Senior GTM Analyst

Details

Nebius is building a full-stack AI cloud platform for data and model training through production deployment. The Senior GTM Analyst will join the Sales Operations / GTM Analytics team and own core GTM reporting, analytics, and high-impact analytical workstreams supporting decisions on commercial performance, capacity, coverage, and GTM investment. The role works across Salesforce, Postgres/YTsaurus, Tableau, Excel, and other data sources to produce reliable reporting, analytical models, insights, and recommendations. The role reports to the Senior Manager, GTM Analytics and Insights.

Responsibilities

• Build, maintain, and improve Tableau and Salesforce dashboards and recurring GTM reports.
• Lead analytical workstreams covering annual planning, territory and coverage design, pipeline generation, sales productivity, forecasting, capacity planning, and resource allocation.
• Write SQL queries to investigate pipeline, bookings, conversion, activity, territory, productivity, and funnel performance trends.
• Own GTM dashboards, metric definitions, reporting logic, and recurring performance reporting as scalable products.
• Understand and influence the data model behind reports, including source systems, joins, aggregation grain, refresh logic, ownership, and known data-quality issues.
• Investigate metric inconsistencies and identify whether root causes relate to business performance, data quality, systems design, logic, or interpretation.
• Partner with CRM, Data, and Systems teams to ensure Salesforce and warehouse architecture supports scalable reporting and analytics.
• Translate ambiguous stakeholder requests into clear analysis and repeatable reporting products.
• Develop analytical frameworks and models for scenario planning, resource allocation, productivity measurement, and GTM investment decisions.
• Support GTM planning, territory reviews, forecasting, and performance deep dives.
• Proactively identify business opportunities and questions that leadership should consider.
• Use Claude, Codex, and other AI tools to improve analysis, automate repeatable workflows, and build internal analytics products.
• Document metric definitions, dashboard logic, data lineage, and reporting assumptions.

Requirements

• 5+ years of experience in analytics, Revenue Operations, Sales Operations, business intelligence, or a similar role, with experience owning senior analytical workstreams end to end.
• Strong SQL skills, including joins, common table expressions, aggregations, and window functions, with the ability to validate query logic against business definitions and source-system behavior.
• Experience with Tableau, Power BI, Looker, Salesforce reporting, or a similar BI/reporting tool.
• Strong Excel or Google Sheets skills for analysis, quality assurance, and stakeholder-facing reporting.
• Comfort using AI tools for analysis, documentation, automation, and internal workflows.
• Strong understanding of GTM metrics, including pipeline, ARR, bookings, conversion rate, win rate, sales cycle, quota attainment, funnel stages, and sales productivity.
• Experience working with Salesforce data or another CRM, including awareness of data-quality, process, and systems-architecture issues.
• Ability to influence senior non-technical stakeholders, communicate findings clearly, and explain data limitations.
• Strong attention to detail regarding metric definitions, data quality, dashboard logic, and source-of-truth decisions.
• Curiosity about how Sales, Marketing, Customer Success, and Finance processes are reflected in data.

Nice To Have

• Experience with dbt, Postgres, YTsaurus, or similar analytics engineering and warehouse tools.
• Experience supporting Sales Operations, Revenue Operations, GTM strategy, Data, Systems, or analytics engineering teams.
• Familiarity with territory planning, forecasting, capacity planning, resource allocation, lead routing, account segmentation, quota setting, or compensation reporting.
• Experience in a fast-moving SaaS, cloud, infrastructure, or B2B technology company.
• Interest in using AI tools to automate reporting and improve analytics workflows.

Benefits

• Base compensation range of $145,000–$172,000 USD.
• 100% company-paid medical, dental, and vision coverage for employees and families.
• 401(k) plan with up to a 4% company match and immediate vesting.
• Paid parental leave of 20 weeks for primary caregivers and 12 weeks for secondary caregivers.
• Remote work reimbursement of up to $85 per month for mobile and internet.
• Company-paid short-term, long-term, and life insurance.
• Career growth and learning opportunities, flexibility and ownership, a collaborative culture, and the opportunity to work on impactful AI projects.
• Applicants must be authorized to work in the country in which they apply and provide proof of employment eligibility.