GTM Analytics Director — AI-Driven Forecasting & Growth

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

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