GTM Analytics Lead: AI-Driven Revenue & Planning

Optro; United States; On-site; USD 130,000 - 178,000; Full time

Benefits offered by this job

Launch a fast-growing SaaS co.

LYBL stipend $200/mo

Health coverage

401(k) with match

Bonus program

Flexible vacation

Birthday & volunteering time off

Employee resource groups

Team/get-togethers

Job summary

Optro seeks a data-driven Sales Strategy & Analytics professional to lead planning, forecasting, and performance measurement for enterprise GTM motions. You will own ARR targets, quota design, and territory analytics, building dashboards for sales, SE, and xDR teams while partnering with GTM and Finance to drive data-driven decisions.

You will leverage SQL and modern BI stacks (Salesforce, Gong, Clari, Tableau/Looker/Power BI) and apply AI tools to scale processes, delivering clear

Qualifications

• 5+ years in GTM analytics, sales operations, or a related function supporting an enterprise, multi-product GTM motion (B2B SaaS strongly preferred)
• Deep understanding of GTM motions, sales planning (territories, quota setting), and forecasting for sales, SE, and xDR functions
• Hands-on SQL — you can pull, join, and validate data independently, without waiting on another team
• Fluency with the modern B2B commercial stack (Salesforce, Gong, Clari, etc.) and a BI tools (Tableau, Looker, Power BI, or similar)
• Practical experience using AI to build GTM tools and workflow efficiencies that scale — you've shipped things people actually keep using, not just experimented
• Strong executive communication: you can turn a complex analysis into one clear recommendation your CGO can act on
• The judgment to structure ambiguous problems, and the courage to push back on convention when the data says so

Responsibilities

• Own planning fundamentals
• Build company-wide annual ARR and pipeline generation targets, translating growth goals into structured assumptions and scenarios
• Own sales quota setting, headcount and capacity models, and rep productivity analysis
• Support territory design so coverage matches where the growth opportunity actually is
• Bring consistency to planning cycles by defining clear inputs, timelines, and outputs across workstreams
• Turn data into decisions
• Build and maintain dashboards, scorecards, and KPI reports that give sales, SE, and xDR teams real visibility into what's working
• Define leading indicators that flag risk and opportunity early — before they show up in the topline numbers
• Standardize metrics across regions, channels, and product lines into a single source of truth
• Use AI to build tools and efficiencies that scale — not one-off experiments, but things GTM teams actually rely on day to day
• Be a strategic partner
• Partner with GTM and Finance leaders to shape how performance gets measured and how decisions get made
• Compress complex analysis into a clear, defensible recommendation
• Align stakeholders around a shared narrative, cutting through fragmented views of the same numbers
• Raise the bar
• Set the standard for analytical rigor and QA across the analytics team
• Mentor peers and junior analysts on modeling, scenario planning, and executive communication
• Push reporting automation and data quality forward as the business scales

Skills

SQL

GTM analytics

Executive communication

Forecasting

Sales planning

Tools

Salesforce

Gong

Clari

Tableau

Looker

Power BI

dbt

Python

R

Job description

Optro seeks a data-driven Sales Strategy & Analytics professional to lead planning, forecasting, and performance measurement for enterprise GTM motions. You will own ARR targets, quota design, and territory analytics, building dashboards for sales, SE, and xDR teams while partnering with GTM and Finance to drive data-driven decisions.

You will leverage SQL and modern BI stacks (Salesforce, Gong, Clari, Tableau/Looker/Power BI) and apply AI tools to scale processes, delivering clear