Senior GTM Demand Programs and Analytics Manager

Accountabilities: Sales Playbooks: Lead the development and management of sales and business development playbooks for direct and indirect sales channels. Define campaign strategies, build and refresh account and contact reports, develop messaging, and ensure each play is measurable against pipeline outcomes. Sales Incentive Programs: Own incentive programs from planning through execution and evaluation. Establish performance thresholds using historical data, develop forecasts, align with sales and business development leaders, monitor adoption and results, coordinate payouts, and identify opportunities to improve return on investment. Salesforce CRM Management: Serve as a power user of Salesforce Sales Cloud, developing reports, campaigns, list views, and field logic to support territory planning, demand generation, and sales execution. Partner with Revenue Operations and IT to implement effective solutions. Data and Analytics: Build datasets, segmentation models, SQL queries, and Tableau dashboards to support account prioritization, territory planning, program measurement, and pipeline analysis. Translate findings into clear, actionable recommendations for business stakeholders. AI and Automation: Apply modern AI tools, workflows, prompts, and agents to automate manual analysis, data hygiene, list building, and reporting. Develop scalable systems and help colleagues and field teams adopt new capabilities. Cross-Functional Collaboration: Partner with Sales, Business Development, Marketing, Customer and Field Marketing, Revenue Operations, IT, and executive leadership to gather feedback, refine programs, communicate performance, and align priorities. Program Optimization: Establish feedback loops, track key performance indicators, and continuously improve demand programs based on pipeline contribution, adoption, efficiency, and business impact. Global Teamwork: Collaborate with colleagues across regions, share knowledge and best practices, and contribute to improving the team's technical capabilities and operating standards. Requirements At least 6 years of experience in Sales Operations, Revenue Operations, go-to-market analytics, or demand generation within a B2B SaaS environment, with demonstrated success building programs that generate measurable pipeline. Bachelor's degree in Business, Marketing, Analytics, Computer Science, or a related field, or equivalent professional experience. Advanced proficiency in Salesforce Sales Cloud, including reporting, campaigns, CRM data models, and account and contact logic. Strong SQL skills, including complex joins, window functions, and the development of views and tables for business analysis. Proven experience developing, publishing, and maintaining Tableau dashboards used by business leaders for performance monitoring and decision-making. Practical experience applying modern AI tools, including prompts, agents, skills, or workflow automation, to deliver measurable improvements in productivity and business outcomes. Experience designing, managing, or analyzing sales incentive programs and evaluating their impact on seller behavior and pipeline generation. Strong analytical judgment, with the ability to validate assumptions, interpret complex data, and communicate insights clearly to both executive leaders and frontline sales teams. Demonstrated ability to manage multiple workstreams independently, take ownership of programs from planning through delivery, and meet quarterly business deadlines. Excellent communication, collaboration, stakeholder management, and problem-solving skills. Preferred: Experience with sales engagement platforms, conversation intelligence tools, intent and technographic data, contact enrichment, LinkedIn prospecting, and champion-tracking solutions. Preferred: Experience supporting sales and business development teams through territory planning, account prioritization, and contact acquisition. Preferred: Familiarity with Google Apps Script, Python, APIs, or other tools used to automate workflows and integrate systems. Benefits Competitive base salary: Estimated annual range of $120,000–$140,000, with compensation varying by geographic market, relevant skills, knowledge, and experience. Flexible work arrangements: Remote opportunities available in eligible U.S. states, with hybrid options in Draper, Utah, and Raleigh, North Carolina. Work-life balance: Flexible working hours and Responsible Time Off (RTO), along with paid holidays and sick time. Retirement savings: 401(k) plan with employer matching contributions. Healthcare support: Health Savings Account (HSA) with an employer contribution and Flexible Spending Account (FSA) options. Family support: Up to 12 weeks of paid parental leave and up to 10 weeks of paid adoption leave. Wellness resources: Access to well-being applications, an Employee Assistance Program (EAP), and benefits navigation support. Remote-work reimbursements: Assistance with gym memberships, cell phone, and internet expenses. Additional perks: Discounted pet insurance, electronics, travel, theme park tickets, and other offers. Virtual healthcare: Access to virtual care services and tools to help navigate healthcare benefits. Employee account: A personal account with lifetime access. Professional impact: Opportunities to work with global teams, leverage modern AI technologies, and directly influence pipeline generation, sales effectiveness, and operational efficiency.a