Senior Manager GTM Analytics

Motive•Austin, TX

About The Position

Motive is seeking a Senior Manager, GTM Strategy and Analytics to shape how its go-to-market organization finds, trusts, and uses data. The role owns the roadmap for GTM analytics products and insights, working with Sales, Marketing, Customer Success, Finance, and central Data teams to provide a consistent foundation for decisions. The initial focus is to transform recurring, business-critical spreadsheet analytics into scalable products in Hex or a similar platform by codifying data models, metric definitions, and business context, and enabling executives, frontline managers, analysts, and AI agents to get reliable answers. This is a hands-on leadership role combining strategic direction with building analytical products and serving as the GTM subject matter expert on analytics data and platforms. The role connects analytics foundations to decisions that improve pipeline conversion, seller productivity, retention, expansion, and investment efficiency. There are initially no direct reports; the potential to build a team will depend on business needs and the successful candidate’s strengths. Motive prefers candidates who can work from its San Francisco, Austin, or Nashville offices, but will also consider remote candidates based on fit.

Requirements

8+ years of experience in analytics, business intelligence, analytics engineering, or GTM strategy and operations, including substantial experience at a growing B2B software or technology company.
Deep expertise in data modeling, including dimensional modeling, entity design, and metric layer design; ability to evaluate and challenge model assumptions, relationships, and business logic.
Expert SQL skills and hands-on experience with modern data platforms and modeling tools such as Snowflake or BigQuery.
Track record of scaling recurring analytics, establishing trusted metrics across stakeholder groups, and building products that business teams actively use.
Strong understanding of B2B go-to-market motions, Salesforce data, and metrics across pipeline, conversion, sales productivity, retention, and expansion.
Understanding of how operating processes shape data and its interpretation.
Practical experience using AI in analytical workflows and an informed understanding of the data foundations it requires, including semantic layers, business context, text-to-SQL, and agent access to governed data.
Ability to validate AI-assisted analytical answers and clearly communicate their limitations.
Demonstrated ability to translate ambiguous business questions into analytical and technical requirements, influence executives and technical partners, and lead cross-functional work without formal authority.
Clear written and verbal communication, sound prioritization, and a strong ownership mindset.
Strategic judgment combined with willingness to build, investigate discrepancies, and follow through on adoption.

Nice To Haves

Experience with Hex or a comparable analytics environment.
Experience with hardware-enabled software or payments businesses.
Experience leading an analytics platform migration.
Experience developing analytics talent.

Responsibilities

Define and execute the GTM analytics roadmap by assessing current reporting, identifying high-value decisions and workflows, and sequencing improvements across data foundations, recurring analytics, self-service, and AI-assisted access.
Modernize recurring analytics by moving critical spreadsheet reporting into reliable products in Hex or a comparable platform, automating refreshes, validating results, and retiring duplicate reports as adoption grows.
Establish consistent metrics and business context with Finance and central Data teams; resolve differences across GTM functions and maintain a shared metric catalog with clear ownership, calculation logic, and guidance on appropriate use.
Define analytical requirements and review dimensional models, entity relationships, and metric layers with central Data teams.
Partner with Data Engineering and Systems on upstream pipelines, data quality, and source-system changes.
Build trusted self-service analytics for people and AI through intuitive dashboards, reusable models, and governed access to metrics and context; evaluate AI-assisted querying and insight delivery in real GTM workflows.
Investigate business performance, test hypotheses, identify risks and opportunities, recommend changes, and work with business owners to measure impact on growth, productivity, and revenue predictability.
Own analytical products and insights supporting planning and business reviews, partnering with planning and segment Operations leaders to clarify trends, drivers, and tradeoffs.
Establish standards for analytics product intake, prioritization, validation, documentation, and change management.
Equip the GTM analyst community with reusable approaches and measure success through trusted answers, adoption, reduced manual work, and improved business outcomes.