Head of Sales Strategy & Analytics
Hybrid (Remote, USA; San Mateo, CA)$250k - $270kfull-timePosted 4mo ago
About the role
Head of Sales Strategy & Analytics leading Sales Strategy and Revenue Analytics for a consumption-based GTM organization, reporting to the VP of Revenue Operations. Responsible for operating model, territory design, revenue and GPU forecasting, QBR/WBR cadence, and repeatable sales motions.
Responsibilities
- Own GTM Operating Model and Territory/ROE Design: segment coverage, territory design, rules of engagement across GTM and Product, and quota-setting philosophy; translate annual targets into territory plans; adjust as business evolves.
- Revenue and GPU Forecasting: build and own forecasting across bookings, renewals, and consumption; establish methodology for ARR vs consumption expansion; deliver trusted forecasts with variance explanations and recommended actions.
- Business Partnership and Operating Cadence: run QBR, WBR, and planning forums; design cadence and agenda; ensure outputs are decisions and actions; surface pipeline risk and growth opportunities.
- Sales Process into Repeatable Motions: define and execute a consistent sales process across account planning, territory planning, and pipeline generation; create a scalable playbook; instrument for visibility and coaching.
Qualifications
- 10+ years in Revenue Strategy, Sales Strategy, Sales Operations, or Revenue Operations at B2B companies
- Has owned an end-to-end forecasting process
- Has designed territory and quota models at scale
- Has built and led a team with direct reports across strategy or analytics functions
- Strong analytical foundation: can build a model from scratch, not just interpret one
Skills
Required:GTM Operating Model
Benefits
- Meaningful equity in a fast-growing startup
- Competitive salary and comprehensive benefits package
Last updated Jul 29, 2026. Interested? Apply on the company site.
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