Senior Analyst - Sales Operations

Description of Duties

Grafana’s GTM organization is looking for a Director of Strategy & Planning. Reporting to our VP of Revenue Operations, you will work with a cross-functional team of stakeholders to define growth strategies, provide insights to business performance, and set the standard for data- driven decision making in GTM. To be successful, you will be able to operate in an unstructured, fast paced environment as you help build the foundations for our future growth. 

Key Responsibilities

• Establish standard reports and tools to analyze business performance, help set operational targets, and drive planning processes with the Go-To-Market Operations team

• Evaluate changes to our GTM organization: roles, targets, capacity planning

• Work with Global and Regional Sales and Services leaders to evaluate strategic opportunities and/or transformational initiatives; New market evaluation, M&A integration, vertical planning, pricing, etc.

• Become an expert in how our GTM data is captured, how it ties to underlying business processes, and how it impacts key metrics and reports. 

• Identify operational gaps in our reporting capabilities and/or inefficiencies in the planning process. Work with Analytics and Business Systems teams to build scalable solutions.

• Help create the connective tissue across our internal stakeholders: Revenue Operations, Marketing, Finance, Data, and GTM leadership

Qualifications

• 7 years of experience in strategy and operations, consulting, enterprise technology sales/strategy, or a similar role

• Demonstrated track record of strategic thinking and analysis--seeing over the horizon to identify opportunities, envision models, and strategic paths to capture opportunities, as well as spot emerging risks

• Strong modeling and analytical skills – comfort with complex segmentation analysis and workforce planning

• Excellent communication skills with executive audiences - explain “what it is”, “why it matters” and “what should we do” in terms of your data and analysis

• Experience in a Sales or GTM organization, and familiarity with common sales methodologies (MEDDPICC or MEDDIC) and models ( rep productivity, rep capacity, campaign influence, and quota modeling)

• High comfort with ambiguity. You identify the right priorities and put in the hard work without need for external motivation

• You think critically and creatively, continually reorienting to obstacles to define a better way to achieve our goals.

A plus if you have the following

• Previous experience in open source 

• Experience with Grafana, Tableau or other analysis/BI tools.

• Familiarity with Salesforce CPQ, Zuora, or other CPQ / Q2C / subscription management tools.

• Familiarity with marketing automation (Marketo) or sales productivity tools (Outreach, Clari, People.ai).

• Familiarity with SQL or similar database querying language (you won’t be deep in SQL, but helps to have heard of a LEFT JOIN).

What you’ll bring to the role

You are an entrepreneurial and industrious leader that thrives collaborating with teammates that challenge you to grow every day. Your background in Sales/GTM gives you the confidence to hit the ground running to quickly add value and rigor to Grafana’s field teams. You carefully balance the ability to put a hard technical problem under a microscope, without losing sight of the bigger picture required to effectively communicate with stakeholders.  You prioritize those things that are important and urgent (instead of just doing more).  In the United States, the OTE compensation range for this role is $76,000 - $91,000.  Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity, bonus (if applicable) and other benefits listed here.