About this role
A candidate who enjoys deeply analyzing complex business processes and transforming raw data into actionable strategic insights would find this role suitable. This position is central to the go-to-market engine for Enterprise GTM at Scale AI, focusing on the measurement layer that dictates pipeline health and conversion efficiency for key enterprise segments across various industries. The manager will be responsible for establishing the foundational metrics and reporting structures that inform executive decision-making, ranging from board reporting to tactical pipeline reviews.
This is an individual contributor role with a broad mandate, meaning the individual will own the measurement framework and the diagnostic work—determining *why* performance is occurring and recommending strategic adjustments to sales and product strategy. The role exists to ensure that the go-to-market process is treated as an engineered system, providing leadership with clear, data-backed visibility into pipeline progression and forecasting accuracy.
Success in this role requires a blend of quantitative rigor and commercial acumen. The ideal candidate is someone who thrives on defining metrics, building self-serve tools, and translating complex operational data into clear narratives for senior leadership. They must be comfortable operating under ambiguity, able to structure undefined problems, and possess a strong curiosity about the AI products and market dynamics.
What you will do
- Own the enterprise reporting layer for the go-to-market engine.
- Build and maintain dashboards providing real-time visibility into pipeline health, stage conversion, sales velocity, coverage ratios, and attainment against plan.
- Establish a single, agreed-upon definition for every core metric, ensuring data consistency across the organization.
- Report key figures such as bookings, recognized revenue, and consumption, bridging the gap between operational data and executive understanding.
- Run the operating cadence, including weekly pipeline reviews, forecast calls in Salesforce and Clari, and board reporting.
- Develop stakeholder-specific, self-serve views so vertical leaders and sales development teams can answer routine questions independently.
- Analyze performance to answer deep 'why' questions, identifying drivers for conversion drops or deal stagnation.
- Build leading indicators and early-warning triggers to alert leadership to potential coverage or velocity issues 60 days in advance.
What you need
- Possess eight or more years of experience in revenue operations, sales operations, GTM strategy, or a highly quantitative business operations role within a high-growth B2B SaaS, PaaS, or AI infrastructure company.
- Must be analytically hands-on, with deep fluency in Salesforce reporting and a strong command of at least one BI layer such as Looker, Hex, Tableau, or Sigma.
- Demonstrated comfort writing SQL queries against a data warehouse like Snowflake, BigQuery, or Databricks to build analyses independently.
- Requires enterprise sales fluency, including a strong understanding of pipeline coverage mathematics and experience with stage-gate qualification frameworks like MEDDIC.
- A proven track record of building dashboards that directly influence business decisions, rather than creating passive reporting tools.
- Ability to be structured under ambiguity, capable of taking vague problems, finding root causes, and building sustainable systems.
- Must be commercially and technically curious, capable of credibly discussing AI products and the company's differentiators.
Nice to have
- Experience in management consulting
- Experience in investment banking
- Experience in Private Equity
Benefits
- $207,200 — $259,000 USD
Skills and tech stack
Questions candidates ask
What is the remote policy for this role?
The posting does not explicitly state the remote work policy for this position.
What is the compensation range for this role?
The salary for this position is listed between $207,200 and $259,000 USD.
What tools are used for data analysis?
The role requires fluency in Salesforce reporting and a strong command of at least one BI layer such as Looker, Hex, Tableau, or Sigma. Candidates will also need comfort writing SQL against a warehouse like Snowflake, BigQuery, or Databricks.
What is the team structure like?
Architecture and design responsibilities sit with the Director to whom the manager reports. Instrumentation, measurement, and diagnosis responsibilities are held by the Revenue Operations Manager.
How is the hiring process structured?
The posting does not detail the specific steps of the hiring process.