Senior Manager GTM Analytics

Motive•Nashville, TN

4d•$188,000 - $271,000

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, partnering with Sales, Marketing, Customer Success, Finance, and central Data teams to establish a consistent foundation for decision-making. The initial focus is to turn recurring, business-critical spreadsheet analytics into scalable products in Hex or a comparable platform. This includes codifying data models, metric definitions, and business context, and enabling executives, frontline managers, analysts, and AI agents to access reliable answers. The role connects analytics foundations to decisions that improve pipeline conversion, seller productivity, retention, expansion, and investment efficiency. This is a hands-on leadership role combining strategic direction, analytical product development, and GTM subject-matter expertise. The successful candidate will work with both technical partners and executives. There are no direct reports initially; the possibility of building a team will depend on business needs and the successful candidate’s strengths. Motive prefers candidates able to work from its San Francisco, Austin, or Nashville offices, but will consider remote candidates based on role fit.

Requirements

At least 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 data modeling expertise, including dimensional modeling, entity design, and metric layer design, with the 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 actively used by business teams.
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 required, including semantic layers, business context, text-to-SQL, and agent access to governed data; ability to validate answers and communicate limitations.
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, combining strategic judgment with willingness to build, investigate discrepancies, and follow through on adoption.
Authorization to receive and access commodities and technologies controlled under U.S. Export Administration Regulations.

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 ownership, calculation logic, and usage guidance.
Define analytical requirements and review dimensional models, entity relationships, and metric layers with central Data teams; partner with Data Engineering and Systems on pipelines, data quality, and source-system changes.
Build trusted self-service analytics through intuitive dashboards, reusable models, and governed access to metrics and context; evaluate AI-assisted querying and insight delivery for accuracy, consistency, and usefulness in GTM workflows.
Investigate business performance, test hypotheses, surface risks and opportunities, recommend changes, and partner with business owners to measure impacts on growth, productivity, and revenue predictability.
Own analytical products and insights supporting planning and business reviews, working 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.