Lead - Business Analyst (Marketing Analytics)

Freshworks; Chennai District; On-site; INR 1,500,000 - 2,800,000; Full time

Job summary

Freshworks is seeking a highly analytical Lead Marketing Analyst to join the Marketing Analytics team. You will partner with Demand Gen, Product Marketing, Sales, Finance, and Revenue Operations to drive data-informed decisions across the marketing funnel.

The role focuses on B2B SaaS marketing analytics, funnel optimization, and business planning, translating complex data into actionable insights that influence investments, improve velocity, and accelerate revenue growth.

Qualifications

• 5–8 years in marketing analytics or revenue operations.
• Experience in B2B SaaS or enterprise tech.
• Strong knowledge of B2B funnels, demand generation, revenue metrics.
• Advanced SQL and large dataset experience.
• Excel/Sheets proficiency and complex analytical models.
• Experience with BI tools such as Tableau/Power BI/Looker.
• Strong communication and stakeholder influence.

Responsibilities

• Own marketing performance reporting across the full funnel from lead generation to revenue.
• Develop and maintain executive dashboards, weekly reviews, and monthly reports for marketing leadership.
• Analyze performance across regions, segments, personas, business units, and channels.
• Identify trends, risks, and opportunities; translate into clear business recommendations.
• Partner with leadership to define and track KPIs and business outcomes.
• Analyze inbound/outbound, field, partner, paid, organic, and lifecycle marketing programs.
• Monitor funnel metrics Lead → MQL/MQC → SAL/SAO → Opportunity → Closed Won; identify bottlenecks.
• Evaluate lead quality, pipeline contribution, CAC, and marketing-sourced bookings.
• Build attribution and cohort analyses to understand marketing investments.
• Build pipeline and bookings forecasts; support AOP and budgeting.
• Develop ROI and efficiency models; track actuals vs plan and provide recommendations.
• Reconcile data across Salesforce, MA systems, and BI dashboards; improve reporting automation.

Skills

Marketing analytics

SQL

Analytics

Stakeholder management

Problem solving

Tools

Tableau

Power BI

Looker

Salesforce

Marketo

Job description

We are looking for a highly analytical and business-oriented Lead Marketing Analyst to join our Marketing Analytics team. This role will partner closely with Demand Generation, Product Marketing, Sales, Finance, and Revenue Operations to drive data-informed decisions across the marketing funnel.

The ideal candidate will have strong experience in B2B SaaS marketing analytics, demand generation, pipeline measurement, and business planning. You will be responsible for translating complex marketing and sales data into actionable insights that influence investment decisions, improve funnel efficiency, and accelerate revenue growth.

This is a high-impact role for someone who can operate at the intersection of data, strategy, and execution.

Key Responsibilities

1. Marketing Performance & Business Analytics

• Own marketing performance reporting across the full funnel, from lead generation to pipeline, bookings, and revenue.

• Develop and maintain executive dashboards, weekly business reviews, and monthly performance reports for marketing leadership.

• Analyze performance across regions, segments, customer personas, business units, and marketing channels.

• Identify trends, risks, and opportunities and translate them into clear business recommendations.

• Partner with leadership to define and track key marketing KPIs and business outcomes.

2. Demand Generation & Funnel Analytics

• Analyze the performance of inbound, outbound, field marketing, partner marketing, paid media, organic, and lifecycle marketing programs.

• Monitor funnel conversion metrics including Lead → MQL/MQC → SAL/SAO → Opportunity → Closed Won.

• Identify bottlenecks in the marketing and sales funnel and recommend actions to improve conversion and velocity.

• Evaluate lead quality, pipeline contribution, customer acquisition costs, and marketing-sourced bookings.

• Build attribution and cohort analyses to understand the effectiveness of marketing investments.

3. Marketing Planning & Forecasting

• Support annual operating plan (AOP), quarterly planning, and bottoms-up marketing budget planning.

• Build pipeline and bookings forecasts based on historical performance, funnel conversion, ASP/ARPA, and marketing investment.

• Partner with Finance and Marketing leadership to evaluate budget allocation and investment scenarios.

• Develop ROI and efficiency models to assess the impact of incremental marketing investments.

• Track actuals versus plan and provide recommendations to close performance gaps.

4. Data, Reporting & Analytics Infrastructure

• Work with data engineering, business systems, and operations teams to ensure accuracy and consistency across marketing and sales data.

• Own metric definitions, reporting logic, and documentation for key marketing KPIs.

• Reconcile data across platforms such as Salesforce, marketing automation systems, and BI dashboards.

• Identify data quality issues and drive resolution with relevant stakeholders.

• Improve reporting automation, scalability, and efficiency through SQL, BI tools, and analytics solutions.

5. Strategic Business Partnership

• Act as a trusted analytics partner to Demand Generation, Field Marketing, Product Marketing, and Sales leadership.

• Present insights and recommendations to senior stakeholders in a clear and compelling manner.

• Support strategic initiatives such as GTM segmentation, ICP analysis, ABM, product-led growth, and marketing channel optimization.

• Develop analytical frameworks to support business decisions and measure the impact of new initiatives.

• Proactively identify opportunities to improve marketing efficiency and revenue contribution.

Qualifications

Required Qualifications

• 5–8 years of experience in marketing analytics, business analytics, revenue operations, or a related analytical function.

• Experience in B2B SaaS, enterprise technology, or a high-growth technology company.

• Strong understanding of B2B marketing funnels, demand generation, pipeline generation, and revenue metrics.

• Advanced SQL skills and experience working with large datasets.

• Strong proficiency in Excel / Google Sheets and experience building complex analytical models.

• Experience with BI and visualization tools such as Tableau, Power BI, Looker, or similar.

• Strong analytical, problem-solving, and communication skills.

• Ability to work independently, manage multiple priorities, and influence cross-functional stakeholders.

• Experience presenting insights and recommendations to senior leadership.

Preferred Qualifications

• Experience working with Salesforce CRM and marketing automation platforms such as Marketo

• Familiarity with marketing attribution, lead scoring, account-based marketing, and customer lifecycle analytics.

• Experience with Python or other analytical programming languages.

• Exposure to financial planning, marketing budget management, and ROI analysis.

• Experience supporting global GTM teams across regions and customer segments.

• Strong understanding of data governance, metric dictionaries, and reporting standardization.

What Success Looks Like

• Marketing leadership has a clear and trusted view of funnel performance, pipeline, and bookings.

• Marketing investments are supported by robust data, forecasting, and ROI analysis.

• Reporting is accurate, automated, and scalable.

• Funnel inefficiencies and growth opportunities are identified proactively.

• Analytics becomes a strategic partner in marketing and business planning.

Additional Information

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.