Lead GTM analytics across performance measurement, channel economics, data governance, forecasting, planning, and executive reporting. Own metric definitions, data standards, analytical priorities, and business requirements while partnering with Marketing, Data Science, Finance, RevOps, and Engineering. Analyze funnel, attribution, CAC, payback, conversion, retention, pipeline, and territory performance, translating findings into investment recommendations and strategic decisions for senior leadership.
About the role
This role leads GTM Analytics within the Revenue Strategy function and reports directly to the Head of Revenue Strategy & Operations. You will own how Thatch measures GTM performance, understands channel economics, and governs the data foundation behind commercial decisions.
The role covers three areas: GTM performance and channel economics, GTM data strategy and governance, and analytical support for forecasting, planning, and executive reporting. Your work is the analytical engine behind all three.
You set the analytical agenda for your areas. You decide which questions matter most, focus effort on the highest-value work, and turn findings into recommendations that change where Thatch invests. You will partner closely with Marketing, Data Science, Finance, and RevOps.
What you'll doGTM Performance and Channel Economics
- Build performance frameworks that show GTM health across the full customer lifecycle, from lead through close, onboarding, retention, and expansion.
- Own the framework for comparing Thatch's GTM motions: win rates, CAC, payback, and conversion by segment, geography, and channel, plus broker attribution and quoting performance.
- Partner with Marketing on funnel and attribution, with Data Science on modeling and segmentation, and with Finance on unit economics and scenario analysis.
- Spot emerging trends early and recommend where to invest and where to pull back, including clear tradeoffs.
- Prioritize the analytics roadmap by business impact.
- Own the GTM data strategy and set priorities for the integrity, scalability, and evolution of the GTM team’s data foundation, in partnership with Data Science.
- Define and govern core GTM metrics, business logic, and data standards so every standing number is consistent, auditable, and reconciles with Finance.
- Set governance for definitions, lineage, quality, and usage in partnership with RevOps, Data Science, Engineering, and Finance.
- Define GTM business requirements before technical work begins. RevOps and Engineering keep ownership of technical build.
- Prioritize GTM data initiatives and make sequencing recommendations based on dependencies and business impact.
- Make sure data assets support critical use cases, including forecasting, pipeline management, planning, compensation, and performance measurement.
- Drive adoption of governed metrics and BI across GTM teams.
- Build and maintain the analytical inputs behind the forecast: pipeline snapshots, coverage, stage conversion, and pacing.
- Supply the data and models that feed target setting, capacity planning, and compensation analysis.
- Deliver complete, accurate analytics for board, QBR, and MBR materials on every cycle.
- Flag when the data signals risk to the forecast or plan.
- Break down ambiguous GTM questions, combining data, financial implications, and operational context.
- Lead high-stakes segment, channel, and territory analyses from problem definition through recommendation.
- Present findings, risks, and tradeoffs clearly to senior leadership.
Background we're looking for
- Experience. 5 to 8 years in GTM analytics, RevOps, BizOps, strategy, or FP&A at a high-growth B2B company, with direct partnership with sales, marketing, and finance leadership.
- Technical depth. Expert SQL. Deep experience with sales and product telemetry data, mainstream business intelligence tools.
- Data governance. Experience owning metric definitions and data standards, and turning business requirements into technical specs in a modern data stack.
- Systems thinking. You understand dependencies across CRM, warehouse, BI, and GTM execution, and how a field change flows through to a board metric.
- Commercial judgment. Command of GTM and SaaS metrics, including win rates, conversion, attribution, CAC, payback, and retention.
- Cross-functional influence. You align Marketing, Data Science, Finance, and RevOps on shared definitions and priorities without formal authority.
- Executive communication. You deliver answers, not dashboards, and turn complex analysis into clear recommendations.
- Ownership. You own the numbers, catch errors first, and raise risks early.
Experience we’d be particularly excited about
- Comfort operating in a fast-paced, high-growth environment, balancing speed and rigor with limited resources and evolving data
What to expect
We interview rigorously based on integrity, talent, and drive; the trust we display in our teammates from day 1 is a reflection of the confidence we have in this process. We aim to evaluate the things you’ll be doing every day as best we can, and we move quickly. Here's what to expect:
- 30 minute video meeting to talk through your background and interest in Thatch
- 30 minute video meeting with the hiring manager to dive deeper into your experience and the role
- 30 minute video meeting to meet 2-3 members of the team
- 30 minute video meeting with the hiring manager to work through a live case study
- 30 minute video meeting with department leadership to discuss alignment to our company values and career goals
- 30 minute video meeting with our founders to discuss your approach to culture and our operating principles
Estimated Compensation Range
$112,000—$145,000 USD
About Thatch
We’re a fully distributed early stage company using technology to change the way America does healthcare. We’re a happy, friendly, high-velocity team. You can read more on Thatch here.
Thatch (thatch.ai) San Francisco, California, USA Office
353 Kearny St, San Francisco, California, United States, 94108
Similar Jobs
Artificial Intelligence • Cloud • Computer Vision • Hardware • Internet of Things • Software
Lead large, ambiguous product design initiatives across multiple product areas from problem framing through launch and iteration. Define interaction patterns and visual systems, engage strategic customers, leverage AI tools, ship code across design systems, web products, and mobile apps, mentor designers, and partner with senior leadership.
Top Skills:
Ai ToolsCursorFigma MakeIotMobile ApplicationsWeb Applications
Healthtech • Software
Supports Review workflow and notifications products through requirements gathering, roadmap and backlog support, user research, data analysis, experimentation, bug triage, documentation, training, and product communications. Collaborates with cross-functional and globally distributed teams while developing reporting and dashboarding capabilities and supporting product development operations.
Top Skills:
Google WorkspaceJIRASaaSSQLTableau
Healthtech • Software
Product Manager responsible for driving the vision, roadmap, design, rollout, and lifecycle of Cohere Health’s Review Intake and provider portal products. The role partners with design, engineering, analytics, operations, client success, and strategic clients to improve provider experiences and utilization-management efficiency. Responsibilities include user research, competitive analysis, product requirements, stakeholder alignment, executive presentations, and cross-functional delivery, with an emphasis on applying AI and ML to healthcare challenges.
Top Skills:
AIHealthtechMl
What you need to know about the San Francisco Tech Scene
San Francisco and the surrounding Bay Area attracts more startup funding than any other region in the world. Home to Stanford University and UC Berkeley, leading VC firms and several of the world’s most valuable companies, the Bay Area is the place to go for anyone looking to make it big in the tech industry. That said, San Francisco has a lot to offer beyond technology thanks to a thriving art and music scene, excellent food and a short drive to several of the country’s most beautiful recreational areas.
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
