GTM Strategy & Operations at Motive drives growth, productivity, and predictable business performance across the customer lifecycle. We are a low-ego, collaborative team that gets into the details, challenges assumptions, and takes ownership of turning ideas into results.

We are looking for a Senior Manager, GTM Strategy and Analytics to shape how our go-to-market organization finds, trusts, and uses data. You will own the roadmap for GTM analytics products and insights, partnering with Sales, Marketing, Customer Success, Finance, and central Data teams to give leaders and operators a consistent foundation for decisions.

Your initial mandate is to turn recurring, business-critical spreadsheet analytics into scalable products in Hex or a similar platform. That means codifying the data models, metric definitions, and business context behind the numbers, then building ways for executives, frontline managers, analysts, and AI agents to get reliable answers. You will connect that foundation to the decisions that improve pipeline conversion, seller productivity, retention, expansion, and investment efficiency.

This is a hands-on leadership role. You will set direction, build analytical products, and serve as the GTM subject matter expert on our analytics data and platform. You should be as comfortable challenging a data model with Data Engineering as explaining a business recommendation to an executive. There are no direct reports initially; the opportunity to build a team will depend on business needs and the strengths of the person we hire.

We prefer candidates who can work from our San Francisco, Austin, or Nashville offices. Remote candidates will also be considered based on fit for the role.

What You'll Do:

• Define and execute the GTM analytics roadmap. Assess current reporting, identify the highest-value decisions and workflows, and sequence improvements across data foundations, recurring analytics, self-service, and AI-assisted access.
• Modernize recurring analytics. Transition critical spreadsheet reporting into reliable products in Hex or a comparable platform, automate refreshes, validate results, and retire duplicate reports as users adopt the new tools.
• Establish consistent metrics and business context. Align definitions with Finance and central Data teams, resolve differences across GTM functions, and maintain a shared metric catalog with clear ownership, calculation logic, and guidance on appropriate use.
• Shape the underlying data models. Define analytical requirements and review dimensional models, entity relationships, and metric layers with central Data teams. Partner with Data Engineering and Systems on upstream pipelines, data quality, and changes to source systems.
• Build trusted self-service analytics for people and AI. Develop intuitive dashboards, reusable models, and governed access to metrics and context. Evaluate AI-assisted querying and insight delivery for accuracy, consistency, and usefulness in real GTM workflows.
• Turn insights into business action. Proactively investigate performance, test hypotheses, surface risks and opportunities, and recommend changes. Partner with business owners to measure the resulting impact on growth, productivity, and revenue predictability.
• Strengthen planning and business reviews. Own the analytical products and insights that support these processes, working with planning and segment Operations leaders to make trends, drivers, and tradeoffs clear.
• Set standards and drive adoption. Establish intake, prioritization, validation, documentation, and change practices for analytics products. Equip the GTM analyst community with reusable approaches and measure success through trusted answers, adoption, reduced manual work, and better business outcomes.

What We're Looking For:

• 8+ years of experience in analytics, business intelligence, analytics engineering, or GTM strategy and operations, including substantial experience at a growing B2B software or technology company.
• Deep data modeling expertise, including dimensional modeling, entity design, and metric layer design. You can evaluate and challenge a model's assumptions, relationships, and business logic.
• Expert SQL skills and hands-on experience with modern data platforms and modeling tools, such as Snowflake or BigQuery; experience with Hex or a comparable analytics environment is valuable.
• A track record of scaling recurring analytics, establishing trusted metrics across stakeholder groups, and building products that business teams actively use.
• Strong understanding of B2B GTM motions, Salesforce data, and metrics across pipeline, conversion, sales productivity, retention, and expansion. You understand how operating processes shape the data and its interpretation.
• Practical experience using AI in analytical workflows and an informed view of the data foundations it needs, including semantic layers, business context, text-to-SQL, and agent access to governed data. You know how to validate answers and make limitations clear.
• Demonstrated ability to turn ambiguous business questions into analytical and technical requirements, influence executives and technical partners, and lead cross-functional work without formal authority.
• Clear written and verbal communication, sound prioritization, and a strong ownership mindset. You combine strategic judgment with the willingness to build, investigate discrepancies, and follow through on adoption.
• Experience with hardware-enabled software or payments businesses, leading an analytics platform migration, and developing analytics talent would be valuable.