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Salary: USD 112,000 - 145,000 / annual
Thatch is seeking a GTM Analytics Lead to own how the company measures go-to-market performance, understands channel economics, and governs the data foundation behind commercial decisions. This role reports directly to the Head of Revenue Strategy & Operations and leads GTM Analytics within the Revenue Strategy function.
The position spans three core areas: GTM performance and channel economics; GTM data strategy and governance; and analytical support for forecasting, planning, and executive reporting.
Key responsibilities include:
**GTM Performance and Channel Economics:** Build performance frameworks showing GTM health across the full customer lifecycle (lead through close, onboarding, retention, expansion). Own frameworks for comparing GTM motions including win rates, CAC, payback, and conversion by segment, geography, and channel. Partner with Marketing on funnel and attribution, Data Science on modeling and segmentation, and Finance on unit economics. Spot emerging trends early and recommend investment priorities with clear tradeoffs. Prioritize the analytics roadmap by business impact.
**GTM Data Strategy and Governance:** Own the GTM data strategy and set priorities for integrity, scalability, and evolution of the data foundation in partnership with Data Science. Define and govern core GTM metrics, business logic, and data standards ensuring consistency, auditability, and reconciliation with Finance. Set governance for definitions, lineage, quality, and usage across RevOps, Data Science, Engineering, and Finance. Define GTM business requirements before technical work begins. Prioritize GTM data initiatives based on dependencies and business impact. Drive adoption of governed metrics and BI across GTM teams.
**Forecasting, Planning, and Reporting Support:** Build and maintain analytical inputs behind forecasts including pipeline snapshots, coverage, stage conversion, and pacing. Supply data and models for target setting, capacity planning, and compensation analysis. Deliver complete, accurate analytics for board, QBR, and MBR materials on every cycle. Flag when data signals risk to forecast or plan.
**Strategic Decision Support:** Break down ambiguous GTM questions combining data, financial implications, and operational context. Lead high-stakes segment, channel, and territory analyses from problem definition through recommendation. Present findings, risks, and tradeoffs clearly to senior leadership.
You will set the analytical agenda for your areas, decide which questions matter most, and turn findings into recommendations that change where Thatch invests. You will partner closely with Marketing, Data Science, Finance, and RevOps.
**Requirements:**
- 5 to 8 years in GTM analytics, RevOps, BizOps, strategy, or FP&A at a high-growth B2B company, with direct partnership with sales, marketing, and finance leadership
- Expert SQL proficiency
- Deep experience with sales and product telemetry data and mainstream business intelligence tools
- Experience owning metric definitions and data standards, and turning business requirements into technical specs in a modern data stack
- Understanding of dependencies across CRM, warehouse, BI, and GTM execution, and how field changes flow through to board metrics
- Command of GTM and SaaS metrics including win rates, conversion, attribution, CAC, payback, and retention
- Ability to align Marketing, Data Science, Finance, and RevOps on shared definitions and priorities without formal authority
- Strong executive communication skills; ability to deliver answers rather than dashboards and turn complex analysis into clear recommendations
- Ownership mindset; ability to own the numbers, catch errors first, and raise risks early
- Comfort operating in a fast-paced, high-growth environment, balancing speed and rigor with limited resources and evolving data
