wrapbook - GTM Insights & Analytics Lead

• Build and maintain the core BI dashboard suite that gives Sales and Marketing self-serve, real-time visibility into pipeline health, funnel conversion, segment-level coverage, campaign contribution, rep attainment, and loss analysis. • Own the GTM data dictionary — metric definitions, filter logic, and calculation rules — and maintain it as the authoritative source of truth across Marketing, Sales, and Finance. • Own the analytical layer of the GTM forecast process: historical conversion rates, pipeline coverage analysis, stage-weighted modeling, and forecast variance diagnosis. • Lead annual bookings planning analysis — historical win rates, segment-level capacity modeling, coverage assessments, and quota calibration inputs — and partner with Strategic Finance on revenue forecasting and GTM investment analysis. • Build scenario models for pricing, segmentation, and GTM structure decisions as needed by RevOps and Sales leadership. • Track campaign performance relative to pipeline contribution goals by segment; surface what's generating pipeline, what isn't, and where investment is misallocated. • Partner with Analytics Engineering to ensure GTM data from Salesforce, Marketo, and adjacent systems is correctly modeled in the data warehouse — flag gaps, validate logic, and escalate data quality issues. • Lead ad-hoc analytical projects supporting key company initiatives: segmentation analysis, market sizing, cohort analysis, win/loss diagnostics, and product-GTM intersection analysis. • WHAT YOU'LL HAVE • Demonstrated track record in GTM analytics, revenue operations analytics, or business analytics within a B2B SaaS environment — with direct experience building reporting infrastructure that business partners use independently. • High proficiency in SQL and Python — defining the right question, structuring the logic to answer it, validating output, and maintaining it as underlying data or business definitions change. • Hands-on experience building dashboards and models in Tableau, Omni, Looker, or an equivalent BI platform. • Familiarity with Salesforce data models and object relationships as source inputs to Snowflake/dbt pipelines — leads, contacts, accounts, opportunities, campaigns, and activities. • Experience partnering with Finance on planning analytics — quota calibration, capacity modeling, and scenario analysis. • The ability to see horizontally across Sales, Marketing, and Finance data and identify patterns and connections that vertical ops roles miss. • Strong communication skills — you translate complex analysis into clear, decision-ready narrative for Sales leadership, Marketing, and the C-suite. • Bonus: experience with Marketo, Outreach, dbt, or modern data stack tooling (Snowflake, Fivetran, or equivalent).