Director of AI-Driven GTM Analytics & Forecasting

Socotra, Inc.; Northern (KY); Hybrid; USD 180,000 - 240,000; Full time

Benefits offered by this job

Bonus program

Excellent benefits

Job summary

Avalara seeks a strategic Director of Analytics, GTM Operations, to partner with the CRO, Finance, and GTM leaders to drive revenue growth.

You will transform GTM data into actionable insights, build predictive models, and mature analytics frameworks that scale globally, embedding AI into GTM processes for smarter revenue execution.

This role defines how the business measures performance and enables proactive decision-making in an AI-first environment.

Qualifications

• 10–15+ years of experience in Sales Analytics, Data Science, or BI in a high-growth SaaS environment.
• Proven experience applying AI/ML techniques to forecasting, customer analytics, or GTM optimization.
• Strong proficiency in analytics and data tools (SQL, Python/R, BI tools).
• Experience with ML frameworks and AI-enabled platforms for predictive modeling.
• Familiarity with modern data stack architectures (data warehouses, ETL, feature stores).
• Strong understanding of SaaS metrics (ARR, NRR, CAC, LTV, pipeline coverage).
• Experience building and scaling analytics teams and embedding AI into processes.
• Exceptional ability to translate complex data and AI outputs into executive insights.

Responsibilities

• Own forecasting backbone with models for bookings, renewals, churn, and expansion.
• Improve forecasting precision via automation and retraining.
• Lead end‑to‑end funnel analytics from pipeline to closed-won and retention.
• Develop scalable frameworks to measure pipeline health and AI-driven signals.
• Analyze sales cycle dynamics and win/loss drivers with advanced analytics.
• Partner with Sales, Marketing, and CS to translate insights into GTM plays.
• Establish definitions and governance for funnel metrics and real-time insights.

Skills

Sales Analytics

AI/ML Applications

SQL

Python/R

BI Tools (Tableau/Looker/Power BI)

Forecasting

Data Visualization

Leadership

Tools

Tableau

Looker

Power BI

Python

R

Forecasting libraries

AI platforms

Job description

Avalara seeks a strategic Director of Analytics, GTM Operations, to partner with the CRO, Finance, and GTM leaders to drive revenue growth.

You will transform GTM data into actionable insights, build predictive models, and mature analytics frameworks that scale globally, embedding AI into GTM processes for smarter revenue execution.

This role defines how the business measures performance and enables proactive decision-making in an AI-first environment.