Senior Analyst, Revenue Strategy & Operations

Baseten • San Francisco, CA

1d • $150,000 - $190,000

About The Position

Baseten is building the infrastructure layer for AI and is now building the team that will scale how they take it to market. This is a foundational hire on their GTM Strategy & Revenue Operations team, sitting at the intersection of strategic planning and field execution. The role involves working directly with the CRO, Head of Revenue Operations, and partnering closely with Finance, field leadership, and the Central Ops team. Responsibilities include refining pipeline generation models, building territory coverage analyses, designing new GTM motions, and partnering with regional leaders to understand pipeline trends. This role requires someone who can think rigorously, build things from scratch, and operate with speed and judgment in an environment where the playbook is still being written. This is a rare opportunity to be an early GTM strategy and operations hire at one of the fastest-growing companies in AI infrastructure and to help define how they scale.

Requirements

• 4–6 years in GTM strategy, revenue operations, sales strategy, or a related function — ideally at a high-growth B2B SaaS or infrastructure company.
• Experience with consumption-based or usage-based business models strongly preferred; you understand the difference between ARR and revenue, and how to think about drawdown, expansion, and net retention.
• Background at a company that has scaled through a Series B–D inflection point; you've seen what good looks like and know what breaks as you grow.
• Exceptional analytical chops — you can build a coverage model, a cohort analysis, and a board-ready forecast narrative, and you know which one the moment calls for.
• Strong business judgment — you don't just surface data, you tell people what it means and what to do about it.
• Structured thinker and clear communicator — you can take a complex GTM problem, break it down, and present a crisp recommendation to a senior audience.
• Hands-on builder — comfortable working in AI coding tools, spreadsheets, BI tools, SQL, and CRM systems; you don't wait for someone else to pull the data.
• Collaborative operating style — you work across functions (Finance, field leadership, Central Ops, Enablement) and know how to get things done without formal authority.
• AI Fluency- You actively use AI tools to drive your own productivity — in how you analyze data, structure problems, draft communications, and accelerate your work.
• Comfortable with ambiguity; you can define the problem before solving it.
• Bias toward action — you'd rather ship something good and iterate than wait for perfect.
• Curious about the AI infrastructure market; you want to understand what we sell, who buys it, and why.

Nice To Haves

• Background in consulting and/or banking / finance a plus.

Responsibilities

• Contribute to the annual and quarterly GTM planning process in partnership with Finance, including headcount modeling, ramp assumptions, and revenue target-setting.
• Build and maintain coverage models aligned to 2-year growth projections, incorporating territory design, account segmentation, and capacity planning.
• Support quota framework development, helping translate top-down targets into field-level plans that are credible and motivating.
• Develop and maintain Baseten's segmentation logic — how we carve the market by industry, company profile, consumption potential, and AI maturity.
• Contribute a point of view on competitive dynamics, regional expansion priorities, and whitespace opportunities.
• Partner with Central Ops on ICP and TAM database strategy to ensure segmentation is grounded in clean, enriched data.
• Translate data into a clear business narrative for leadership and the field; democratize insights so the revenue org can self-serve.
• Contribute to the design of the pipeline generation model — coverage ratios, qualified pipeline definitions, and input assumptions.
• Support the PG cadence: track actuals vs. model, surface gaps early, and partner with field leadership to course-correct.
• Play an active role in the weekly forecast process, helping build the business narrative that connects leading indicators to revenue outcomes.
• Build and maintain the analytics layer that powers GTM decision-making — from pipeline dashboards to cohort analyses to efficiency metrics.
• Partner with the field to identify gaps in the business and develop structured plans to address them - supporting real time actions as well as insights to guide QBRs, pipeline reviews, etc.
• Analyze regional pipeline health, win/loss trends, and rep productivity to proactively surface insights that feed back into refining the GTM plan.
• Contribute to execution optimization projects — improving the sales process, post-sale journey, and conversion at key funnel stages.
• Close the loop between what's happening in the field and what needs to change in the plan.
• Support the design and execution of structured experiments to test new GTM approaches — new segments, new channels, new acquisition or expansion motions.
• Help build the measurement framework to evaluate what's working and create a clear path to scaling what wins.
• Partner with RevOps and Central Ops to operationalize successful experiments into repeatable playbooks.

Benefits

• Competitive compensation, including meaningful equity.
• 100% coverage of medical, dental, and vision insurance for employee and dependents.
• Flexible PTO policy including company wide Winter Break (our offices are closed from Christmas Eve to New Year's Day!).
• Paid parental leave.
• Fertility and family-building stipend through Carrot.
• Company-facilitated 401(k).
• Exposure to a variety of ML startups, offering unparalleled learning and networking opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed