Head of Sales Strategy & Analytics

The Role Our GTM organization is scaling fast and needs a strategic and analytical foundation to match. In this role you will lead our Sales Strategy and Revenue Analytics pillars, reporting to the VP of Revenue Operations. This role requires someone who has operated in a consumption or usage-based business and understands how that changes forecasting, territory design, and what good GTM metrics actually look like. You’ll own the foundation the GTM org runs on: operating model, territory and coverage design, revenue and GPU forecasting, QBR/WBR operating cadence, and the repeatable sales motions that turn annual strategy into quarterly execution. You’ll be a strategic partner to sales leadership and a connector across Sales, Finance, Data, and Product. You’ll set the operating model, defend it with data, and change it when the business changes. We want someone who measures their impact in decisions changed, not decks delivered. What You’ll Own 1. GTM Operating Model and Territory/ROE Design Own how the GTM organization is structured to win: segment coverage, territory design, rules of engagement across GTM and Product, and quota-setting philosophy. Translate annual targets into territory plans that give every rep a fair book and every segment the right level of coverage. Revisit and adjust as the business evolves. 2. Revenue and GPU Forecasting Build and own the forecasting process across bookings, renewals, and consumption in partnership with Finance, Sales, and Data. Establish a methodology that works for a business where committed ARR and consumption expansion behave differently. Deliver forecasts leadership can trust, with clear variance explanation and recommended actions. 3. Business Partnership and Operating Cadence Run the QBR, WBR, and planning forums that keep the GTM organization aligned, accountable, and moving. Design the cadence, own the agenda, and make sure the output is decisions and actions, not status updates. Act as a strategic advisor to GTM leaders, surfacing pipeline risk and growth opportunity before it shows up in results. 4. Sales Process into Repeatable Motions Define and execute a consistent sales process across account planning, territory planning, and pipeline generation. Turn what works into a playbook. Instrument it so performance is visible, coaching is targeted, and the team gets better over time. Minimum Qualifications 10+ years in Revenue Strategy, Sales Strategy, Sales Operations, or Revenue Operations at B2B companies Has owned an end-to-end forecasting process, not just contributed to one Has designed territory and quota models at scale Has built and led a team with direct reports across strategy or analytics functions Strong analytical foundation: can build a model from scratch, not just interpret one Preferred Qualifications Experience at a usage-based, consumption, or API-first company Has run strategy and operations across both enterprise and PLG/product-led motions simultaneously Comfortable presenting to CFO, board, and executive team with well-reasoned variance analysis Has worked at an AI/ML infrastructure, developer tools, or high-growth technical B2B company #J-18808-Ljbffr fireworksai