Senior GTM Strategy & Revenue Analytics Lead

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 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.