Sr. Manager, GTM Analytics

At PitchBook, a Morningstar company, we are always looking forward. We continue to innovate, evolve, and invest in ourselves to bring out the best in everyone. We’re deeply collaborative and thrive on the excitement, energy, and fun that reverberates throughout the company.

Our extensive learning programs and mentorship opportunities help us create a culture of curiosity that pushes us to always find new solutions and better ways of doing things. The combination of a rapidly evolving industry and our high ambitions means there’s going to be some ambiguity along the way, but we excel when we challenge ourselves. We’re willing to take risks, fail fast, and do it all over again in the pursuit of excellence.

If you have a good attitude and are willing to roll up your sleeves to get things done, PitchBook is the place for you.

About the Role:

The GTM Analytics team sits within Revenue Operations and serves as the intelligence layer of PitchBook’s commercial engine. We partner directly with Sales, Marketing, Customer Success, Finance and Enterprise Data to ensure that every major business decision is grounded in rigorous, trustworthy data. We are a growing team, this role will be foundational in shaping our hiring trajectory, team structure, and standards of excellence. If you believe that the best insight is the one that informs and shapes decisions, you’ll fit right in.

The Senior Manager, GTM Analytics leads a high-performing team of analysts and insight professionals responsible for turning PitchBook’s go-to-market data into a strategic asset. This leader owns the full analytics lifecycle, from partnering with Systems and Data Engineering teams to understand how data is structured and sourced, to delivering polished executive-ready insights through Tableau, Salesforce, AI-assisted tools, and custom visualizations. The role requires deep fluency in GTM process and operations, an ability to grow and develop talent, and a bias for proactive insight generation over reactive reporting. The ideal candidate is a builder who thinks in narratives, moves fast with data, and knows how to make complex GTM dynamics legible to any audience.

Primary Job Responsibilities:

• Recruit, develop, and retain a team of GTM analytics and insight professionals; build the hiring roadmap and org structure to scale the team

• Set clear expectations, coach direct reports on both analytical craft and stakeholder communication, and create structured growth paths for ICs

• Establish team operating rhythms, prioritization frameworks, and delivery standards that balance rigor with speed

• Be a role model and develop and maintain a culture of intellectual curiosity, data integrity, and continuous improvement

• Develop a deep, working understanding of PitchBook’s full GTM motion, lead-to-opportunity, pipeline, renewal, expansion, and churn, and how each stage is operationally executed across Sales, Marketing, and Customer Success

• Partner with GTM Operations, Commercial Ops, and Marketing Ops to stay current on process changes, system updates, and evolving definitions that affect how data should be interpreted

• Serve as the analytics team’s subject matter expert on how business processes translate into data structures, ensuring analysis reflects operational reality, not just raw numbers

• Proactively identify process gaps where lack of clean data or instrumentation is limiting insight quality, and escalate or partner to resolve them

• Build close working relationships with Systems,and Data/Business Intelligence Engineering teams to deeply understand how data flows from source systems (Salesforce, Marketo, Gong, Snowflake) into reporting layers

• Serve as the bridge between analytical consumers and technical data producers-able to ask the right questions of engineers and translate technical constraints into stakeholder-appropriate communication

• Contribute to data governance and KPI definition work, ensuring metrics used in executive reporting have documented, agreed-upon logic

• Stay ahead of planned system changes (CRM migrations, schema updates, tool additions) and ensure the analytics team is positioned to adapt without disruption to insight delivery

• Own the team’s output quality standard for visual communication-ensure dashboards, reports, and ad hoc analyses are polished, accurate, and audience-appropriate across Tableau, Salesforce, and AI-assisted tools

• Champion a “visualization-first” mindset: push the team to default to charts, heatmaps, and trend visuals over raw tables wherever a picture communicates faster

• Build and maintain a library of reusable visual templates and best practices that can be delivered via Tableau, SFDC dashboards, PowerPoint, or AI-generated outputs depending on context

• Actively pilot and embed AI tools (e.g., generative analytics, natural language query interfaces, Claude, or equivalent) to accelerate insight generation and enable self-serve for stakeholders

• Ensure visual outputs are accessible and interpretable to senior audiences without analytical backgrounds, from WBR slides to QBR board packages

• Own the WBR/MBR/QBR analytics track end-to-end, including pipeline, attainment, funnel performance, retention, and expansion, with polished narrative framing for C-suite audiences

• Proactively generate forward-looking insights indexed to business impact; surface what the business should be asking before it thinks to ask

• Validate hypotheses raised by operational, field, or finance leaders; deliver rigorous analysis that confirms, challenges, or reframes the original question

• Act as a trusted thought partner to senior GTM leaders, translating complex analytical findings into plain language with clear implications and recommended actions

• Support the vision and values of the company through role modeling and encouraging desired behaviors

• Participate in various company initiatives and projects as requested

Basic Qualifications:

• Bachelor's degree in Business, Analytics, Statistics, Economics, or Finance

• 8+ years of experience in Revenue Operations; Sales Analytics, Marketing Analytics, or Finance Analytics

• 4+ years of people management and leadership experience

• Must be authorized to work in the United States without the need for visa sponsorship now or in the future

Preferred Qualifications:

• Master's degree or other advanced degree in a related field

• Deep understanding of B2B go-to-market operations, with the ability to explain the end-to-end lead-to-renewal funnel and identify common data quality and process gaps throughout the customer lifecycle

• Strong SQL skills and hands-on experience querying large datasets in modern cloud data platforms (e.g., Snowflake, BigQuery, or equivalent)

• Hands-on experience using AI-assisted analytics tools, including generative AI, natural language query tools, or similar technologies to improve analytical workflows

• Strong data storytelling and visualization skills with a demonstrated ability to influence senior leadership through compelling narratives

• Expert-level experience building and maintaining Tableau dashboards and Salesforce reports or other modern BI platforms

• Proven ability to partner effectively with Systems and Data Engineering teams, including understanding data models, schema design, and technical data architecture

• Excellent communication, with the ability to translate complex analyses into clear, actionable insights for executive stakeholders

• Experience hiring, coaching, and developing analytics talent, including building or scaling an analytics team

• Experience creating and presenting executive or board-level reports and presentations

Benefits + Compensation at PitchBook:

Physical Health

• Comprehensive health benefits

• Additional medical wellness incentives

• STD, LTD, AD&D, and life insurance

Emotional Health

• Paid sabbatical program after four years

• Paid family and paternity leave

• Annual educational stipend

• Ability to apply for tuition reimbursement

• CFA exam stipend

• Robust training programs on industry and soft skills

• Employee assistance program

• Generous allotment of vacation days, sick days, and volunteer days

Social Health

• Matching gifts program

• Employee resource groups

• Subsidized emergency childcare

• Dependent Care FSA

• Company-wide events

• Employee referral bonus program

• Quarterly team building events

Financial Health

• 401k match

• Shared ownership employee stock program

• Monthly transportation stipend

*Please be aware the above PitchBook benefit and perk offerings are subject to corresponding plan and policy documents and may change during the course of your employment.

Compensation

• Annual base salary: $185,000-$210,000

• Target annual bonus percentage: 15%

Working Conditions:

At the heart of our company is a belief in the power of in-person collaboration. Being together in the office fuels our creativity, strengthens our connections, and drives the innovation that sets us apart. Our culture is built on spontaneous moments-those hallway conversations, whiteboard brainstorms, and shared celebrations in each of our global offices-that simply can’t be replicated remotely. This role is expected to be in the office 5 days a week.

The job conditions for this position are in a standard office setting. Employees in this position use PC and phone on an on-going basis throughout the day. Limited corporate travel may be required to remote offices or other business meetings and events.

We are excited to get to know you and your background. Concerned that you might not meet every requirement? We encourage you to still apply as you might be the right candidate for the role or other roles at PitchBook.

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