Team Lead, GTM Analytics and Reporting

About G2 - The Company

When you join G2, you’re joining the team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users.

G2 is the world's largest and most trusted software marketplace. More than 100 million people annually — including employees at all Fortune 500 companies — use G2 to make smarter software decisions based on authentic peer reviews. Thousands of software and services companies of all sizes partner with G2 to build their reputation and grow their business — including Salesforce, HubSpot, Zoom, and Adobe. To learn more about where you go for software, visit www.g2.com and follow us on LinkedIn.

As we continue on our growth journey, we are striving to be the most trusted data source in the age of AI for informing software buying decisions and go-to-market strategies. Does that sound exciting to you? Come join us as we try to reach our next PEAK!

About G2 - Our People 

At G2, we have big goals, but we stay grounded in our PEAK (Performance + Entrepreneurship + Authenticity + Kindness) values. You’ll be part of a value-driven, growing global community that climbs PEAKs together. We cheer for each other’s successes, learn from our mistakes, and support and lean on one another during challenging times. With ambition and entrepreneurial spirit we push each other to take on challenging work, which will help us all to grow and learn.

You will be part of a global, diverse team of smart, dedicated, and kind individuals - each with unique talents, aspirations, and life experiences. At the heart of our community and culture are our people-led ERGs, which celebrate and highlight the diverse identities of our global team. As an organization, we are intentional about our DEI and philanthropic work (like our G2 Gives program) because it encourages us all to be better people. 

About The Role

G2 is looking for a Team Lead to join our growing GTM (go-to-market) Planning and Analytics team within our Revenue Operations department, reporting to the Director of GTM Planning and Analytics. This role will be instrumental in providing the business with critical data and insights to help drive strategic decisions and shine a light on business performance. It is critical for this Team Lead to have both strong analytical skills and communication skills to help decipher new data needs and deliver reliable, consistent insights to key go-to-market stakeholders and senior leadership teams.

This role will own and maintain many critical reporting dashboards, partner closely with data analytics teams to unlock data needs, and collaborate closely with revenue operations and sales leaders to develop and fine tune reporting to meet the evolving needs of the business.

Additionally, the Team Lead will be expected to help coach and lead the GTM Analytics team in India. This will include managing their work loads, ensuring all deliverables meet the quality expectations of our team, and coaching individual contributors.

We are looking for a candidate who loves to build processes, drive clarity throughout the business, has incredible data acumen, and is collaborative with an appetite to learn. This role will be hybrid with some degree of flexibility based on cross-functional team schedules.

In This Role, You Will: 

•  Recurring Revenue Reporting and Insights 60%

  • Maintaining comprehensive single source of truth (SSOT) reporting for key business insights in data visualization tools (e.g. Looker), adding new data tables and insights based on evolving business needs and establishing proper data governance to ensure all insights and data relied on remain current and accurate. These dashboards will include our overall business level revenue reporting (relied on by our Sales Ops and Finance teams as SOT for all financial reporting), digital business reporting, product level revenue reporting, current customer and new business reporting, seller attainment and input metrics and more.

  • Collaborate closely with all data stewards throughout the business to ensure a high-degree of understanding of all key internal data sources that are needed to feed into our reporting dashboards, including combining both marketing and product data with core revenue data. This will require a strong understanding of all data living in our Salesforce CRM, in addition to a variety of data across other tools and all living within Snowflake (e.g. UKG employee data, G2 Admin data, etc).

  • Stand-up and maintain documentation for all key metric definitions and dashboard insights for key stakeholders to accurately self-serve off of live dashboards. This documentation will follow standard formatting, be easily accessible in G2’s wifi Confluence space, and be regularly maintained as changes to reporting are pushed live.

  • Proactively recommend improvements to underlying data sources and existing dashboards to improve the reliability of all internal data sources and be more accurate and establish a solid foundation for reporting.

  • Regularly review all dashboards to identify new trends in the data to surface to key stakeholders for further evaluation.

  • Identify ways to automate processes and layer AI into our workflows to improve productivity within the team

  One-off Strategic Reporting Analytics 25%

  • Stand up analytics for emerging leadership focus areas, including but not limited to building new metrics, product deep-dives or segment-level performance insights needed to help evaluate business performance and inform strategic decisions.

  • Partner closely with many cross functional teams to gather reliable data across various internal data sources, clearly understand the problem we’re looking to solve, and deliver data findings and insights in an easy to digest format (with context, takeaways, and links to underlying data often summarized in a few slides).

  • Build models in a way that will enable easy refresh if/when needed, within the GTM analytics team or with direct stakeholders. Note, this work will often be a 1x data pull and insight delivery (ideally via a few Google Sheet slides) which we may need to revisit or refresh on occasion. It is pertinent that we maintain clean documentation of data sources and model cleanliness to ensure refreshing data is feasible and our key stakeholders can understand how we got to our findings.

  • Collaborate with GTM analytics peers to build best practices within the team to enable us to collaborate and support one another on delivering consistent data insights throughout our team.

  Strategic Initiatives 15%

  • Assist and/or lead out a variety of key strategic initiatives, acting as a business analyst and data steward to drive forward refreshed recommendations and strategies based on new data trends. These initiatives can include but are not limited to assisting with pricing and packaging refreshes, our annual planning cycle and G2’s software category targeting work.

  • Scope can vary greatly depending on the initiative and any prior work that has been done. You will be expected to bring your own strategic perspective to the table and provide recommendations based on the data you collect.

Minimum Qualifications:

We realize applying for jobs can feel daunting at times. Even if you don’t check all the boxes in the job description, we encourage you to apply anyway. 

•  5-8 years of experience in business operations, revenue operations, management consulting, finance, or another similar analytical/operational role

• Experience working in a fast-paced environment, either within a SaaS startup or consulting firm

• Experience working within data visualisation, CRM, and other business intelligence tools (e.g. Looker, Salesforce)

• High degree of comfort working with sales teams, data teams, new databases, and technology platforms

• Willing and able to travel to Bangalore office for hybrid experience to build presence and culture in G2 office, particularly with GTM Ops team members (~2 days / week)

• Knowledge of SaaS metrics including but not limited to GRR, NRR, ARR, AMRR, ARPA, Sales Cycle, Pipeline Reporting, Attainment, etc.

• Proficient in both qualitative and quantitative analysis, with exceptional communication skills

• Proactive self-starter and ability to work independently in a dynamic environment

• Strong communication and organizational skills and experience presenting to senior leadership teams

• Impeccable attention to detail in analytics and documentation, leaving no uncertainty to key stakeholders when reviewing the teams work

• Advanced abilities in Microsoft Excel and/or G-Sheets (V-lookups, pivot tables, complex formula statements)

• Proficient with SQL and able to identify and fix code in collaboration with data analytics teammates

• Experience directly managing a small team of business analysts and/or mentoring younger employees

Our Commitment to Inclusivity and Diversity

At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here. 

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