Director of Analytics, GTM Operations

Avalara; United States; On-site; USD 180,000 - 260,000; Full time

Job summary

Avalara is seeking a strategic Director of Analytics, GTM Operations to partner with the CRO, Finance, and GTM leadership. You will transform complex GTM data into actionable insights, build predictive models, and scale analytics frameworks to enable predictable revenue growth.

This role embeds AI into core GTM processes and drives smarter, faster revenue execution. You will lead a global analytics function, define performance measures, forecasts, and AI-enabled opportunities, contributing to

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 such as Tableau, Looker, or Power BI).
• Experience with machine learning frameworks and AI-enabled platforms for forecasting and modeling.
• Familiarity with modern data stack architectures (data warehouses, ETL pipelines, feature stores).
• Strong understanding of SaaS metrics (ARR, NRR, CAC, LTV, pipeline coverage).
• Experience building and scaling analytics teams and embedding AI into business processes.
• Exceptional ability to translate complex data and AI outputs into actionable insights for executives.

Responsibilities

• Own the analytical backbone of forecasting for bookings, renewals, churn, and expansion across segments and geographies.
• Lead end-to-end funnel analytics from pipeline to closed-won deals and retention with predictive insights.
• Develop scalable analytics frameworks with AI-driven scoring for deal likelihood and pipeline risk.
• Define KPI framework and governance for funnel metrics; enable real-time insights delivery.
• Partner with Sales, Marketing, and Customer Success to translate insights into GTM plays and automation.

Skills

Sales Analytics

AI/ML applications

SQL

Python/R

BI tools

Forecasting

Executive communication

Team leadership

Tools

SQL

Python

R

Tableau

Looker

Power BI

Data warehouses

ETL pipelines

Feature stores

Job description

What You'll Do

Avalara is seeking a business-savvy, action-oriented strategic leader to join the Global Analytics and Insights team as Director of Analytics, GTM Operations.

The Director of Analytics, GTM Operations is a strategic and highly analytical leader who partners with the CRO, Finance, and broader GTM leadership to drive sales efficiency, pipeline growth, and forecasting accuracy.

This role serves as the analytical engine of GTM Operations, responsible for transforming complex GTM data into actionable insights, predictive models, and scalable analytics frameworks that enable predictable, efficient revenue growth. You will lead a global analytics function that defines how the business measures performance, forecasts outcomes, and leverages AI to unlock new growth opportunities.

Aligned with Avalara’s increasing focus on AI-powered decisioning, automation, and intelligent workflows, this role will play a critical part in embedding advanced analytics and AI into core GTM processes, driving smarter, faster, and more scalable revenue execution.

What Your Responsibilities Will Be

Sales Analytics, Forecasting & AI-Driven Insights

• Own the analytical backbone of forecasting, developing models to predict bookings, renewals, churn, and expansion across segments and geographies.
• Continuously improve forecasting precision through automation, model retraining, and the incorporation of external and behavioral data signals.
• Lead end-to-end funnel analytics, from pipeline creation through closed-won deals and retention, using predictive modeling to identify conversion drivers and leakage risks.
• Develop scalable frameworks to measure pipeline health, velocity, and quality, enriched with AI-driven scoring (e.g., deal likelihood, pipeline risk, next-best-action signals).
• Analyze sales cycle dynamics, deal progression patterns, and win/loss drivers using advanced analytics and pattern recognition techniques.
• Partner with Sales, Marketing, and Customer Success to translate insights into GTM plays, prioritization models, and workflow automation.
• Establish standardized definitions and governance for funnel metrics while enabling intelligent, real-time insights delivery.

GTM Performance Insights, BI & Self-Service Analytics

• Define and evolve the global KPI framework for sales performance, integrating predictive and prescriptive metrics alongside traditional reporting.
• Build and maintain executive-ready dashboards and AI-augmented analytics environments that provide visibility into funnel conversion and velocity, pipeline and bookings health, sales productivity and efficiency
• Enable a culture of self-service analytics and data democratization, empowering GTM teams with intuitive, insight-rich tools.
• Analyze quota attainment and productivity trends, incorporating recommendations for resource optimization and coverage adjustments.

What You’ll Need To Be Successful

What You Bring

• 10–15+ years of experience in Sales Analytics, Data Science, or Business Intelligence in a high-growth SaaS environment
• Proven experience applying AI/ML techniques to business problems, particularly in forecasting, customer analytics, or GTM optimization
• Strong proficiency in analytics and data tools (e.g., SQL, Python/R, BI tools such as Tableau, Looker, or Power BI)
• Experience with machine learning frameworks and AI-enabled platforms (e.g., forecasting libraries, predictive modeling tools, generative AI applications)
• Familiarity with modern data stack architectures (data warehouses, ETL pipelines, feature stores)
• Strong understanding of SaaS metrics (ARR, NRR, CAC, LTV, pipeline coverage, etc.)
• Experience building and scaling analytics teams and embedding AI into business processes
• Exceptional ability to translate complex data and AI outputs into clear, actionable insights for executive audiences

Why This Role Matters

This role defines how the business understands and drives revenue in an increasingly AI-driven world. By combining advanced analytics with AI, you will enable smarter forecasting, sharper execution, and more proactive decision-making across the GTM organization.

At Avalara, where automation and intelligent systems are core to our product and go-to-market strategy, this role is critical to bringing that same AI-first mindset internally—powering the next generation of revenue operations and growth.

Avalara is an AI-first Company

• You’ll bring experience using AI and AI-related technologies, ready to thrive here.
• You’ll apply AI every day to business challenges - improving efficiency, contributing solutions, and driving results for your team, our company, and our customers.
• You’ll grow with AI by staying curious about new trends and best practices, and by sharing what you learn so others can benefit too.

How We’ll Take Care Of You

Total Rewards

In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses.

Health & Wellness

Benefits vary by location but generally include private medical, life, and disability insurance.

Inclusive culture and diversity

Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. We also have a total of 8 employee-run resource groups, each with senior leadership and exec sponsorship.

What You Need To Know About Avalara

We’re defining the relationship between tax and tech.

We’ve already built an industry-leading cloud compliance platform, processing over 54 billion customer API calls and over 6.6 million tax returns a year. Our growth is real - we're a billion dollar business - and we’re not slowing down until we’ve achieved our mission - to be part of every transaction in the world.

We’re bright, innovative, and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we’ve designed, that empowers our people to win. We’ve been different from day one. Join us, and your career will be too.

We’re An Equal Opportunity Employer

Supporting diversity and inclusion is a cornerstone of our company — we don’t want people to fit into our culture, but to enrich it. All qualified candidates will receive consideration for employment without regard to race, color, creed, religion, age, gender, national orientation, disability, sexual orientation, US Veteran status, or any other factor protected by law. If you require any reasonable adjustments during the recruitment process, please let us know.