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Job description
This is a high-leverage strategic role focused on the “Growth” side of the house. You will own the data architecture and strategic planning that powers our Sales organization
Your mission is to use data and AI to ensure our Sales team is targeting the right accounts, at the right price, with the most efficient process possible. You are the architect of our Go-To-Market (GTM) engine
You are a strategic architect who thrives at the intersection of data science, commercial strategy, and systems engineering
You don’t just build dashboards; you build the structural integrity of the entire Sales engine
You possess a “systems-first” mindset, naturally obsessed with creating scalable structures and clean data schemas that allow for advanced AI modeling and predictive lead scoring
As a master communicator, you can distill complex pricing simulations or TAM (Total Addressable Market) analyses into clear, executive-level narratives that drive board-level decisions
You are deeply curious about the frontier of Revenue Operations, constantly evaluating how AI can be leveraged for territory optimization, pipeline forecasting, and automated prospecting intelligence
Define the “Golden Record” ICP and use AI/data to carve territories for optimal rep productivity and coverage
Evaluate and pilot AI tools for pipeline prioritization; build models to predict lead conversion based on win patterns
Partner with Finance and Product on pricing changes; analyze discounts and win/loss data to optimize Price Book and packaging
Redesign funnel stages and data requirements to ensure accurate stage transitions for high-fidelity forecasting
Build “Scenario Models” (e.g., headcount changes) to support leadership’s fiscal planning
Identify process bottlenecks (legal cycles, slow lead response) and drive cross-functional projects to eliminate them
Key Collaborators
Sales leads
To align territory and quota strategy
Marketing Ops
To ensure the “Lead-to-Sales” handoff is seamless and automated
Finance
To align sales targets with the company’s financial goals and P&L
Sales Enablement
To ensure the field understands and adopts new data-driven processes
GTMO
Leadership team
Benefits
Have a direct impact on product and culture
Flexible work and unlimited vacation policy, virtual company events and happy hours
Commuter benefits, a work-from-home stipend, fitness subsidies
Healthcare, Dental, Vision, Short-term Disability, Long-term Disability, Health Reimbursement Account (HRA)
Parental Leave, 401K & Life Insurance
, Hey Lady, and more
Experience evaluating or deploying AI for Sales, such as predictive lead scoring, automated territory carving, or AI-driven “Next Best Action” for repsProven track record of redesigning Salesforce data structures, lead routing logic, and attribution models to support high-growth teamsDeep experience with Sigma, Tableau, or Power BI8-10+ years in Sales Ops, GTM Strategy, or Management Consulting within B2B SaaSExperience leading TAM/SAM/SOM analysis, Pricing & Packaging redesigns, and Sales Incentive/Commission planningBachelor degree in relevant field required. MBA preferredAdvanced Modeling: Expert SQL and Excel/Sheets skills are non-negotiableAdvanced Salesforce (SFDC) knowledge; ability to partner with Admins to drive architectural changes
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Worksite address
somerville, MA, 02145, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.