Senior GTM Strategy and Analytics Manager

LeanScale, Inc.; Santa Clara (CA); On-site; USD 150,000 - 230,000; Full time

Job summary

AppZen is seeking a strategic, data-driven GTM Strategy & Analytics Manager to lead modeling, forecasting, and analytics powering our go-to-market strategy. This senior role sits at the intersection of Sales Operations, Strategic Finance, and GTM Planning, partnering with Sales, Finance, and Executive leadership to build models and strategic revenue forecasts.

The role is in-office at our Santa Clara HQ 3-4 days per week, Mon-Thu.

Qualifications

• 5-7 years of experience in Sales Operations, GTM Strategy, Revenue Operations, or Strategic Finance, ideally within a SaaS or high-growth tech environment.
• Proven ownership of GTM planning cycles: you've personally run or co-owned quota-setting, capacity modeling, and headcount planning, not just supported someone who did.
• Advanced analytical and financial modeling skills: strong command of revenue forecasting, scenario modeling, and financial planning.
• GTM and financial metrics fluency: pipeline coverage, bookings, ARR growth, rep productivity, attainment, conversion rates.
• Strong business partnership instincts: you know how to align Finance and Sales around a shared number, how to translate competing stakeholder priorities into a recommendation leadership can act on, and how to influence without authority.
• Data-driven pushback: you can challenge a flawed assumption or a timeline that doesn't work with clear reasoning, supporting data, and an alternative.
• Experience with Salesforce CRM as an analytics and reporting tool; familiarity with Salesforce CRM Analytics (Tableau CRM), Looker, Power BI, or Tableau is a plus.
• High attention to detail, intellectual curiosity, and the ability to operate independently in a fast-moving, often ambiguous environment.

Responsibilities

• Revenue Forecasting: Own and refine the company's strategic revenue forecast — integrating pipeline, conversion, and productivity metrics to deliver accurate, actionable insights for leadership.
• Financial & GTM Modeling: Build dynamic models to support capacity, coverage, productivity, quota setting, and long-range revenue planning.
• Strategic Finance Partnership: Collaborate with Finance on headcount, bookings, and investment planning to align GTM and financial strategies. Navigate the inherent tension between Finance's data-driven conservatism and Sales' qualitative judgment.
• Forecast Inspection & Analysis: Lead forecast and pipeline deep-dives to assess health, risk, and upside scenarios.
• Executive Insights & Scenario Analysis: Deliver executive-ready analyses and reviews that drive investment and resource allocation decisions.
• Performance Visibility: Build and maintain dashboards that track revenue, productivity, and pipeline performance against strategic goals.
• Data Infrastructure & Systems: Partner with GTM Systems and RevOps teams to enhance data accuracy and leverage Salesforce CRM Analytics (Tableau CRM) and other BI tools for scalable analytics.

Skills

Revenue forecasting

GTM planning

Financial modeling

Data-driven decision making

Cross-functional collaboration

Analytical mindset

Independent worker

Tools

Salesforce CRM

Tableau CRM

Looker

Power BI

Tableau

Job description

AppZen is the leader in autonomous spend-to-pay software. Its patented artificial intelligence accurately and efficiently processes information from thousands of data sources so that organizations can better understand enterprise spend at scale to make smarter business decisions. It seamlessly integrates with existing accounts payable, expense, and card workflows to read, understand, and make real-time decisions based on your unique spend profile, leading to faster processing times and fewer instances of fraud or wasteful spend. Global enterprises, including one-third of the Fortune 500, use AppZen’s invoice, expense, and card transaction solutions to replace manual finance processes and accelerate the speed and agility of their businesses.

At AppZen, we value candidates who are actively using AI tools to enhance productivity, automate repetitive tasks, and solve problems more efficiently. Across all roles, we are looking for team members who leverage AI in meaningful ways to drive impact in their work.

To learn more, visit us at www.appzen.com.

We're looking for a strategic, data-driven GTM Strategy & Analytics Manager to lead the modeling, forecasting, and analytics that power our go-to-market strategy. This senior role operates at the intersection of Sales Operations, Strategic Finance, and GTM Planning. You'll partner closely with Sales, Finance, and Executive leadership to build models, develop strategic revenue forecasts, and deliver insights that shape how the business invests, executes, and grows.

If you thrive on turning data into strategy — and strategy into action — and you know how to bring Finance and Sales into alignment rather than letting them talk past each other, this role is for you.

This role is expected in-office in Santa Clara (HQ) 3-4x per week, Mondays through Thursdays.

What You'll Do:

• Revenue Forecasting: Own and refine the company's strategic revenue forecast — integrating pipeline, conversion, and productivity metrics to deliver accurate, actionable insights for leadership.
• Financial & GTM Modeling: Build dynamic models to support capacity, coverage, productivity, quota setting, and long-range revenue planning.
• Strategic Finance Partnership: Collaborate with Finance on headcount, bookings, and investment planning to align GTM and financial strategies. Navigate the inherent tension between Finance's data-driven conservatism and Sales' qualitative judgment.
• Forecast Inspection & Analysis: Lead forecast and pipeline deep-dives to assess health, risk, and upside scenarios.
• Executive Insights & Scenario Analysis: Deliver executive-ready analyses and reviews that drive investment and resource allocation decisions.
• Performance Visibility: Build and maintain dashboards that track revenue, productivity, and pipeline performance against strategic goals.
• Data Infrastructure & Systems: Partner with GTM Systems and RevOps teams to enhance data accuracy and leverage Salesforce CRM Analytics (Tableau CRM) and other BI tools for scalable analytics.

What You'll Bring:

• 5-7 years of experience in Sales Operations, GTM Strategy, Revenue Operations, or Strategic Finance, ideally within a SaaS or high-growth tech environment.
• Proven ownership of GTM planning cycles: you've personally run or co-owned quota-setting, capacity modeling, and headcount planning, not just supported someone who did.
• Advanced analytical and financial modeling skills: strong command of revenue forecasting, scenario modeling, and financial planning.
• GTM and financial metrics fluency: pipeline coverage, bookings, ARR growth, rep productivity, attainment, conversion rates.
• Strong business partnership instincts: you know how to align Finance and Sales around a shared number, how to translate competing stakeholder priorities into a recommendation leadership can act on, and how to influence without authority.
• Data-driven pushback: you can challenge a flawed assumption or a timeline that doesn't work with clear reasoning, supporting data, and an alternative.
• Experience with Salesforce CRM as an analytics and reporting tool; familiarity with Salesforce CRM Analytics (Tableau CRM), Looker, Power BI, or Tableau is a plus.
• High attention to detail, intellectual curiosity, and the ability to operate independently in a fast-moving, often ambiguous environment.

Nice to Have:

• SQL proficiency for self-service data pulls.
• Salesforce administration experience (objects, flows, automation).
• Salesforce CPQ experience.
• Background in Strategic Finance / FP&A.
• Experience scaling GTM operations through growth stages (Series B to D or IPO).
• Active AI tool usage (Claude, Copilot, GPT) to accelerate modeling or analysis work.

We are an equal opportunity employer and value diversity. All employment is decided on the basis of qualifications, merit and business need.

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