Director, GTM Planning & Analytics

Meet Upside:

We created Upside to transform brick-and-mortar commerce. Our technology uses the sophistication of online retail—profit measurement, attribution, and incrementality—to provide users with more value on their everyday purchases and brick-and-mortar businesses with new, profitable customers. We’ve helped millions of users earn 2 to 3 times more cashback than any other product, and hundreds of thousands of brick-and-mortar businesses earn measurable profit. Billions of dollars in commerce run through the Upside platform every year, and that value goes directly back to our retailer partners, the consumers they serve, and important sustainability initiatives.

The Impact You'll Make:

As the Director, GTM Planning & Analytics, you will provide actionable analytics and insights to our GTM teams and their partners, including Marketing, Sales, Accounts, Enablement, Finance, and HR. You will be responsible for building models for our business, delivering accurate forecasts, and defining & measuring KPI’s. You will have direct oversight of incentive compensation plans and B2B marketing analytics. This is a hybrid role based in NYC or Washington DC, reporting into the VP, GTM Strategy & Operations. 

• Lead a team of analysts, providing them with career development opportunities and offering hands-on mentorship in everything from technical skills to stakeholder management.

• Provide analytical support and thought leadership on key critical projects and forward-looking strategies across the GTM team.

• Use data analysis and storytelling to create actionable insights for Retailer GTM leadership and Upside’s C-Suite across the entire B2B lead-to-cash journey.

• Manage internal pipeline and retention forecasting processes and accuracy across Sales and Accounts.

• Advance Upside’s negotiating capabilities by constructing deal models, inclusive of quantitative impacts of different deal levers and manage the external pre-sales site and account-level performance forecasting process.

• Partner with Finance to prepare board materials and complete quarterly and annual planning and budgeting exercises.

• Partner with our Analytics Engineering team to determine standard processes for accessing data and the architecture of key data tables, ensuring data accuracy in our GTM reporting.

• Oversee the roadmap for RGTM analytics - how, when, and why we use different BI tools and databases (inc. Snowflake, Looker, Salesforce, Hex, and Matik) - ensuring minimal duplication and single sources of truth.

• Build dashboards in Looker, Hex, and Salesforce, in addition to performing ad hoc analysis in Google Sheets and Excel (can perform complex functions).

• Partner with the Rev Ops team to structure fields and records across our tech stack to ensure simple and seamless business reporting.

• Partner with our Marketplace Analytics team to identify optimization opportunities and refine our ghosting and offers strategies.

• Design effective and streamlined incentive compensation plans, inclusive of quota-setting at the team and individual levels.

• Analyze the effectiveness of demand generation efforts on RGTM’s pipeline and overall Upside business results.

What You Should Have:

• 10+ years of professional experience in B2B analytics, revenue operations, and/or consulting or banking

• 3+ years of people management experience

• Start-up / scale-up experience 

• Data Science and BI experience

• Expertise using Google Sheets / Excel and Looker

• Expert level knowledge of SQL, experience with Python a plus

• Experience with Snowflake

• Experience with reporting in Salesforce

• Experience communicating with senior team members.

• Bachelor’s degree or equivalent experience.

Location:

This hybrid role is required to work at our DC or NYC office for two days/week.

Compensation:

The US base salary pay range for this full-time position is $189,500 - $209,500 USD per year + equity + benefits. The final starting pay will be determined based on job-related qualifications, work location, and market conditions. Your recruiter can share more about the specific salary range during the hiring process.

Benefits:

Why Join Upside?

Our mission, values, and dedication to inclusivity guide our team of more than 300 people worldwide, and the quality of our culture is reflected in the impact we’ve had on the people and businesses we work with. But don’t just take our word for it! In 2023, Upside was included as a Top Workplace in the USA, received six Best Places to Work awards from Built In, was named a Top Workplace for Perks & Culture by The Muse, and was listed second year in a row on the Deloitte Fast 500.

At Upside, we believe that diversity drives innovation. Our differences are what make us stronger. We‘re passionate about building a workplace that represents a variety of backgrounds, skills, and perspectives and we do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Everyone is welcome here!

Notice To Recruiters And Placement Agencies:

This is an in-house search with a dedicated recruiter. Please do not submit resumes to any person or email address at Upside. Upside is not liable for, and will not pay, placement fees for candidates submitted by any party or agency other than its approved recruitment partners.

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