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This role sits within the Revenue Strategy function, reporting directly to the Head of Revenue Strategy & Operations. The core mandate is to transform data signals from Salesforce, Redshift, and operational systems into actionable analysis that informs leadership's resource allocation and commercial decisions, while running the operating cadences that deliver this work reliably.
The role blends analytical execution with program execution. On the analytical side, you'll build queries, models, and analytical outputs that power the Revenue Strategy function. On the program side, you'll own recurring deliverables end-to-end—managing inputs, timelines, and stakeholder coordination so leadership's operating rhythm runs smoothly without constant chasing.
Key responsibilities include:
**Channel and Pipeline Analytics**: Build and maintain recurring analyses across Thatch's multiple GTM motions, making visible the differences in unit economics and conversion dynamics. This includes win rates by segment, geography, and channel; broker quoting and attribution analysis; and pipeline pacing against target.
**Forecasting and Pipeline Quality**: Maintain the analytical layer behind pipeline quality and forecasting standards—snapshot queries, coverage ratios, stage conversion analysis—and flag when data signals forecast risk.
**Operating Cadence Execution**: Run the Revenue Strategy function's recurring rhythms end-to-end: MBR/QBR data builds, forecast cycle prep, and incentive program tracking (SPIFs). You'll sequence dependencies, gather inputs from Sales, Finance, and Marketing, and deliver on deadline without escalation.
**GTM Data Infrastructure**: Own the SQL layer Revenue Strategy runs on—clean, documented, reusable queries against Salesforce and Redshift, and BI views that keep leadership's standing metrics accurate and current.
**Systems and Process Support**: Support GTM systems changes from specification through rollout, partnering with RevOps on Salesforce data hygiene, field and flow changes, and validation that downstream reporting survives changes.
**Ad Hoc Analysis**: Support the Head of Revenue Strategy on board preparation, QBR/MBR builds, segment and territory analysis, and other work requiring rapid translation of raw data into clear findings.
Required background: 2–4 years in GTM analytics, RevOps, BizOps, or related analytical roles in high-growth tech companies. Strong SQL is required; experience with Salesforce as a data source, Redshift or Snowflake, and BI tools (Sigma, Metabase, Tableau) is expected. Python or dbt is a plus. You should have analytical rigor, familiarity with core GTM math (win rates, conversion, coverage, unit economics), and strong communication skills. The output of this role is answers, not dashboards.
