[Hiring] Director of Analytics, GTM Operations @Avalara

Role Description

Avalara is seeking a business-savvy, action-oriented strategic leader to join the Global Analytics and Insights team as Director of Analytics, GTM Operations. The Director of Analytics, GTM Operations is a strategic and highly analytical leader who partners with the CRO, Finance, and broader GTM leadership to drive sales efficiency, pipeline growth, and forecasting accuracy. This role serves as the analytical engine of GTM Operations, responsible for transforming complex GTM data into actionable insights, predictive models, and scalable analytics frameworks that enable predictable, efficient revenue growth.

You will lead a global analytics function that defines how the business measures performance, forecasts outcomes, and leverages AI to unlock new growth opportunities. Aligned with Avalara’s increasing focus on AI-powered decisioning, automation, and intelligent workflows, this role will play a critical part in embedding advanced analytics and AI into core GTM processes, driving smarter, faster, and more scalable revenue execution.

Responsibilities

• Own the analytical backbone of forecasting, developing models to predict bookings, renewals, churn, and expansion across segments and geographies.
• Continuously improve forecasting precision through automation, model retraining, and the incorporation of external and behavioral data signals.
• Lead end-to-end funnel analytics, from pipeline creation through closed-won deals and retention, using predictive modeling to identify conversion drivers and leakage risks.
• Develop scalable frameworks to measure pipeline health, velocity, and quality, enriched with AI-driven scoring (e.g., deal likelihood, pipeline risk, next-best-action signals).
• Analyze sales cycle dynamics, deal progression patterns, and win/loss drivers using advanced analytics and pattern recognition techniques.
• Partner with Sales, Marketing, and Customer Success to translate insights into GTM plays, prioritization models, and workflow automation.
• Establish standardized definitions and governance for funnel metrics while enabling intelligent, real-time insights delivery.
• Define and evolve the global KPI framework for sales performance, integrating predictive and prescriptive metrics alongside traditional reporting.
• Build and maintain executive-ready dashboards and AI-augmented analytics environments that provide visibility into funnel conversion and velocity, pipeline and bookings health, sales productivity and efficiency.
• Enable a culture of self-service analytics and data democratization, empowering GTM teams with intuitive, insight-rich tools.
• Analyze quota attainment and productivity trends, incorporating recommendations for resource optimization and coverage adjustments.

Qualifications

• 10–15+ years of experience in Sales Analytics, Data Science, or Business Intelligence in a high-growth SaaS environment.
• Proven experience applying AI/ML techniques to business problems, particularly in forecasting, customer analytics, or GTM optimization.
• Strong proficiency in analytics and data tools (e.g., SQL, Python/R, BI tools such as Tableau, Looker, or Power BI).
• Experience with machine learning frameworks and AI-enabled platforms (e.g., forecasting libraries, predictive modeling tools, generative AI applications).
• Familiarity with modern data stack architectures (data warehouses, ETL pipelines, feature stores).
• Strong understanding of SaaS metrics (ARR, NRR, CAC, LTV, pipeline coverage, etc.).
• Experience building and scaling analytics teams and embedding AI into business processes.
• Exceptional ability to translate complex data and AI outputs into clear, actionable insights for executive audiences.

Benefits

• In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses.
• Benefits vary by location but generally include private medical, life, and disability insurance.
• Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture.