Director, Strategy & Analytics - GTM

Remote - USA

Full Time Executive-level / Director
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Abnormal Security

Abnormal Security provides advanced email security to prevent credential phishing, business email compromise, account takeover, and more.

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The Opportunity

Abnormal is looking for a Director-level professional with experience leading teams in go-to-market (GTM), revenue, and pricing analytics that inform corporate strategy. Day to day, you’ll partner with our Sales, Marketing, and Customer Success leadership to deliver insights that drive action across our GTM business. You’ll lead a team of managers and analysts, own key metrics that drive our growth, and build trusted relationships with our CMO, CRO, and VPs of various functions. 

 

Who you are

  • You are a subject matter expert within the GTM analytics space and have a proven track record for leading complex analyses, influencing leadership, and optimizing functions for scale
  • You have 10+ years of working experience and 5+ years of experience managing and building analytical teams 
  • You have a strong sense of how to use data to answer critical business questions and are motivated by unlocking that capability across the company
  • You enjoy working as part of a team and are customer obsessed - always going the extra mile to deliver high quality work for your stakeholders
  • You are a strong communicator, excellent project manager, and gritty with strong executive presence and the ability to influence without authority 

 

What you’ll do

  • Own two core pillars of Strategy & Analytics (Go-to-Market and Pricing) and manage a team of high IQ / EQ strategic analysts and managers
  • Enable and empower our GTM team’s success by delivering strategic insights and analytics that drive decisions to optimize our business
    • E.g. how sales, customer success, and marketing spend and outcomes accurately drive impact and ROI
  • Be the point person for all of our GTM metrics - setting departmental goals with Finance, understanding how the KPIs are performing against our historicals, and having a perspective for their future movements
    • E.g. how our sales funnel conversion rates impact our quarterly demand generation goal setting
  • Leverage our GTM Metrics to always answer the “so what” and drive efficiency / optimizations across our Marketing, Sales, and Customer Success teams
  • Flag risks associated with our key business drivers and leading indicators; deploy your team to answer if things will change, why things changed, and how our GTM leadership should adapt 
    • E.g. is the efficacy of certain marketing campaigns decreasing, and where should we reroute spend
  • Develop concise and consumable presentations, reports, and visualizations that provide executive visibility and into our key metrics 
    • E.g. quarterly retrospectives on revenue performance and the hypothesis of why we landed where we did 
  • Own cross functional analytical programs and projects with Finance, Go-to-Market, and Product
  • Manage S&A’s relationships with executives and GTM leadership through weekly operational reviews and ad hoc meetings
  • Build the long term growth strategy (headcount planning, quarterly OKRs, hiring) for your S&A pillars 

 

Experience you’ll need

  • 10+ years of experience leading data analytics/business intelligence teams with a focus in GTM and Pricing
  • Subject matter expertise in GTM / Revenue analytics (Sales, Marketing, Customer Success, and Pricing) and broader SaaS business metrics (ARR, NDR, GM)
  • Prior experience in large scale technology, pre-IPO, or post-IPO enterprise software company preferred
  • Proven track record of strong people leadership skills with expertise in growing & developing high-functioning teams
  • Excellent executive presence, effective communication skills to drive action with a diverse set of stakeholders, and ability to influence strategic direction without authority
  • Sound organizational and project management skills to lead a remote analytics team covering multiple business functions 

 

More About Abnormal Security

Abnormal Security is defining the next generation of email security defense. Our platform uses machine learning and artificial intelligence to baseline communication content, user identity, and behavioral signals in real-time and at-scale in order to detect the abnormalities of email attacks.  Customers love us because we consistently detect and stop what everyone else in the market can’t -- advanced attacks that have never been seen before -- and we do so with beautiful user interfaces and best-in-industry customer support.

 

Our veteran team has built some of the most enduring machine learning platforms at leading companies including Google, Twitter, Pinterest, Amazon, Microsoft, and Expanse. We are located in San Francisco,CA, New York, NY and Lehi, UT.

 

Our company is growing - we’re on the Forbes AI 50, selected as a Gartner 2020 Cool Vendor, and our customer base includes multiple Fortune 500 companies.

 

Abnormal Security is committed to creating a diverse work environment. All qualified applicants will receive consideration without regard to race, religion, gender, gender identity, sexual orientation, national origin, genetics, disability, age, or veteran status.

Job region: North America
Job country: United States
Job stats:  1  0  0
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