Revenue Strategy & Forecasting Analyst

What You’ll Do

Revenue Forecasting / GTM Strategy

Own the weekly and monthly revenue forecasting cadence across Audience and Analytics product lines, covering both consumption-based project revenue and subscription arrangements

Build and maintain forecast models that triangulate signals from pipeline stage, historical run-rates, deal velocity, consumption pacing, rep attainment patterns, and contract structure

Understand how contract terms — minimum commitments, consumption schedules, renewal windows, expansion clauses — affect revenue timing and recognition, and incorporate that nuance into forecast models

Proactively identify risk and upside in the forecast, communicate assumptions clearly, and drive accountability with Sales leadership

Continuously refine forecast methodology — tracking variance to actuals, diagnosing root causes, and improving accuracy over time across different product and revenue model types

Navigate data that is, at times, messy or inconsistently structured: exercise judgment about when to normalize, when to flag gaps, and when to present ranges rather than point estimates

Build reporting frameworks that hold up even when underlying data is imperfect or arrives on different timelines — e.g., consumption data that lags, subscription bookings that close unevenly, or contract structures that span fiscal periods

Play a key analytical role in annual quota-setting, territory design, and headcount capacity modeling

Build bottom-up and top-down models to stress-test plans across usage and ARR revenue streams

Sales Productivity & Pipeline Analytics

Develop and maintain a suite of sales productivity metrics including quota attainment, ramp-to-productivity, activity-to-outcome ratios, average deal size, and win/loss rates by segment and product

Analyze pipeline health across coverage ratios, stage conversion rates, deal velocity, and aging — surfacing early warning signals before they become forecast misses

Track and contextualize performance across Audience and Analytics product lines, which have distinct sales motions, deal structures, and productivity norms — and know how to compare them meaningfully

Produce recurring pipeline reviews for Sales leadership with clear, insight-led narratives — not just data exports

Support real-time deal reviews by providing analytical context for key opportunities and risk accounts

Executive Reporting / Chief of Staff to the CRO

Collaborate closely with Finance, Sales leadership, and Marketing to align GTM programs

Help the business understand how to allocate capacity across product lines with different growth profiles, sales cycles, and revenue recognition patterns

Produce weekly, monthly, and quarterly business reviews — synthesizing complex, multi-dimensional data into crisp, decision-ready narratives

Present findings directly to senior leadership and be prepared to defend your methodology and assumptions in real time

Work with sales leaders to drive accountability in their goals and objectives

Who You Are

BA/BS in Finance, Economics, Data Science, Business, or a related analytical field from a top tier university
3–5 years of experience in Investment Banking, Management Consulting, FP&A, Revenue Strategy or a similar analytically rigorous role;
Deep proficiency in Excel and/or Google Sheets: you can build, audit, and stress-test complex multi-tab models from scratch without hand-holding
Hands-on Salesforce experience: you understand pipeline structure, deal stages, and CRM data deeply enough to interrogate it, not just report from it
Strong data visualization skills: you build dashboards that are polished, maintainable, and designed for executive audiences
Hands-on experience using AI tools — including Claude, Gemini, or comparable LLMs — to accelerate analysis, automate workflows, or improve the quality of written output; you treat AI as a core part of your workflow, not an afterthought
Ability to read and interpret contract terms — minimum commitments, consumption schedules, renewal provisions, expansion rights — and understand how they affect revenue timing, recognition, and forecast behavior
Experience working across multiple revenue model types — consumption/project-based and subscription — and an understanding of how they differ in forecasting, planning, and performance measurement
Proven ability to work with messy, inconsistently structured, or late-arriving data: you have a methodology for handling data quality issues and communicating uncertainty without losing your audience
Exceptional written and verbal communication skills: you can take a complex, multi-dimensional analysis and reduce it to two or three sentences that drive a decision
Comfortable presenting directly to executives and defending your analysis when challenged — with data, not defensiveness
High ownership mentality: you define the problem, structure the analysis, and deliver a point of view — you don’t wait to be told exactly what to build

Nice to Have

MBA from a top program
Experience at an ad-tech, media measurement, or data-driven SaaS company
SQL proficiency for querying data warehouses directly, reducing reliance on pre-built extracts
Familiarity with revenue intelligence platforms (e.g., Clari, Gong) or financial planning tools (e.g., Prophix, Adaptive Insights)
Prior experience supporting a business that operates across both consumption/project and subscription revenue models simultaneously
Experience supporting a scaled sales organization (50+ reps) through a period of rapid growth or significant product expansion
A track record of going beyond standard tools — coding with AI tools, prompt engineering, developing AI-assisted models that meaningfully improve speed or analytical depth