Director of GTM Analytics

About us:
At Fullbay, our mission is simple — to create safer roads for our families and yours. As leaders in the heavy-duty repair industry, we power shops with technology that helps them run smarter and more efficiently. As an AI-First company, we invite artificial intelligence to eliminate friction, spark innovation, and drive efficiencies in every conversation — for our teams and our customers.

Position Overview:
The Director of GTM Analytics owns how Fullbay measures, forecasts, and understands its go-to-market performance. This role sets the analytics strategy for Sales, Marketing, and Customer Success; defines the metrics and reporting standards the business runs on; and leads the team that turns pipeline, revenue, and customer data into decisions. Working in close partnership with the Director of GTM Technology, who owns the architecture and integrity of the underlying systems, this role ensures that analysis is built on trusted data and that leadership has a single, consistent view of GTM performance. The Director of GTM Analytics serves as the primary analytical advisor to the SVP of RevOps and Extended Leadership on where the business is, where it is headed, and what to do about it.

The Right Wrench for the Job:
This role is for someone who is genuinely passionate about go-to-market and about analytics — someone who is energized by finding the story in the data and by helping a revenue team make better decisions because of it. They care as much about the business question behind a report as the report itself, and they bring that curiosity and enthusiasm to the team they lead.

Primary Duties & Responsibilities:

• Strategy & Metrics
  • Sets the analytics strategy and roadmap for go-to-market reporting, forecasting, and insight across Sales, Marketing, and Customer Success
  • Defines and governs the company's core GTM metrics, KPIs, and reporting definitions, ensuring a single source of truth for how performance is measured
  • Partners with the Director of GTM Technology to ensure data structures, integrations, and system configurations support accurate, scalable analytics
    
• Reporting, Forecasting & Insight
  • Owns forecasting and pipeline inspection, providing leadership with accurate, timely visibility into pipeline health, coverage, and expected revenue
  • Owns executive and board-level GTM reporting, translating complex data into clear narratives and recommendations
  • Leads territory and quota planning analytics, including market sizing, segmentation, and capacity modeling
  • Owns customer health and retention analytics, identifying the leading indicators of churn, expansion, and long-term customer value
  • Conducts and oversees deep-dive analyses (funnel conversion, win/loss, sales cycle, segment performance) that inform strategic GTM decisions
    
• Team Leadership
  • Manages and develops the Senior GTM Analyst and future analytics team members, setting priorities, reviewing work, and building capability over time
  • Establishes analytical standards, documentation practices, and quality review processes for all GTM reporting
  • Identifies opportunities to automate recurring reporting and analysis, including through the use of AI tools, so the team spends its time on insight rather than production
    
• Cross-Functional Partnership
  • Acts as the primary analytical partner to the SVP of RevOps and to Sales, Marketing, and Customer Success leadership
  • Translates business questions from Extended Leadership into prioritized analytics work and communicates findings to both technical and non-technical audiences
    
• General
  • Uses AI tools (including Claude) to accelerate analysis, reporting, and documentation
  • Adheres to all confidentiality, compliance, and company standards
  • Performs other duties as assigned
    

Minimum Education & Work Experience:

• Bachelor's degree in Business, Analytics, Information Systems, Finance, or a related field
• 7+ years of experience in go-to-market analytics, revenue operations, or business intelligence within a SaaS environment
• 2+ years of experience managing people or leading an analytics team
• Experience with BI and data management tools and platforms (e.g., Tableau, Power BI, Looker, or comparable)
• Experience with Salesforce or a comparable CRM platform
• Experience presenting analysis and recommendations to executive leadership
  

Key Skills and Qualifications:

• Deep expertise in GTM metrics, forecasting methodologies, and pipeline analysis
• Strong analytical and quantitative skills, paired with the judgment to know which questions matter most
• Proficiency with SQL, Excel, and BI and data visualization tools
• Strong people leadership skills, with the ability to develop analysts into more autonomous, strategic partners
• Ability to translate complex data into clear, compelling narratives for executive audiences
• Excellent written and verbal communication skills
• Strong instincts for data integrity and accuracy
• Self-starting and comfortable working independently in a remote environment
  

Physical Demands and Work Environment:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

• Regularly required to sit at a desk in front of a computer and use hands to finger, handle, or feel objects, tools, or controls (including a computer keyboard and operating a telephone), lift and/or move up to 10 pounds. 
• Frequently requires the use of hands and arms for reaching, as well as the ability to walk and communicate effectively through speaking and listening.
• Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus.   
• Noise level in the work environment is usually moderate.
• Type on a computer keyboard and look at a computer monitor, and operate a cell phone or a computer-based phone