Senior GTM Analyst
About The Position
Nebius is seeking a Senior GTM Analyst to join their Sales Operations / GTM Analytics team. This role is responsible for core GTM reporting and analytics, leading analytical workstreams, and assisting leadership in making informed decisions regarding commercial performance, capacity, coverage, and GTM investment. The position requires a hands-on approach to analytics, with the ability to build reports and understand the underlying data, systems, and business processes. The analyst will utilize tools such as Salesforce, Postgres/YTsaurus, Tableau, and Excel to transform commercial data into reliable reporting, analytical models, insights, and recommendations. Collaboration with GTM leadership and operators will be key to answering critical business questions related to pipeline generation, conversion rates, territory balance, sales rep efficiency, and resource allocation. The role also involves leveraging AI tools to enhance process efficiency, automate analysis, and develop internal tools for GTM teams. This position reports to the Senior Manager GTM Analytics and Insights.
Requirements
- 5+ years of experience in analytics, RevOps, Sales Ops, BI, or a similar role, with a proven track record of owning senior analytical workstreams end-to-end.
- Strong SQL skills, including joins, CTEs, aggregations, window functions, and the ability to validate query logic against business and metric definitions, and source-system behavior.
- Experience with BI/reporting tools such as Tableau, Power BI, Looker, or Salesforce reporting.
- Proficiency in Excel or Google Sheets for analysis, QA, and stakeholder reporting.
- Comfort using AI tools to enhance analysis, documentation, automation, or internal workflows.
- Strong understanding of GTM metrics including pipeline, ARR, bookings, conversion rate, win rate, sales cycle, quota attainment, funnel stages, and sales productivity.
- Experience working with Salesforce data or another CRM, including awareness of common data quality, process, and systems architecture issues.
- Ability to influence senior non-technical stakeholders, communicate findings clearly, and explain data limitations effectively.
- Strong attention to detail regarding metric definitions, data quality, dashboard logic, and source-of-truth decisions.
- Curiosity about the operations of Sales, Marketing, Customer Success, and Finance teams and how their processes are reflected in data.
Nice To Haves
- Experience with dbt, Postgres, YTsaurus, or similar analytics engineering / warehouse tools.
- Experience supporting Sales Operations, Revenue Operations, GTM strategy, Data, Systems, or analytics engineering teams.
- Familiarity with territory planning, forecasting, capacity planning, resource allocation, lead routing, account segmentation, quota setting, or compensation reporting.
- Experience working in a fast-moving SaaS, cloud, infrastructure, or B2B technology company.
- Interest in using AI tools to automate repeatable reporting tasks and improve day-to-day analytics workflows.
Responsibilities
- Build, maintain, and improve Tableau / Salesforce dashboards and recurring reports for GTM teams, ensuring data integrity and suitability for decision-making.
- Lead high-impact analytical workstreams covering annual planning, territory and coverage design, pipeline generation, sales productivity, forecasting, capacity planning, and resource allocation.
- Write SQL queries to analyze trends in pipeline, bookings, conversion, activity, territory, productivity, and funnel performance.
- Own GTM dashboards, metric definitions, reporting logic, and recurring performance reporting as scalable products.
- Understand and influence the data model, including source systems, joins, aggregation grain, refresh logic, ownership, and data quality issues.
- Investigate metric inconsistencies, identify root causes, and explain the nature of the issue (business performance, data quality, systems design, logic, or interpretation).
- Influence upstream data and systems architecture by collaborating with CRM, Data, and Systems teams to ensure Salesforce and warehouse design supports scalable reporting and analytics.
- Partner with stakeholders to clarify business questions, challenge assumptions, and translate ambiguous requests into clear analysis and repeatable reporting products.
- Develop analytical frameworks and models to support scenario planning, resource allocation, productivity measurement, and GTM investment decisions.
- Document metric definitions, dashboard logic, data lineage, and reporting assumptions for trust and reusability.
- Drive GTM planning, territory reviews, forecasting, and performance deep dives with robust analysis.
- Proactively identify business opportunities using data to surface questions for leadership.
- Utilize AI tools (e.g., Claude, Codex) to accelerate analysis, improve workflows, and build internal analytics products.
Benefits
- Health insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
- 401(k) plan: Up to 4% company match with immediate vesting.
- Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
- Remote work reimbursement: Up to $85/month for mobile and internet.
- Disability & life insurance: Company-paid short-term, long-term and life insurance coverage.
- Competitive compensation
- Career growth and learning opportunities
- Flexibility and ownership
- Collaborative and innovative culture
- Opportunity to work on impactful AI projects
- International environment and talented teams
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
