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Jobs · Analyst · California

GTM & AI Analytics Director

Ivo · San Francisco, CA · 3 wk ago
On-siteAnalyst$10/hrContract

What is the job?

The job involves owning GTM analytics end-to-end, including pipeline health and velocity, forecast modeling, win/loss analysis, rep productivity, territory performance, expansion propensity, and churn risk. It also includes building consumption analytics: product telemetry linked to revenue, activation cohorts, retention curves, and expansion triggers. The role requires building consumption analytics as pricing evolves towards usage-based and API consumption models, and eventually outcome models.

What does "usage" mean when the product works autonomously?

"Usage" refers to how much the AI-native products, such as autonomous contract review and LLM-powered intelligence queries, are utilized by customers. It encompasses the interactions and actions taken by the AI agents rather than direct user interaction.

How do we measure value delivered vs. sessions logged?

To measure value delivered vs. sessions logged, the team uses advanced AI tools to track and analyze the impact of the AI products on customer engagement and business outcomes. This includes quantifying the ROI of strategic bets before they are made and ensuring that the product usage metrics align with revenue outcomes.

What's the leading indicator of expansion when the user isn't clicking, but its agent is?

The leading indicator of expansion might be the increase in the number of sessions logged by the AI agents, even if users aren't actively clicking on features. This could indicate that the AI is effectively performing its tasks and delivering value, which may lead to increased customer satisfaction and expansion.

AI Native Workflow

  • Uses AI tools like Claude, ChatGPT, and Cursor daily for analysis.
  • Prototypes by prompting before coding.
  • Generates SQL, debugs logic, and drafts executive summaries.
  • Has opinions on which tools are better for which tasks.

Experience and Skills

  • 5–10 years in GTM analytics, strategy consulting, or revenue analytics at a high-growth B2B SaaS company.
  • Management consulting foundation (MBB or equivalent).
  • Intellectual curiosity about how AI-native products change measurement.
  • Product analytics depth: works with product telemetry data, partners with Product and Data Engineering, and defines instrumentation.
  • Deep SaaS fluency: ARR, NDR, pipeline velocity, cohort LTV, CAC payback.
  • Strong SQL: production queries against BigQuery or Snowflake, dbt models, dashboards in Looker or equivalent.
  • Quantitative modeling: forecasting, account scoring, predictive churn, scenario analysis.
  • End-to-end pipeline analysis: lead to close to renewal to expansion.
  • Board-level communication: presents complex analysis to the CEO and board in clear, actionable terms.
  • Ship fast: operates at 3x traditional output and invests time saved in deeper thinking and higher quality insights.

Qualifications

  • AI-native workflow: uses AI tools daily for analysis.
  • Management consulting foundation (MBB or equivalent).
  • Intellectual curiosity about how AI-native products change measurement.
  • Product analytics depth: works with product telemetry data, partners with Product and Data Engineering, and defines instrumentation.
  • Deep SaaS fluency: ARR, NDR, pipeline velocity, cohort LTV, CAC payback.
  • Strong SQL: production queries against BigQuery or Snowflake, dbt models, dashboards in Looker or equivalent.
  • Quantitative modeling: forecasting, account scoring, predictive churn, scenario analysis.
  • End-to-end pipeline analysis: lead to close to renewal to expansion.
  • Board-level communication: presents complex analysis to the CEO and board in clear, actionable terms.
  • Ship fast: operates at 3x traditional output and invests time saved in deeper thinking and higher quality insights.

Success Metrics

  • In 90 days: self-serve dashboards live, sales, CS, and marketing answer their own questions, weekly executive metrics automated, leadership has pipeline and forecast visibility they trust for the first time, at least one recurring analysis replaced with an AI-automated workflow, product analytics baseline established.
  • In 12 months: GTM planning is analytically rigorous, targets, coverage guides, capacity models, territory design all data-backed and pressure-tested, expansion analytics operational, white space mapped, health scores validated, propensity models driving prioritization, product analytics are a competitive advantage, built measurement frameworks that capture value delivery in ways competitors haven't figured out yet, directly influences strategic investments, makes GTM decisions on data surfaced faster because AI does the heavy lifting and you do the thinking.

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