Senior Director, GTM Intelligence

About the role

The Senior Director, GTM Intelligence will lead the analytics and insights team within Revenue, focusing on AI-driven solutions and ensuring the accuracy and relevance of data for decision-making. Reporting to the Chief Revenue Officer, this role will oversee the development and implementation of analytics and reporting strategies, ensuring alignment with broader business goals.

Responsibilities

• Lead the team that owns how reporting, analytics, and insights are delivered for the Revenue organization to function effectively.
• Decide where AI and automation fit into our analytics and reporting, and where human judgement is required.
• Build the data and metric standards the Revenue organization reports against, so Sales, Marketing, and Customer Success work from the same definitions and context.
• Own the governance model that keeps those definitions consistent as the business and data sources change.
• Set direction for the go-to-market data model and the analytics built on top of it, and review the work the team and its tools produce.
• Act as the analytics expert for critical internal- and external-facing discussions.
• Expand self-serve analytics across the Revenue organization so people can get access to the answers without assistance.
• Hire, develop, and grow the managers and senior individual contributors on the team.
• Track new analytics and AI tooling and decide what's worth adopting.

Requirements

We are looking for a Senior Director, GTM Intelligence with a strong background in analytics, data, or revenue operations, including several years leading teams and managing other managers. Experience working directly with Sales or Marketing, using AI or automation in analytics, reporting, or data work, and building or scaling an analytics or insights function at a company of meaningful size and complexity is desirable. Strong people leadership, technical depth, and executive leadership skills are also essential.

Desirable Skills, Knowledge, And Experience

• Experience using AI or automation in analytics, reporting, or data work, with a clear view on where it belongs and where it doesn't.
• A track record of building or scaling an analytics or insights function at a company of meaningful size and complexity.
• Strong people leadership, and the ability to work across teams and influence senior stakeholders.
• Enough hands-on background in SQL, BigQuery, etc. to set technical direction and judge the team's work.
• Familiarity with Salesforce and Anaplan as data sources, and BI tools such as Looker and Tableau.
• Sound business and financial judgment, and the ability to turn analysis into recommendations executives can act on.
• Clear communication, including the ability to brief an executive (CRO, COO, SVP RevOps) or the board in plain language.

Benefits

• Health & Welfare Benefits: Medical/Rx Insurance, Dental Insurance, Vision Insurance, Flexible Spending Accounts, Commuter Spending Accounts, Fertility & Family Forming Benefits, On-demand mental health support and Employee Assistance Program, Global Travel Medical Insurance.
• Financial Benefits: Short and Long Term Disability Insurance, Life & Accident Insurance, 401(k) Retirement Savings Plan, Employee Stock Participation Plan.
• Time Off: Flexible paid time off covering vacation and sick leave, Leave programs, including parental, pregnancy health, medical, and bereavement leave.

Pay

Compensation may be adjusted depending on work location. For New York City, New Jersey, Washington, Washington DC, and California (excluding Bay Area) based hires: Estimated salary of $264,000 - 363,000
For Bay Area-based hires: Estimated annual salary of $276,000 - $380,000

Schedule

Remote, Austin or San Francisco

Qualifications

12+ years in analytics, data, or revenue operations, including several years leading teams and managing other managers. Experience working directly with Sales or Marketing. Experience using AI or automation in analytics, reporting, or data work, with a clear view on where it belongs and where it doesn't. A track record of building or scaling an analytics or insights function at a company of meaningful size and complexity. Strong people leadership, and the ability to work across teams and influence senior stakeholders. Enough hands-on background in SQL, BigQuery, etc. to set technical direction and judge the team's work. Familiarity with Salesforce and Anaplan as data sources, and BI tools such as Looker and Tableau. Sound business and financial judgment, and the ability to turn analysis into recommendations executives can act on. Clear communication, including the ability to brief an executive (CRO, COO, SVP RevOps) or the board in plain language.