Revenue Insights Manager

About the role

We're hiring a Revenue Insights Manager to own the numbers that run Exa's GTM engine. You'll build the analytics and insights layer for GTM from the ground up: the metrics definitions everyone trusts, the dashboards that turn data into decisions, and the data models underneath them. You'll partner with Data Engineering on infrastructure while owning how Salesforce, Clickhouse, Hubspot and Gong data get shaped into GTM reporting. You'll also own the data-driven cadences across the org, such as weekly pipeline review, forecast call, QBR prep, and board reporting inputs. This makes you the person who surfaces where the business is off-plan and why, in front of the CRO, VP Sales, and founders.

This is the first Insights hire at Exa. In your first year you'll stand up the metrics dictionary, the forecast and capacity models, and the reporting stack that the next several years of GTM decisions get made on.

Responsibilities

• Core Revenue Reporting & Business Rhythm
  • Own the recurring reporting stack: weekly business review, monthly and quarterly GTM reviews, and board-level revenue exhibits.
  • Produce and manage Exa’s core revenue metrics: ARR, CARR, net new ARR, NDR and GDR, logo and dollar retention, pipeline coverage, win rate, sales cycle, and segment-level performance.
  • Reconcile against goals: Review leading and lagging indicators to understand how we are trending vs. SMART goals and derive insights on next steps.
  • Forecasting: Own the analytics-based forecasting motion that counterbalances bottoms-up field forecasting to maintain exceptional forecast accuracy.
• Metric Definitions & the Data Layer
  • Own the metrics dictionary as a living contract across Sales, Marketing, Finance, and Product: definitions, calculation logic, and known caveats.
  • Partner with the Head of Revenue Systems & Technology on data models and pipelines feeding analytics to ensure reporting runs off governed data.
  • Retire duplicate and contradictory reporting to establish one source of truth, documented and maintained.
  • Build the context layer in Clickhouse to enable an agentic-first GTM motion that is credible and actionable.
• Segment, Territory & Productivity Insight
  • Analyze seller productivity: ramped attainment, pipeline generation per rep, win rates by segment and account archetype, and coverage investment.
  • Quantify ICP performance, identifying which account profiles retain, expand, and convert, and feed insights into targeting, territory design, and hiring plans.
  • Analyze cohort and retention behavior in a consumption model: usage-driven expansion patterns, contraction signals, and revenue concentration exposure.
  • Deliver analysis behind territory design, account allocation, and market-entry decisions across new verticals and regions.
• AI-Native Analysis
  • Build agentic analysis workflows so leadership and the field can get trustworthy answers without waiting in your queue.
  • Automate recurring analysis to focus on uncovering new questions and insights.
  • Push the internal frontier on AI-assisted revenue analysis, aligning with Exa’s AI-native infrastructure.

Requirements

• 6+ years in revenue analytics, GTM or sales strategy, business intelligence, or finance at high-growth B2B technology companies, with clear ownership of recurring revenue reporting.
• Advanced modeling ability: capacity models, funnel models, quota and attainment mechanics, scenario analysis with auditable structure.
• Deep familiarity with the Salesforce data model and awareness of how CRM hygiene distorts analysis.
• Command of consumption revenue metrics, including definitional edge cases in NDR, cohort windows, and ARR basis, with the ability to explain them plainly.
• Executive communication that clearly presents recommendations, confidence levels, and caveats upfront.
• Intellectual honesty about uncertainty, flagging what data cannot yet support rather than extrapolating.
• Comfort in a fast-moving, small-team environment where you are the analytics function.
• Experience producing board-level revenue materials or supporting fundraise/IPO-readiness processes.
• Proficiency in Python or R for analysis beyond SQL, including cohort and propensity work.
• Prior experience at companies selling developer tools, APIs, or data infrastructure to technical buyers.

Why Exa

• Category-defining company: Exa is the infrastructure layer for how AI accesses the world’s information—a market that barely existed two years ago and is now mission-critical.
• Elite backing: $111M raised from Benchmark (Peter Fenton), Lightspeed, YC, and NVIDIA’s NVentures at a $700M valuation, with strong momentum.
• Outsized IC impact: This role has a wider blast radius than most director-level positions at larger companies, shaping how Exa goes to market.
• AI-native culture: AI is the product, infrastructure, and increasingly, how we sell. You’ll build the most advanced AI-led GTM motion in B2B.
• The timing matters: Exa is at the inflection point where the right programs and motions will compound into durable competitive advantage. Your work in the next 12 months will define the trajectory for the next five years.

Pay

Compensation Range: $180K - $275K