Position Summary

The Senior Analyst, GTM Execution Monitoring sits within the GTM Operations & Execution organization and reports to the Director, GTM Operations. This role serves as the operational nerve center for go-to-market execution health, responsible for monitoring pipeline performance, tracking SLA adherence, measuring process adoption, and surfacing actionable insights that enable revenue leadership to identify risk and drive consistent GTM execution.

This individual owns the analytical layer of GTM execution monitoring by defining reporting requirements, interpreting operational data, and translating execution signals into clear, leadership-ready insights. The Senior Analyst partners closely with GTM Strategy, Reporting, and BIS/Systems teams to determine what should be measured and how success should be tracked, while enabling technical teams to operationalize reporting requirements.

This is an individual contributor role that works cross-functionally with GTM Operations, GTM Strategy, Sales Leadership, Enablement, Process Governance, and Systems teams to ensure execution gaps are identified early, adoption trends are understood, and operational performance remains visible across the revenue organization.

Key Responsibilities

Pipeline Health & Execution Monitoring

• Own the monitoring of pipeline health metrics, including coverage, velocity, conversion rates, and stage progression across segments and teams.
• Track leading and lagging execution indicators to identify performance risk before it becomes a revenue miss.
• Define reporting requirements for pipeline health views and partner with GTM Strategy and BIS/Systems teams to ensure reporting is accurately built and maintained.
• Analyze and interpret pipeline data to identify anomalies, trends, and execution gaps while providing business context and actionable recommendations.
• Partner with GTM Strategy and Sales Leadership to ensure pipeline data is reliable, timely, and interpreted consistently across the organization.

SLA Adherence & Activity Tracking

• Monitor adherence to GTM process SLAs, including response times, stage aging, required activity completion, and field-level compliance.
• Define metrics and reporting frameworks required to track SLA performance and partner with systems teams to operationalize monitoring.
• Identify patterns in SLA non-compliance and distinguish systemic issues from isolated exceptions.
• Prepare regular SLA performance summaries and recommendations for GTM Operations leadership.
• Partner with Process Governance and Enablement teams to ensure SLA expectations are communicated, adopted, and consistently enforced.

Adoption Monitoring & Feedback Loops

• Track adoption and utilization of CRM workflows, GTM tools, and process changes to measure compliance and execution effectiveness.
• Define adoption metrics, including required field completion, workflow utilization, and process adherence rates, while establishing reporting requirements.
• Analyze adoption data to identify high-performing and underperforming teams, determine root causes of adoption gaps, and recommend corrective actions.
• Gather feedback from end users and cross-functional stakeholders regarding process friction, adoption barriers, and execution inconsistencies.
• Translate adoption findings into prioritized recommendations for process improvement, enablement initiatives, and system enhancements.

Reporting Design & Operational Insights

• Define reporting requirements for operational monitoring, including metrics, dimensions, filters, and refresh cadences needed to provide leadership visibility into GTM execution.
• Partner with GTM Strategy, Reporting, and BIS/Systems teams to translate reporting requirements into dashboards and operational reporting views.
• Develop executive-ready reporting narratives that transform raw execution data into actionable business insights, trends, and recommendations.
• Support Weekly VP Alignment meetings, Quarterly Business Reviews (QBRs), and leadership review cycles with execution health reporting and trend analysis.
• Proactively identify operational risks and provide recommendations regarding potential business impacts and corrective actions.

Cross-Functional Collaboration

• Partner with GTM Strategy, Reporting, BIS/Systems, Enablement, and Territory Planning teams to maintain consistency and accuracy in execution-related data and reporting.
• Collaborate with Process Governance teams to connect compliance monitoring activities with standard operating procedures and change management initiatives.
• Support new GTM process rollouts by establishing adoption baselines, defining success metrics, and tracking adoption trends post-launch.
• Serve as a trusted analytical partner to Enablement teams by identifying execution patterns that may indicate training or process improvement opportunities.

Required Qualifications

• 3–5 years of experience in GTM Operations, Revenue Operations, Sales Operations, or a closely related analytical role within a B2B SaaS environment.
• Strong hands-on experience with Salesforce, including knowledge of data structures, pipeline reporting, operational workflows, and reporting logic.
• Demonstrated ability to analyze operational datasets and synthesize findings into actionable insights for senior GTM and Sales leadership.
• Experience defining reporting requirements and partnering cross-functionally with GTM Strategy, Reporting, and BIS/Systems teams to operationalize business needs.
• Experience monitoring and reporting on SLA performance, process adherence, workflow compliance, and adoption metrics.
• Strong analytical and problem-solving skills with the ability to identify patterns, surface risks, and recommend corrective actions.
• Advanced proficiency in Microsoft Excel and data analysis techniques with strong attention to detail and data quality standards.
• Ability to manage multiple priorities while maintaining high standards of execution in a fast-paced environment.
• Clear and concise communication skills with the ability to present operational findings and recommendations to senior leadership audiences.

Preferred Qualifications

• Experience supporting pipeline management, revenue operations, sales process optimization, or GTM performance monitoring initiatives within a high-growth SaaS organization.
• Familiarity with SLA governance, process compliance frameworks, and operational performance management methodologies.
• Experience analyzing CRM adoption, workflow utilization, process effectiveness, and execution performance metrics.
• Knowledge of GTM organizational structures, sales motions, pipeline management practices, and revenue operations best practices.
• Experience partnering with GTM Strategy, Reporting, Business Intelligence, Systems, Enablement, and Sales Leadership teams to drive operational improvements.
• Familiarity with Power BI, Sigma, or similar business intelligence and reporting platforms.
• Demonstrated ability to identify operational inefficiencies and drive data-informed process improvements that enhance GTM execution and business outcomes.