Build and maintain GTM and pipeline analytics, own forecasting and pipeline-quality metrics, execute recurring revenue operating cadences, maintain SQL queries and BI views against Salesforce/Redshift, support systems rollouts, and produce ad hoc analyses to inform leadership decisions.
About the role
This role sits inside the Revenue Strategy function and reports directly to the Head of Revenue Strategy & Operations. The mandate: turn the signal that already exists in Salesforce, Redshift, and our operational data into analysis that informs how leadership allocates resources and makes commercial decisions — and run the operating cadences that deliver that work reliably.
The role blends two disciplines. The first is analytical execution: building the queries, models, and analytical outputs the Revenue Strategy function runs on. The second is program execution: owning recurring deliverables end-to-end — managing inputs, timelines, and stakeholders so that leadership's operating rhythm runs without being chased. You'll partner closely with the Head of Revenue Strategy & Operations, who shapes the strategic recommendations, board narratives, and territory and comp decisions your work feeds — but you own your workstreams from question to delivered answer.
What you'll do
- Channel and pipeline analytics. Thatch sells through multiple GTM motions simultaneously, each with different unit economics and conversion dynamics. You will build and maintain the recurring analyses that make those differences visible — win rates by segment, geography, and channel; broker quoting and attribution analysis; and pipeline pacing against target.
- Forecasting and pipeline quality support. You will maintain the analytical layer behind our pipeline quality and forecasting standards — snapshot queries, coverage ratios, and stage conversion analysis — and flag when the data says the forecast is at risk.
- Operating cadence execution. You will run the recurring rhythms of the Revenue Strategy function end-to-end: MBR/QBR data builds, forecast cycle prep, and incentive program tracking (e.g., SPIFs) — sequencing dependencies, gathering inputs from Sales, Finance, and Marketing stakeholders, and delivering on deadline without escalation.
- GTM data infrastructure. You will own the SQL layer that Revenue Strategy runs on: clean, documented, reusable queries against Salesforce and Redshift, and the BI views that keep leadership's standing metrics accurate and current.
- Systems and process rollout support. You will support GTM systems changes from spec through rollout — partnering with RevOps on Salesforce data hygiene, field and flow changes, and validation that downstream reporting survives the change.
- Ad hoc analysis. You will support the Head of Revenue Strategy on board preparation, QBR/MBR builds, segment and territory analysis, and other work that requires turning raw data into a clear finding — fast.
Background we're looking for
- Experience. 2–4 years in GTM analytics, RevOps, BizOps, or a related analytical role in a high-growth technology company. Exposure to sales or revenue teams is strongly preferred.
- Technical fluency. Strong SQL is required. Experience with Salesforce as a data source, Redshift or Snowflake, and a BI tool (Sigma, Metabase, Tableau, or equivalent) is expected. Python or dbt is a plus.
- Analytical rigor. You can structure an analysis, sanity-check your own work, and know when a result is right versus when it merely looks right. Familiarity with core GTM math — win rates, conversion, coverage, unit economics — is expected.
- Communication. The output of this role is not dashboards; it is answers. You can write a clear, concise summary of what an analysis shows and what it implies.
- Ownership. You flag when a number is wrong before someone else notices. You treat the work as yours.
What to expect
We interview rigorously based on integrity, talent, and drive; the trust we display in our teammates from day 1 is a reflection of the confidence we have in this process. We aim to evaluate the things you’ll be doing every day as best we can, and we move quickly. Here's what to expect:
- 30 minute video meeting to talk through your background and interest in Thatch
- 45 minute video meeting with the hiring manager to dive deeper into your experience and the role
- 60 minute video meeting to meet 2 members of the team
- 60 minute video meeting with the hiring manager to work through a live case study
- 45 minute video meeting with department leadership to address career goals and alignment to role
- 45 minute video meeting with our founders to discuss your approach to culture and our operating principles
Estimated Compensation Range
$135,000—$142,000 USD
About Thatch
We’re a fully distributed early stage company using technology to change the way America does healthcare. We’re a happy, friendly, high-velocity team. You can read more on Thatch here.
Similar Jobs
Digital Media • Information Technology • News + Entertainment
Field-based enterprise seller responsible for developing territory strategy, prospecting and closing mid-market and enterprise multi-location accounts. Delivers face-to-face presentations, builds partner relationships, positions Comcast Business solutions, ensures customer retention, and meets/exceeds financial targets while coordinating with internal teams.
Top Skills:
23)Business ContinuityCustomer Premise Equipment (Cpe)CybersecurityDisaster RecoveryEthernetLanMan (Metropolitan Area Network)Network SecurityNetworking Protocols (Layers 1Sd-WanVoipVpnWanWdm
Digital Media • Information Technology • News + Entertainment
Manage and grow relationships with 20-25 channel partners to drive monthly sales of Comcast Business Class solutions. Recruit, train, and support partners, ensure smooth product installation and post-sale processes, provide sales forecasting via Salesforce, and act as liaison for partner sales issues. Work flexible hours including nights and weekends as needed.
Top Skills:
Salesforce
.png)
Food • Software
Lead strategy and execution for automated marketing on behalf of thousands of restaurants. Own campaign creation/automation (email & SMS), diner database and consent model, agentic layer to convert data into marketing actions, marketing measurement standards, and activation/adoption of campaign tools.
Top Skills:
AgentsAIAutomationCRMEmailProduct AnalyticsSegmentationSmsSQL
What you need to know about the Boston Tech Scene
Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
