Senior Data Scientist, GTM

About this role:

As a Senior Data Scientist for Go-to-Market at fal, you will be the analytical backbone of our revenue organization. Embedded directly with the GTM function, you will own the metrics that tell us how our pipeline is performing, how our sales team is executing, and where the next dollar of revenue is most likely to come from.

This is a high-leverage, high-visibility role. GTM leadership will look to you for the answers — on rep performance, quota attainment, pipeline health, AM coverage, and segment economics — and you'll shape both the questions we ask and the systems we build to answer them. You'll partner closely with Product Intelligence and Data Engineering as part of fal's center-of-excellence data team, while acting as the embedded specialist for everything GTM.

• Own the metrics and reporting that drive sales execution at fal: pipeline health, quota attainment, conversion rates, sales cycle, AM coverage, and segment-level economics.
• Partner directly with the sales leadership and rev-ops to translate strategic questions into measurement frameworks and weekly operating cadences.
• Build the data foundations that make GTM analytics first-class: account-manager tracking, territory and quota models, opportunity-stage instrumentation, and rep-level performance views.
• Run rigorous deep-dives — win/loss, lead source effectiveness, segmentation, expansion drivers — that change how GTM allocates time and headcount.
• Shape the CRM, internal tooling, and downstream data models that everyone in GTM depends on, and set the standards for how GTM data is captured, joined, and trusted.

• 5+ years of experience in data science or analytics roles, with at least 3+ years specifically in GTM, Rev Ops, or sales analytics at an enterprise or B2B SaaS company. This is a hard requirement — we are looking for someone who has seen many variations of this problem and can run with it.
• Advanced SQL and proficiency in Python for analytics, modeling, and experimentation.
• Deep familiarity with Salesforce data, pipeline mechanics, quota and territory models, and the operational rhythms of an enterprise sales org.
• Strong proficiency with dbt and modern analytics stacks; comfort partnering with data engineering on production-grade pipelines.
• Proven ability to operate as an embedded analytics partner — building trust with sales leadership and translating ambiguous strategic asks into clear measurement.
• Demonstrated bias for action; you set up the dashboard, write the SQL, and ship the framework yourself when needed.
• A track record of shipping data products that change behavior, not just dashboards that get viewed once.

• Experience supporting both self-serve/PLG and enterprise sales motions.
• Experience working on developer-facing or API products.
• Familiarity with usage-based pricing and consumption-driven sales motions.
• Early-stage or fast-scaling environment experience.

• $190,000 - $230,000 + equity + comprehensive benefits package

• Interesting and challenging work
• A lot of learning and growth opportunities
• We offer relocation assistance to San Francisco.
• Health, dental, and vision insurance (US)
• Regular team events and offsites