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