GTM Analytics Manager

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� Description

• • Drive the data backbone of Kong’s global revenue engine. As GTM Analytics Manager you will sit at the intersection of Sales, Finance, Product, and Revenue Operations, translating billions of API calls and millions of customer interactions into clear, actionable insights that help Kong scale from $100M+ ARR to the next inflection point.
• • Own the end-to-end pipeline story. You will design, build, and maintain forecasting models that predict quarterly bookings within 3% variance, surface leading indicators of risk six weeks before close, and quantify pipeline generation gaps by segment, region, and product line. Your weekly pipeline health report will become the single source of truth for CRO staff meetings.
• • Architect the next generation of analytics tooling. You will evaluate, implement, and iterate on a modern BI stack (Snowflake ➝ dbt ➝ Tableau/Looker) that reduces dashboard load times by 70% and democratizes data access for 300+ global sellers. You will also drive adoption of self-service analytics, cutting ad-hoc request volume in half within your first year.
• • Partner with the GTM Analytics Director to translate corporate strategy into measurable OKRs. You will translate board-level revenue targets into granular capacity plans for 200+ Account Executives, 150+ SDRs, and 100+ Sales Engineers, ensuring every hire, territory carve, and quota assignment is backed by data and aligned to TAM opportunity.
• • Lead quarterly business reviews and board presentations. You will craft the narrative behind the numbers—explaining why a 2-point drop in win rate in EMEA is actually a positive indicator of competitive displacement, or how expansion pipeline coverage in the enterprise segment predicts 30% net-revenue-retention upside next fiscal year.
• • Champion experimentation and continuous improvement. You will design A/B tests for new pricing & packaging motions, measure lift from AI-powered lead-scoring models, and quantify ROI of enablement programs. Your insights will directly influence GTM investment decisions worth tens of millions of dollars.
• • Establish scalable processes and documentation. You will author the GTM Analytics playbook that standardizes metric definitions, refresh cadences, and data-quality SLAs across five global regions. Your governance framework will become the template for every new analytics hire and every acquired company’s integration.
• • Collaborate cross-functionally to unlock revenue acceleration. With Finance, you will reconcile bookings to billings and model multi-year ramp curves. With Product, you will correlate feature adoption to expansion ARR. With Marketing, you will attribute pipeline to campaign cohorts and optimize CAC payback. Your fingerprints will be on every critical growth lever at Kong.