About the role
Responsibilities:
- Develop and maintain reports and dashboards that track core Sales and PLG KPIs, including trial conversion, product adoption, feature activation, and revenue performance.
- Serve as the Operational Intelligence team's analytics partner for Sales and Revenue Operations, translating business questions into reliable, actionable reporting.
- Build and maintain data models in Snowflake that support sales and PLG analytics use cases for the Pave product.
- Contribute to our centrally governed data layer by authoring and submitting dbt pull requests that extend our enterprise data models for GTM use cases.
- Collaborate closely with data engineering to align on modeling standards, data quality practices, and pipeline dependencies.
- Partner with Revenue Operations to ensure GTM metrics, including free trial signups, time-to-activate, product-qualified leads, trial conversion, and expansion signals, are consistently defined and trusted across reporting.
- Support operating mechanisms including GTM business reviews, reporting cadences, and recurring operational processes where data accuracy and timeliness are critical.
- Identify trends in product usage and PLG motion that inform sales strategy and prioritization.
- Enable self-service analytics by building reusable datasets and maintaining clear, accessible documentation.
- Ensure data quality and consistency across sales and product analytics workflows.
Requirements:
- 5 to 8 years of experience in data analytics, business intelligence, or GTM/sales analytics roles.
- Strong SQL skills with solid experience in data modeling and working with cloud data platforms, ideally Snowflake.
- Demonstrated experience supporting Sales, Revenue Operations, or GTM teams in a SaaS environment, including supporting business reviews and recurring reporting cadences.
- Strong understanding of how operational teams consume and act on data, not just how to model it.
- Solid understanding of PLG concepts, product usage analytics, and GTM metrics.
- Hands-on experience contributing to dbt projects, including writing models, tests, and documentation.
- Ability to define and standardize business metrics across stakeholder groups.
- Strong communication skills, able to present data clearly to both technical and non-technical audiences.
- Comfortable working cross-functionally in a globally distributed, async-friendly environment with some US business hours overlap.
Nice to Have:
- Experience with Power BI or comparable BI and data visualization tools.
- Experience with CRM data (Salesforce) and revenue analytics platforms.
- Familiarity with PLG tools or product analytics platforms such as Amplitude, Mixpanel, or Pendo.
- Exposure to data governance and data quality frameworks.
- Experience working in a product-led or hybrid sales-led/PLG SaaS organization.
What Success Looks Like:
- Sales and Revenue Operations teams have reliable, consistent visibility into trial conversion, PLG signals, and expansion opportunities.
- PLG signals from Pave are systematically tracked and surfaced to inform sales prioritization.
- Key GTM metrics are clearly defined, documented, and trusted across the organization.
- Operating mechanisms, including GTM business reviews and reporting cadences, are consistently supported with accurate, timely data.
- Self-service reporting adoption grows within Sales and Revenue Operations teams.
- Contributions to the central DBT model are well-tested, documented, and aligned with enterprise standards.
- Strong working relationships are established with Data Engineering and Revenue Operations counterparts.