Senior GTM Strategy & Planning Analyst

Sauce Labs•San Francisco, CA

1d•Hybrid

About The Position

Sauce Labs is the world’s largest full-lifecycle, test automation platform, and the company behind Selenium. Trusted by 80% of the world’s top ten largest financial institutions and over 300,000 enterprise users, Sauce Labs provides the only AI platform capable of turning business intent into autonomous testing and quality assurance. With a proprietary dataset of 8.7 billion test runs, Sauce Labs empowers the Fortune 2000 to bridge the gap between AI-driven code generation and enterprise-grade software quality. The Senior GTM Strategy & Planning Analyst will play a key role in supporting go-to-market (GTM) strategy through sales forecasting, churn forecasting, revenue analytics, and capacity planning across the GTM teams. This role will partner closely with Sales, Marketing, Customer Success, and Finance to align GTM initiatives with company growth objectives and contribute to executive-level insights for board presentations.

Requirements

2-5 years of experience in revenue operations, business operations, FP&A, sales operations, or strategy with a focus on forecasting, analytics, and capacity planning in SaaS or technology.
Strong proficiency in data analytics and modeling, with experience using tools such as Excel, Salesforce CRMA, Salesforce, Claude or Gemini Enterprise, and Looker or Sigma.
Experience with sales forecasting and churn modeling, with a working understanding of SaaS metrics such as ARR, churn, retention, and LTV.
Comfort collaborating with finance teams to align forecasting and planning with budget and revenue goals.
Strong interpersonal and communication skills, with the ability to collaborate cross-functionally and present analysis to stakeholders.
Ability to think critically about GTM strategy and capacity needs and offer recommendations that support growth and operational efficiency.

Responsibilities

Support preparation of sales forecasting, churn forecasting, and revenue insight materials for executive and board review, ensuring data accuracy and alignment with company strategy.
Help develop executive-level reporting materials, including presentations that translate complex data into clear, actionable insights.
Build and maintain sales forecasting models in partnership with Sales Leadership, modeling pipeline generation, deal velocity, close rates, and other key metrics.
Build predictive models to forecast customer churn, leveraging historical data and customer behavior insights to inform retention and renewal strategies.
Build and maintain capacity models to help ensure GTM teams (Sales, Customer Success, Solution Engineering, Marketing) are positioned for future growth, including headcount planning, territory mapping, and resource allocation analysis.
Collaborate with Customer Success to help assess coverage needs for onboarding, adoption, and renewal activities.
Contribute analysis and insights to annual GTM strategy development and quarterly business reviews (QBRs), in partnership with Sales, Marketing, and Customer Success leadership.
Build and maintain GTM dashboards, reports, and scorecards tracking sales performance, pipeline health, customer retention, and GTM efficiency.