Senior GTM Analyst

This role serves as the analytical core for the Go-To-Market (GTM) organization, driving data-driven decision-making across the Sales, Marketing, Channel, and Post-Sales functions. The Senior GTM Analyst translates complex operational data into actionable insights to improve business predictability and optimize resource allocation. This position directly impacts the strategic investment decisions that yield the highest return across the entire Axonius customer journey.

Responsibilities

• Lead comprehensive performance deep dives across all GTM functions (e.g., sales pipeline stages, campaign efficiency, channel partner efficacy, and customer retention/churn metrics).
• Design, build, and maintain standardized reporting infrastructure, dashboards, and templates using BI tools (e.g., Tableau or Looker) to establish a single source of truth for GTM Key Performance Indicators (KPIs).
• Own the development and refinement of Annual Recurring Revenue (ARR) and Sales Pipeline models to enhance forecasting accuracy and business predictability for leadership.
• Develop financial models to assess GTM spend efficiency and support annual planning, including capacity planning and quarterly target-setting processes.

Qualifications

Minimum Qualifications

• 5+ years of direct experience in an analytical role focused on Sales, Marketing, or GTM operations/finance within a B2B SaaS environment.
• Proven expertise in building and maintaining ARR and Sales Pipeline models for business forecasting and predictability.
• Advanced proficiency in SQL for data extraction and manipulation, and expert-level proficiency with Microsoft Excel for complex modeling.
• Demonstrated ability to design, develop, and maintain BI dashboards and reports using tools such as Tableau, Looker, or similar platforms.

Preferred Qualifications

• Prior experience in a Senior or lead analyst role supporting GTM leadership decisions.
• Direct experience working with core GTM platforms (CRM, MAP, financial systems) to ensure data structure and governance for analysis.
• Specific experience analyzing and reporting on Customer Success metrics (e.g., gross retention, net retention, and churn drivers).
• Experience identifying bottlenecks and proposing data-backed operational improvements within the lead-to-cash process.
• Familiarity with market segmentation efficiency analysis and optimal sales staffing models.
• A background in financial modeling used to assess the Return on Investment (ROI) of marketing campaigns and GTM investments.

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