Design, build, and maintain critical dashboards and reports (e.g., in Looker, Tableau, etc.) to track the performance of core Sales and Marketing KPIs (e.g., MQLs, SQLs, Conversion Rates, ARR, Pipeline Generation, Win Rates, Sales Velocity)
Conduct complex, ad-hoc analyses on GTM effectiveness, including channel performance, campaign ROI, sales rep productivity, and territory optimization
Develop and manage models for forecasting funnel performance, pipeline generation and bookings to inform budgeting and resource allocation
Ensure data integrity and consistency across key systems
Partner directly with Sales and Marketing Leadership to translate business questions into analytical frameworks and actionable recommendations
Identify bottlenecks in the sales funnel and marketing campaigns, proposing data-backed solutions to increase conversion rates and decrease customer acquisition costs (CAC)
Analyze customer and prospect data to refine ideal customer profiles (ICPs) and market segmentation, improving targeting accuracy
Support the Sales Operations team with analysis and modeling for sales compensation and quota setting

10+ years of experience in a highly analytical role, preferably within a SaaS/Subscription-based business (e.g., Sales/Marketing Analyst, Business Intelligence, Strategy)
Expert SQL skills for querying complex datasets
Advanced proficiency in a major BI platform (e.g., Qlik, Tableau, Power BI)
Deep familiarity and hands-on experience with Salesforce CRM data structure
Proven ability to structure complex problems, extract data, perform rigorous analysis, and synthesize findings into clear, impactful presentations for executive audiences
Solid understanding of core SaaS metrics and drivers (e.g., ARR, MRR, Conversion Funnel)
Exceptional written and verbal communication skills, with the ability to effectively communicate technical results to non-technical stakeholders
Experience with a major Marketing Automation Platform (HubSpot, Marketo, Pardot)
Familiarity with data warehousing concepts and tools (e.g., Snowflake, dbt)
Experience with statistical analysis or programming languages (e.g., R, Python) for advanced modeling
Background in FP&A related to GTM or Sales & Marketing Analytics

Principal Sales and Marketing Analyst

Key skills