Senior Manager / Director of GTM Strategy & Analytics, Chronosphere

• 8+ years of experience in a Analytics role, 5+ years of experience at a B2B tech company, and 2+ years of experience supporting Sales or a GTM function
• 2+ years of experience as a partner to a senior exec, preferably a CRO or senior Sales Leader at a B2B tech company
• 3+ years of experience managing GTM Analytics teams
• Work experience at an early stage (Series A - D) SaaS B2B tech startup, or small team within a larger company
• Deep understanding of core B2B sales models & KPIs (conversion, ramp modeling, capacity modeling, pipe coverage, etc.)
• Exceptional data fluency and comfort working in data tables (SQL)
• Deep understanding of Salesforce data structure
• Experience designing self-service dashboards from the ground up
• Deep knowledge of data infrastructure (BI tooling, data pipelines, data warehouse)
• You are a quantitative thinker who also excels in communicating data with executives - you draw out the right points, present the data in a way that is easy to understand, and drive action
• You deeply understand B2B Enterprise Sales. This gives you keen judgment on how to think about our data, engage effectively with Sales Leadership, and determine how to drive data-driven decision-making across the org
• You are an expert at prioritization. You are comfortable making decisions and compromises - when to be scrappy vs. when to invest for scale. You use your prioritization skills to guide your team & cross-functional stakeholders
• You live in data, and proactively surface insights about our operational measures (PG, Leading Indicators, Forecast) while also monitoring our bigger trends (conversion rates, pipeline coverage, sales capacity, ASPs, etc.)
• You have sufficient understanding of data science & infrastructure to guide the data strategy, get involved where needed, and support the team

Desirable

• This role will directly report to the VP of Revenue Operations (RevOps) and serve as part of the leadership team. RevOps is at the heart of the GTM organization, determining future strategy & managing daily operations to maximize the productivity of our sellers
• We are known for being a collaborative group of high-achievers who execute with excellence both within our team and across the broader org. We love tackling big ideas while also rolling up our sleeves to get things done
• As the leader of the Strategy & Analytics team, you will be responsible for ensuring data-driven decision-making across the GTM organization, partnering directly with senior leadership across Chronosphere, and driving your team’s strategy to make that happen
• Your #1 stakeholder will be our CRO and you will also partner closely with our CFO, CMO, and Marketing Operations team
• Act as the Strategy & Analytics partner to our CRO
• Lead our Strategy & Analytics team, including hiring and development
• Define the targets & KPIs we look at to assess GTM performance, partnering closely with Marketing Operations
• Define, manage & lead our ongoing rhythms (Forecast, Pipeline Review, GTM Executive Reviews, Board Decks) to drive action across the business
• Lead the annual planning process for GTM, partnering closely with our CFO, CRO, and Marketing Operations (ARR, territories, commission plans, Leading Indicators targets)
• Define our data strategy, including designing dashboards for consumption
• Manage the strategy for our data infrastructure, partnering closely with your team to do so (data warehouse, data visualization, data pipeline)
• In the first 6 months, you will:
• Become the trusted advisor to our CRO
• Refine our operating rhythms (Forecast, Pipeline Review, Staff Updates, Board Decks) so that they run like a well-oiled machine
• Determine changes that need to be made to our underlying data infrastructure (dashboards, data tables, etc.) to support our operating rhythms