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Exa is hiring a Revenue Insights Manager to build the analytics and insights foundation for the GTM engine from the ground up. This is the first Insights hire at the company, and you'll own the metrics definitions, dashboards, and data models that drive GTM decisions across the organization.
You will build and own the core revenue reporting stack, including weekly business reviews, monthly and quarterly GTM reviews, and board-level revenue exhibits. You'll produce and manage Exa's core revenue metrics—ARR, CARR, net new ARR, NDR, GDR, logo and dollar retention, pipeline coverage, win rate, and sales cycle—and reconcile performance against goals. You'll own the analytics-based forecasting motion to maintain exceptional forecast accuracy alongside field forecasting.
You'll establish the metrics dictionary as a living contract across Sales, Marketing, Finance, and Product, partnering with the Head of Revenue Systems & Technology to build governed data models and pipelines in Clickhouse. You'll retire duplicate reporting and create a single source of truth, adding context layers to enable agentic GTM motion.
Segment and productivity analysis is core: you'll analyze seller productivity, ramped attainment, pipeline generation, win rates by segment, and ICP performance. You'll quantify which account profiles retain, expand, and convert, feeding insights into targeting, territory design, and hiring. You'll analyze cohort and retention behavior in consumption models, identifying usage-driven expansion patterns and contraction signals.
You'll build agentic analysis workflows so leadership and the field can get trustworthy answers without waiting in your queue, automating recurring analysis to free your time for novel questions. You'll push the internal frontier on AI-assisted revenue analysis, leveraging Exa's AI-native infrastructure.
You bring 6+ years in revenue analytics, GTM, sales strategy, business intelligence, or finance at high-growth B2B tech companies with clear ownership of recurring revenue reporting. You have advanced modeling ability (capacity, funnel, quota, scenario analysis), deep familiarity with Salesforce data models and CRM hygiene issues, and command of consumption revenue metrics including NDR, cohort windows, and ARR basis. You communicate at the executive level with clarity and intellectual honesty about uncertainty. You're comfortable in fast-moving, small-team environments and have experience producing board-level materials or supporting fundraises. Python or R for analysis beyond SQL is expected, and prior experience selling developer tools, APIs, or data infrastructure to technical buyers is valued.
