Senior Manager, Go to Market Analytics

Description

Sprout Social is looking to hire a Senior Manager, Go to Market Analytics for the Sales & Success team.

Why join Sprout’s Sales & Success team?

Joining the Sales and Success team is an opportunity to accelerate your career. We’re a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world ​​including General Mills, Make-a-wish Foundation, Honda, and Edelman. And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there. 

What you’ll do

We are looking for an experienced Senior Manager, Go to Market Analytics to drive data-driven decision-making throughout the organization through rigorous planning, modeling, and analysis. In this role, you will play a key part in shaping our go-to-market strategies, forecasting and measuring revenue performance, and optimizing our revenue organization for accelerating growth.

Team Leadership:

• Lead and develop a high-performing team of analysts, fostering a culture of data-driven decision-making and proactive insights.
• Mentor and coach team members to enhance their skills and capabilities to produce accurate, intuitive, and actionable work products.

Modeling & Analysis:

• Operate as a key driver in the annual planning process by developing, maintaining, and analyzing key internal models, including operating plan, pipeline plan, and headcount model.
• Own the revenue operations forecast and consistently provide insight to the business based on the outputs of that model
• Translate business strategy into an operational coverage model, using data to evaluate and optimize the effectiveness of the strategy.
• Drive the quota-setting process for all sales and success functions

Measurement & Reporting:

• OwnDefine the measurement of revenue performance and partner with business analytics to, optimizeoptimizing reporting for accuracy, efficiency, and scalability.
• Design, implement, and maintainDefine, in partnership with business analytics, a comprehensive reporting suite for executive use that captures key performance indicators and scalably communicates performance versus targets and goals
• Collaborate with business partners on optimizing the reporting suite for individual departments and functions

Cross-Functional Collaboration:

• Simplify complex data findings and communicate them in clear, actionable business terms to present to peers and leaders.
• Partner with the business analytics team to build source-of-truth data and analytics assetsstable data foundations to provide comprehensive and consistent views of business performance.
• Clearly define and communicate requirements for data structure and cleanliness to tools and systems teams
• Collaborate with IT teams to optimize data infrastructure and systems for seamless data flow and accessibility.

What you’ll bring

You have strong analytical and problem-solving skills alongside excellent communication and presentation skills. You are able to work independently as well as collaborate within a team. You have experience interacting with senior leadership to drive impact. 

The minimum qualifications for this role include:

• 8+ years of experience in data analytics, business intelligence, or a related field
• 5+ years of experience leading and managing teams
• Strong proficiency in SQL and advanced Excel skills
• Deep experience with data visualization and BI tools (e.g., Tableau)
• Significant exposure to CRM (e.g., Salesforce) or other enterprise-grade relational databases
• Knowledge of statistical modeling and machine learning techniques

Preferred qualifications for this role include:

• Advanced degree in Statistics, Mathematics, Economics, Computer Science, or Engineering (e.g., MBA, MS) preferred
• Experience with advanced statistical modeling or machine learning algorithms
• Proven ability to manage complex projects and drive business insights

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization
• Work closely with the Senior Director of Sales Operations to define key success metrics for your role and establish how you will measure progress against them.
• Start gaining a deep understanding of our business, platform, applications, and key company metrics.
• Familiarize yourself with the current team structure, goals, and assess the team's strengths and areas for improvement.

Within 3 months, you’ll start hitting your stride by:

• Collaborate with leaders across global Sales, Customer Success, Finance, Marketing, Product, and Operations to align on shared targets and identify areas of opportunity.
• Take ownership over assessing business performance versus operating and quota plan
• Form a point of view on the existing dashboarding suite and develop a roadmap to a more optimized future state
• Improve the forecasting model to increase predictive accuracy
• Develop a strategic plan to meet the expectations of this role and deliver on the key objectives of this function.

Within 6 months, you’ll be making a clear impact through:

• Optimize the organization of your team, ensuring you are maximizing the talent on your team by aligning the right responsibilities and stretch assignments to each team member.
• Create a comprehensive strategy to assess the effectiveness of the sales coverage model and begin recommending enhancements and alterations to drive accelerated growth.
• Drive planning efforts, ensuring your team consistently meets its goals and expectations.

Within 12 months, you’ll make this role your own by:

• Gather and act on both solicited and unsolicited feedback from peers and leadership.
• Develop and start implementing a long-term plan for your team’s growth and success.
• Bring your unique ideas and talents to the table—surprise us by making positive changes to your team that we haven’t even thought of yet.

Of course, what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program 
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and  employee-led diversity, equity and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

The base pay range for this role is $145,000 - $165,000 USD annually. Individual base pay is based on various factors, including relevant experience and skills, the responsibility of the role, and job duties/requirements. In addition to base pay, some Sales and Success roles can earn sales incentives. 

Sprout’s compensation ranges are intentionally broad to allow for our team members' growth within their role. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

Base pay is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit).  Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer and an Affirmative Action Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at [email protected] and let us know the nature of your request and your contact information. We'll do all we can to ensure you're set up for success during our interview process while upholding your privacy, including requests for accommodation. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster  (2) Sprout Social's Affirmative Action Statement (3) Pay Transparency Statement. 

When you apply for employment with Sprout Social, we will process your job applicant data, including your employment and education history, transcript, writing samples, and references as necessary to consider your job application for open positions. Your personal data will be shared with Greenhouse Software, Inc., and Crosschq, Inc., cloud services providers located in the United States of America and engaged by Sprout Social to help manage its recruitment and hiring process on Controller’s behalf. Accordingly, if you are located outside of the United States, by clicking “Submit Application” on this site, you consent to the transfer of your personal data to the United States. For more information about our privacy practices please visit our Privacy Policy. California residents have additional rights and should review the Additional Disclosures for California Residents section in our Privacy Policy.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. 

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