Sr. Analyst, GTM Strategy & Operations

Navan; New York (NY); On-site; USD 86,000 - 145,000; Full time

Job summary

Navan is seeking a Revenue Operations Senior Analyst to partner with Account Management leadership on GTM strategy, analytics, systems, and programs. You will model annual plans, build data-driven insights, and drive efficiency across the AM organization using Salesforce, Gong, and related tools.

Responsibilities include recurring performance reporting, cross-functional project work with Marketing and Finance, and delivering actionable recommendations.

Qualifications

• 3+ years in revenue operations, sales, or consulting.
• Deep understanding of sales processes and CRM data structures.
• Strong Excel/Sheets analytics and ability to translate data into insights.
• SQL experience is a plus for advanced data extraction.
• Experience with AI-driven tools to improve GTM efficiency is valued.

Responsibilities

• Act as a key analytical partner to Account Management leadership on data-driven GTM topics, including annual planning and incentive design.
• Maintain and deliver recurring performance reporting that drives the business forward.
• Support the execution of projects and programs across GTM Strategy & Ops with cross-functional teams.
• Provide data-informed insights and recommendations to leadership by identifying trends and optimization opportunities.
• Ensure accuracy and delivery of insights to enable the AM organization to meet objectives.
• Utilize Salesforce and Gong to enhance team productivity and reporting accuracy.

Skills

Salesforce CRM

Excel/Google Sheets

SQL

Data analysis

Reporting

Cross-functional collaboration

Tools

Salesforce

Gong

Job description

As a Revenue Operations Senior Analyst, you will support the optimization of our Account Management (AM) team's strategy and execution. You will be a critical analytical partner for the AM leadership team, supporting the functional areas covered by GTM Strategy & Ops: business partnership, analytics, systems & tools, processes & programs. In this role, you will help identify and execute the analytical frameworks needed by the AM organization to ensure they operate efficiently and effectively to achieve their targets and drive company revenue.

Your work will span areas such as: annual planning (e.g., modeling team structures, coverage models, and target setting), ad-hoc analyses and projects to drive optimization (e.g., diagnosing changes in metrics, identifying new GTM opportunities), day-to-day operations, process improvement, program execution, and systems and tooling (e.g., administration, data hygiene, and reporting).

What You'll Do

• Act as a key analytical partner to Account management leadership, working collaboratively on data-driven GTM Strategy and Operations topics required to run the AM teams, including: annual planning models, GTM structure modeling, incentive program design and tracking, process improvement, and day-to-day support.
• Maintain and deliver recurring performance reporting that drive the business forward
• Support the execution of projects and programs across these initiatives through your own analytical work, collaborating with other GTM Strategy & Ops teams (e.g., Analytics) and cross-functional teams (e.g., Marketing, Finance).
• Provide data-informed insights and recommendations to leadership by identifying trends, anomalies, and optimization opportunities.
• Be accountable for the accuracy and delivery of insights for the segment, enabling the AM organization to meet their objectives by creating a consistent ecosystem of process and reporting.
• Utilize technology platforms (e.g. Salesforce, Gong) to enhance team productivity and reporting accuracy.

What We're Looking For

• 3-5+ years of experience in revenue operations, sales, consulting, or a related field
• Proven track record of delivering analytical models and managing workstreams within complex, cross-functional programs.
• Deep technical understanding of sales processes and tools, with advanced proficiency in Salesforce CRM (reports, dashboards, and data structure).
• Exceptional Excel/Google Sheets and analytical skills, with the ability to translate complex data sets into actionable insights.
• Proficiency in SQL for performing advanced data extraction and complex analysis is a strong plus.
• Experience with AI-driven tools or workflow, whether for process automation, predictive modeling, or enhancing GTM efficiency is highly valued
• Strong communication and organizational skills, with the ability to present data clearly to stakeholders at various levels.
• Experience building metrics and reporting systems to measure the impact and effectiveness of GTM initiatives.
• Collaborative mindset with a strong ability to work across teams to ensure data consistency.
• Self-starter with exceptional multitasking skills, able to handle deep-dive analysis while maintaining swift execution on daily tasks.
• Experience in fast-paced, SaaS, or startup environments is highly preferred.

The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity. For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.

Pay Range: $86,250 USD - $145,000 USD

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