Director, Revenue Insights – Analytics

Role Overview

• Own and continuously refine revenue forecasts, planning and performance across business segments utilizing historical data, market trends, and sales projections.
• Own and iterate on scalable analytics systems, including custom dashboards and automated reporting frameworks to ensure GTM leaders have real-time visibility into performance and pipeline health in both CRM Analytics and core SFDC Lightning reporting.
• Monitor performance against targets for new logos, renewals, cross sells and upsells and making necessary adjustments to achieve revenue goals.
• Communicate effectively on KPIs and metrics for Sales, GTM, and CX teams, developing unified reporting standards and visualizations that empower leaders to act quickly and confidently.
• Develop and strengthen relationships with internal departments and stakeholders ensuring effective cross-functional collaboration, aligning data strategy with business priorities to drive top-line growth.
• Refine and expand upon current processes to automate tasks and reporting and improve data capture and utilization in business decisions.
• Champion system and process enhancements that improve data integrity, speed to insight, and adoption of analytics tools across teams.
• Work alongside GTM leadership to define marketing and sales goals, quotas, and territories, and provide insights and recommendations on campaign performance and trends.
• Partner closely with Marketing Operations to link campaign analytics with revenue outcomes, attribution modeling, and ROI analysis.
• Create and maintain capacity models, including headcount and territories by role based on KPIs, metrics, and pipeline goals.
• Lead, mentor, and develop a team, fostering a culture of collaboration, accountability, and innovation.
• Establish a vision for analytics excellence—developing talent, standardizing best practices, and driving adoption of a unified data strategy.
• Act as the key architect and evangelist for revenue insights—owning the roadmap for analytics systems, integrations, and BI tools to enable scalable growth and decision-making.
• Regularly present insights and recommendations to senior leadership, influencing strategic decisions related to revenue acceleration, customer lifecycle optimization, and go-to-market efficiency.

Requirements

• Bachelor’s degree in Business, Economics, Data Science, or related field; advanced degree preferred.
• 10+ years of experience in analytics, business intelligence, or revenue operations, with at least 5 years in a leadership or director-level role supporting Sales, Marketing, or Customer Success organizations.
• 4+ years’ experience in Revenue Operations, ideally within a B2B SaaS environment.
• Proven track record of building and scaling analytics systems and dashboards using tools such as CRM Analytics, Tableau, Power BI, Looker, or equivalent BI platforms.
• Strong technical acumen in CRM and marketing automation platforms (Salesforce, HubSpot, Marketo, etc.), with a solid understanding of data integration, modeling, and pipeline management.
• Deep experience in forecasting, pipeline analysis, and revenue performance management in a B2B SaaS or subscription-based environment.
• Exceptional leadership and communication skills with the ability to translate data into clear, actionable strategies for executives and functional leaders.
• Strong understanding of GTM motions, including sales productivity, marketing attribution, customer retention, and expansion analytics.
• Experience leading teams of analysts and system developers to deliver scalable, automated insights solutions.
• People leader with a passion for developing and guiding teams to deliver on results.
• Demonstrated proficiency in Salesforce and Tableau or Power BI.
• Excellent analytical skills; ability to analyze complex data sets, draw meaningful insights, and provide actionable recommendations to support sales decision-making.
• High level of business acumen; proven ability to get to the heart of the request and present data and analytics to senior leadership and key stakeholders.
• Ability to effectively communicate with peers, associates, and leadership in cross-functional settings using verbal, written, and presentation skills.

Tech Stack

• SFDC
• Tableau

Benefits

• Comprehensive benefits package effective the first of the month after hire
• Matching 401(k) retirement plan
• Healthy work-life balance with flexible work arrangements and generous time off
• Generous referral incentive program
• Tuition Reimbursement Program
• Pet Insurance
• OnePass Gym/Wellness Discount Program
• Calm Health-Employee Membership
• Company social events
• Employee Resource Groups
• Philanthropic opportunities