up.
Deep expertise in CRM platforms (e.g. Salesforce, HubSpot) and BI/reporting tools (e.g. Tableau, Power BI, Looker).
Strong understanding of the full customer sales funnel, including lead scoring, MQL/SQL definitions, and conversion optimization.
Experience working cross-functionally with Marketing Analytics, IT, and Digital teams to build shared data infrastructure.
Proficiency in data analysis tools (SQL, Excel/Google Sheets advanced), with comfort handling large datasets.
Excellent communication and stakeholder management skill.
Able to translate complex data into clear, executive-ready insights.
Self-starter mentality with the ability to operate independently, prioritize effectively, and deliver in an ambiguous, fast-paced environment.

Nice To Haves

Experience in automotive, direct-to-consumer retail, or subscription-based sales models.
Familiarity with fleet sales operations and the specific analytics requirements of B2B-within-B2C sales structures.
Experience building or managing a small analytics team.
Knowledge of data engineering concepts and experience partnering with IT on data pipeline architecture.

Responsibilities

Sales Funnel Analytics & MQL-to-SQL Strategy: Design the end-to-end sales funnel analytics framework within SQL, tracking customer progression from initial engagement through to purchase for both Consumer and Fleet segments. Work in partnership with growth marketing to define, document, and operationalize clear criteria for MQL-to-SQL conversion, ensuring a seamless, low-friction handoff from Marketing to Sales. Build and maintain robust processes for identifying, classifying, and bucketing Sales Qualified Leads (SQLs) based on intent signals, engagement behavior, and propensity-to-buy indicators. Develop and continuously refine lead scoring models in partnership with the Marketing Analytics team, ensuring consistent, data-driven prioritization of active prospects. Monitor and report on funnel conversion rates at each stage, identifying drop-off points and proactively recommending interventions to improve throughput and velocity.
CRM Tools & Infrastructure: Lead the strategy and build-out of sales CRM tooling to support the sales organization's ability to manage, track, and engage customers throughout the active purchase journey. Design and implement a scalable infrastructure to bucket and manage SQLs, ensuring leads are correctly categorized by stage, segment, urgency, and ownership. Establish data standards and governance frameworks to maintain data integrity across all sales and customer records. Collaborate closely with IT and Digital teams to architect a robust data foundation, defining requirements for data pipelines, integrations, and system architecture that underpin sales operations. Partner with Marketing Analytics to ensure CRM data flows, lead definitions, and attribution models are aligned and consistently applied across both organizations.
Planning, Forecasting & Sales Productivity: Build and own sales planning models that forecast funnel size, lead volume, and pipeline capacity across Consumer and Fleet channels. Develop forecasting frameworks tied to sales productivity metrics — including Slate Agent and Fleet Sales performance, lead-to-close rates, time-in-funnel, and sales velocity. Integrate forecasting outputs with existing lead scoring tools to provide a unified, predictive view of pipeline health and future sales performance. Partner with Sales leadership to establish capacity planning models that ensure the right resource allocation against forecasted lead volumes and customer demand. Provide regular cadenced planning outputs (weekly, monthly, quarterly) to support business rhythm, territory planning, and target setting.
Reporting & Executive Dashboards: Design and deliver a suite of executive-level dashboards providing a clear, real-time overview of sales funnel performance, lead quality, conversion rates, and revenue forecast. Build operational reporting for the sales team, surfacing actionable insights on active SQLs, customer status within the purchase journey, and priority follow-up actions. Develop shared dashboards and reporting frameworks in close collaboration with Marketing Analytics, creating a single source of truth across the full customer funnel. Establish and maintain a reporting cadence that supports the needs of Sales, Sales Operations, and senior leadership stakeholders.
Cross-Functional Partnership: Serve as the primary analytics liaison between the Sales organization and Marketing Analytics, ensuring strategic alignment on funnel definitions, KPIs, and shared goals. Work in close collaboration with IT and Digital teams to define data architecture requirements and ensure infrastructure decisions support both current needs and future scalability. Act as a trusted strategic partner to Sales leadership, translating data insights into clear business recommendations that drive action. Champion a data-driven culture within the sales organization, enabling team members to self-serve on core metrics and insights.