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—$160,000 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
7 Minutes Ago
Aerospace • Hardware • Information Technology • Robotics • Defense • Utilities
Lead enterprise-level business development for National Security Space: set strategy, oversee major pursuits and partnerships, direct capture and proposal efforts, manage subordinate BD leaders, ensure financial performance and value creation, and engage executive government and industry stakeholders to grow revenue and market position.
Top Skills:
CasCpafCpffDfarsFarFfpLevel-Of-EffortOta
Artificial Intelligence • Cloud • HR Tech • Information Technology • Productivity • Software • Automation
Manages IBM partner relationships and execution for ServiceNow’s Governance, Risk, Security, and Autonomous Workforce practices. Owns partner lifecycle management, joint business planning, go-to-market execution, pipeline development, co-selling, deal progression, partner enablement, business reviews, and performance tracking. Collaborates with sales, product, marketing, technical advisors, and delivery teams to expand partner-led revenue, activate partners in customer opportunities, and support market growth.
Top Skills:
AIIbmServicenowWorkflow Automation
Artificial Intelligence • Cloud • HR Tech • Information Technology • Productivity • Software • Automation
Build and operate a security data platform connecting SIEM, identity, asset, threat intelligence, and knowledge graph systems. Design core APIs, distributed data pipelines, schemas, risk scoring, entity resolution, and coverage queries. Own architecture and platform workstreams from scoping through delivery, collaborate with detection and identity teams, review code, mentor engineers, and drive partner adoption. The role requires expert Python, deep Splunk expertise, cybersecurity experience, and senior-level project ownership.
Top Skills:
Asset InventoryAsynchronous Data PipelinesIdentity GovernanceKnowledge GraphsLarge Language ModelsMachine LearningMessage BusMitre Att&CkPythonRetrieval-Augmented GenerationSchema RegistrySIEMSplSplunkSplunk Apis
What you need to know about the Charlotte Tech Scene
Ranked among the hottest tech cities in 2024 by CompTIA, Charlotte is quickly cementing its place as a major U.S. tech hub. Home to more than 90,000 tech workers, the city’s ecosystem is primed for continued growth, fueled by billions in annual funding from heavyweights like Microsoft and RevTech Labs, which has created thousands of fintech jobs and made the city a go-to for tech pros looking for their next big opportunity.
Key Facts About Charlotte Tech
- Number of Tech Workers: 90,859; 6.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lowe’s, Bank of America, TIAA, Microsoft, Honeywell
- Key Industries: Fintech, artificial intelligence, cybersecurity, cloud computing, e-commerce
- Funding Landscape: $3.1 billion in venture capital funding in 2024 (CED)
- Notable Investors: Microsoft, Google, Falfurrias Management Partners, RevTech Labs Foundation
- Research Centers and Universities: University of North Carolina at Charlotte, Northeastern University, North Carolina Research Campus
