An overview of this role

As a Senior Revenue Analytics Analyst, you'll be a key partner to our global Sales Strategy, Solutions Architect and Ecosystem teams, using data to improve how we engage in the pre-sales motion, tie trials of our products into consumption, and demonstrate how our Partners influence winning deals and resulting consumption. You'll translate questions from Solution Architect, Sales Strategy, and Ecosystem partners into clear analytical requirements. You'll explore customer engagement, adoption, and satisfaction data and turn findings metrics to build AI tools, analytics, and insights that Field Operations stakeholders can rely on. Working closely with Revenue Analytics teammates and cross-functional stakeholders, you'll build and maintain analytics foundations that power one-to-many engagements, digital touchpoints, and automation. You'll experiment with AI and legacy tech stack tooling to increase speed to insight. You'll also advocate for data quality, consistency, and clear definitions as you shape how we measure and understand customer health and outcomes.

What you'll do

• Partner with Solution Architect, Sales Strategy, Ecosystem, and other Go-To-Market stakeholders and teammates to translate questions about pre-sales engagement, consumption, pipeline, and sales efficiency into clear analytical requirements.
• Design and build AI and analytic solutions that provide actionable insights for trial management, win rates, adoption, conversion, and overall sales metrics.
• Craft well-structured, maintainable solutions in both business intelligence and AI tools that follow internal standards and make it easy for customer-facing teams to monitor performance and take action.
• Partner with operational and data teams to define requirements for stakeholders and engagement data models, shaping how data is collected, structured, and made available for analysis.
• Use segmentation, cohort analysis, and experimentation techniques, such as A/B testing, to inform scaled engagement strategies and forecast the impact of digital programs.
• Serve as a subject matter expert in sales analytics by sharing best practices, documenting logic and methodologies, and providing guidance to help partners and other analysts use data to make better decisions.

What you'll bring

• Experience in analytics roles focused on pre-sales motions and SaaS, including analyzing customer engagement, adoption, and health across the customer lifecycle.
• Background combining data from multiple customer and go-to-market systems to create a unified view of pre-sales and Partner engagements and outcomes.
• Proficiency writing complex SQL queries with joins, aggregations, common table expressions, and conditional logic to support reporting and in-depth analysis.
• Drive analysis of pipeline, pre-sales engagements, trial success rates, and other sales metrics using SQL and Python to uncover trends, risks, and opportunities.
• Collaborate closely with Sales, Field Operations / RevOps, Finance, and Customer Success partners to translate business needs into scalable analytical solutions and tools.
• Partner with teammates to define the quality, structure, and usability of sales data in partnership with central data teams, ensuring consistency across Snowflake, dbt models, and other data sources where relevant.
• Ability to translate complex pre-sales and sales questions into clear analytical approaches, and to communicate findings and recommendations in a concise, accessible way to both technical and non-technical audiences.
• Experience collaborating with cross-functional partners such as Solution Architects, Customer Success, Strategy, Marketing, Product, and Sales in a remote, distributed environment.
• Attention to data quality, consistency, and performance, with a habit of documenting assumptions, logic, and edge cases clearly.
• Openness to experimenting with new tools and methods, including generative AI and experimentation techniques, and to applying transferable skills from related analytics or data roles.

About the team

The Revenue Analytics team sits within GitLab’s Revenue Strategy & Operations organization and focuses on turning sales and go-to-market data into clear, actionable insights for leaders and frontline teams. You’ll join a distributed group that partners closely with Sales, Customer Success, Finance, and other Revenue Operations team members to understand pipeline health, quota performance, and broader go-to-market metrics, and to build the tools and reporting that support better decisions. The team works asynchronously across time zones, using GitLab and our data stack to collaborate on projects, share context, and maintain transparency. Current priorities include strengthening our sales analytics foundation, deepening our use of business intelligence tools like Tableau, and building repeatable analytics that help stakeholders quickly understand performance and identify opportunities to improve results.