Director, GTM Analytics

For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters.

Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday.

The Director of GTM Analytics will lead analytics strategy and insights across our go-to-market organization. This role will be responsible for transforming and interpreting data to provide actionable insights that drive revenue growth, improve efficiency, and support strategic decision-making at the executive level across sales, marketing and customer success teams.

This role is an imperative edge in our go-to-market strategy, providing the insights and acumen for our marketing and sales data-driven revenue operations.

Your mission is to build capabilities that enable us to build predictable pipeline, accelerate revenue velocity, and create a connected ecosystem across marketing, sales, and customer success. You’ll leverage data, automation, and people development to scale growth efficiently and sustainably.

You Will:

• Design, implement, and continuously optimise the key process indicator model for revenue generation.
• Lead analysis across the full revenue funnel: demand generation, pipeline, bookings, expansion, retention, and churn
• Partner with executive leadership & finance on revenue modeling, sales forecasting, and demand generation planning
• Surface insights that challenge assumptions and influence decision making, enabling leaders to proactively adjust strategies rather than react after the fact
• Identify trends, risks, and inefficiencies across segments, regions, and customer cohorts
• Partner with Data Engineering and Rev Ops to ensure high-quality, trusted GTM data
• Oversee dashboards, reporting, and self-service analytics to provide real-time visibility for GTM stakeholders
• Drive adoption of analytics tools and data-driven decision-making across the organization
• Ensure the organization’s data hygiene, governance, and GTM analytics capabilities become best-in-class.
• Expert marketing business acumen that enhances modeling providing timely insights for optimization of global programs
• Partner with Marketing functions to design predictive models for pipeline forecasting, and territory planning. Informing bi-directional views and reporting
• Ignite a culture of inclusivity, recognizing the strengths that individuals bring to the team to promote engagement and development opportunities
• Other responsibilities as assigned

You Have:

• Bachelor’s degree in business analytics or related field
• 10+ years of marketing / sales experience at a B2B company, preferably in enterprise software
• Deep understanding of modern GTM models — inbound/outbound, ABM, PLG, and ecosystem.
• Data-driven mindset with proficiency in sales analytics, pipeline modeling, and revenue forecasting.
• Proven experience in building and leading teams and programs
• Executive-level communication and influence skills — equally comfortable in boardrooms and sales huddles.

Current US Perks & Benefits:

• Medical/vision and dental coverage options for full-time employees
• 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay)
• Monthly stipend to support your work and productivity
• Flexible Time Away Program, plus Sick Time Off
• US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
• US employees receive 12 paid holidays per year
• Up to 24 weeks of Parental Leave
• Personal paid Volunteer Day to support our community
• Opportunities for professional growth and development including access to Udemy online courses
• Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
• Teleworking options from any registered location in the U.S. (role specific)

Smartsheet provides a competitive base…