Employer description & source details
Reporting to the Head of Sales Strategy & Analytics, the Head of GTM Intelligence & Analytics owns how Fireworks sees its go-to-market. You define the metrics, build the dashboards, and lead the analyses that sales, finance and executive leaders rely on in QBRs, forecast calls, and Pipeline Council. You will lead a small team of two in the near term, work closely with Finance, Product and Data Engineering so that revenue, pipeline and product usage numbers are trusted and defined consistently, and personally lead the hardest analytical problems, such as churn analysis and propensity models. As Fireworks grows from a handful of sellers to a global field organization, the questions get harder and the decisions get bigger. This role makes sure leaders have the right answer, quickly. This is a player-coach seat. You are expected to build and review the work yourself while developing the people on your team. Consumption and hybrid commit + usage economics are core to how we sell and how our business grows, so the right candidate has hands-on experience analyzing usage-based or hybrid commercial models, not only license ARR. Own the definitions for Fireworks' critical GTM metrics (for example pipeline stages and conversion, bookings, ARR, consumption, churn, and net revenue retention), agree them with Finance, RevOps and the Product team (for example how product usage, adoption and consumption are defined), and keep them documented and versioned. Build, or direct the team to build, the dashboards leaders use every week, with one agreed source for each number. Retire conflicting reports and make it clear which numbers are official. Lead complex analyses end to end, including churn and retention analysis, propensity models (conversion, expansion, churn), cohort and usage-to-rev
Extracted skills: go, sql, sales, finance