GTM Analytics Lead

Thatch; San Francisco (CA); Remote; USD 112,000 - 145,000; Full time

Job summary

Thatch is seeking a GTM Analytics lead to own how we measure go‑to‑market performance and govern the data foundation behind commercial decisions. You will drive frameworks for channel economics and forecasting, partnering with Marketing, Data Science, Finance, and RevOps.

You will own metrics, data standards, and governance, and translate analysis into actionable recommendations for senior leadership. This is a fully distributed role with visibility across the Revenue Strategy function.

Qualifications

• 5–8 years in GTM analytics, RevOps, BizOps, strategy, or FP&A at a high-growth B2B company.
• Direct partnership with sales, marketing, and finance leadership.
• Expert SQL and deep experience with sales and product telemetry data.
• Experience with mainstream BI tools and data governance.

Responsibilities

• Build GTM performance frameworks across the customer lifecycle.
• Own the framework for win rates, CAC, payback, and conversion by segment, geography, and channel.
• Partner with Marketing, Data Science, and Finance on modeling, segmentation, and unit economics.
• Define and govern GTM metrics, data standards, and governance with RevOps, Engineering, and Finance.
• Support forecasting, planning, and executive reporting with data and models.
• Lead high‑stakes segment, channel, and territory analyses and communicate clear recommendations.

Skills

SQL

BI tools

Telemetry data

GTM analytics

Cross-functional

Tools

CRM

Data warehouse

ETL pipelines

Job description

About the role

This role leads GTM Analytics within the Revenue Strategy function and reports directly to the Head of Revenue Strategy & Operations. You will own how Thatch measures GTM performance, understands channel economics, and governs the data foundation behind commercial decisions.

The role covers three areas: GTM performance and channel economics, GTM data strategy and governance, and analytical support for forecasting, planning, and executive reporting. Your work is the analytical engine behind all three.

You set the analytical agenda for your areas. You decide which questions matter most, focus effort on the highest-value work, and turn findings into recommendations that change where Thatch invests. You will partner closely with Marketing, Data Science, Finance, and RevOps.

What you'll do

GTM Performance and Channel Economics

• Build performance frameworks that show GTM health across the full customer lifecycle, from lead through close, onboarding, retention, and expansion.
• Own the framework for comparing Thatch's GTM motions: win rates, CAC, payback, and conversion by segment, geography, and channel, plus broker attribution and quoting performance.
• Partner with Marketing on funnel and attribution, with Data Science on modeling and segmentation, and with Finance on unit economics and scenario analysis.
• Spot emerging trends early and recommend where to invest and where to pull back, including clear tradeoffs.
• Prioritize the analytics roadmap by business impact.

GTM Data Strategy and Governance

• Own the GTM data strategy and set priorities for the integrity, scalability, and evolution of the GTM team’s data foundation, in partnership with Data Science.
• Define and govern core GTM metrics, business logic, and data standards so every standing number is consistent, auditable, and reconciles with Finance.
• Set governance for definitions, lineage, quality, and usage in partnership with RevOps, Data Science, Engineering, and Finance.
• Define GTM business requirements before technical work begins. RevOps and Engineering keep ownership of technical build.
• Prioritize GTM data initiatives and make sequencing recommendations based on dependencies and business impact.
• Make sure data assets support critical use cases, including forecasting, pipeline management, planning, compensation, and performance measurement.
• Drive adoption of governed metrics and BI across GTM teams.

Forecasting, Planning, and Reporting Support

• Build and maintain the analytical inputs behind the forecast: pipeline snapshots, coverage, stage conversion, and pacing.
• Supply the data and models that feed target setting, capacity planning, and compensation analysis.
• Deliver complete, accurate analytics for board, QBR, and MBR materials on every cycle.
• Flag when the data signals risk to the forecast or plan.

Strategic Decision Support

• Break down ambiguous GTM questions, combining data, financial implications, and operational context.
• Lead high-stakes segment, channel, and territory analyses from problem definition through recommendation.
• Present findings, risks, and tradeoffs clearly to senior leadership.

Background we're looking for

• Experience. 5 to 8 years in GTM analytics, RevOps, BizOps, strategy, or FP&A at a high-growth B2B company, with direct partnership with sales, marketing, and finance leadership.
• Technical depth. Expert SQL. Deep experience with sales and product telemetry data, mainstream business intelligence tools.
• Data governance. Experience owning metric definitions and data standards, and turning business requirements into technical specs in a modern data stack.
• Systems thinking. You understand dependencies across CRM, warehouse, BI, and GTM execution, and how a field change flows through to a board metric.
• Commercial judgment. Command of GTM and SaaS metrics, including win rates, conversion, attribution, CAC, payback, and retention.
• Cross-functional influence. You align Marketing, Data Science, Finance, and RevOps on shared definitions and priorities without formal authority.
• Executive communication. You deliver answers, not dashboards, and turn complex analysis into clear recommendations.
• Ownership. You own the numbers, catch errors first, and raise risks early.

Experience we’d be particularly excited about

• Comfort operating in a fast-paced, high-growth environment, balancing speed and rigor with limited resources and evolving data

What to expect

We interview rigorously based on integrity, talent, and drive; the trust we display in our teammates from day 1 is a reflection of the confidence we have in this process. We aim to evaluate the things you’ll be doing every day as best we can, and we move quickly. Here's what to expect:

• 30 minute video meeting to talk through your background and interest in Thatch
• 30 minute video meeting with the hiring manager to dive deeper into your experience and the role
• 30 minute video meeting to meet 2-3 members of the team
• 30 minute video meeting with the hiring manager to work through a live case study
• 30 minute video meeting with department leadership to discuss alignment to our company values and career goals
• 30 minute video meeting with our founders to discuss your approach to culture and our operating principles

Estimated Compensation Range

$112,000 — $145,000 USD

About Thatch

We’re a fully distributed early stage company using technology to change the way America does healthcare. We’re a happy, friendly, high-velocity team. You can read more on Thatch here.