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Toast

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Senior Analyst, Retail RevOps – GTM Analytics, Territory Design

Data AnalystData AnalystFull TimeRemoteSeniorTeam 1,001-5,000Since 2013H1B SponsorCompany SiteLinkedIn

Location

United States

Posted

4 days ago

Salary

$111K - $227K / year

Seniority

Senior

Bachelor Degree5 yrs expEnglishAmazon RedshiftBigQueryCloudPythonSQL

Job Description

Senior Analyst, Retail RevOps – GTM Analytics, Territory Design

Toast

• Develop scalable analyses across sales execution, pipeline health, account prioritization, market coverage, territory performance, sales productivity, and growth planning. • Create decision support tools surfacing whitespace, high-priority accounts, coverage gaps, outreach penetration, funnel performance, and execution opportunities. • Conduct TAM, segment, and coverage analyses guiding leadership investments and scaling. • Build and maintain scalable enrichment workflows cleaning, classifying, and enhancing prospect and account data using LLMs. • Develop territory and account prioritization models using sales performance, volume potential, market characteristics, business attributes, and field capacity. • Own third-party market data strategy: vendor evaluation, procurement support, relationship management, and data quality oversight. • Translate ambiguous business questions into structured approaches, insights, and recommendations for stakeholders. • Design and execute advanced territory models that optimize sales coverage, ensure rep equity, and maximize market penetration across new retail segments and geographies. • Lead the annual and mid-year territory carving processes, translating leadership’s high-level capacity targets into balanced, data-driven books of business. • Develop territory visualization and mapping tools giving sales teams visibility into market coverage, prospect density, whitespace, and prioritization opportunities. • Partner directly with sales leadership to evaluate territory health, diagnosing under-covered markets, capacity bottlenecks, and expansion opportunities. • Conduct TAM, segmentation, and propensity-to-buy analyses to guide leadership on where to deploy the next dollar of sales investment. • Migrate legacy territory planning workflows into scalable systems across Salesforce, Snowflake, and Sigma. • Build SQL/Python automations to improve data quality, automate scoring models, and streamline account-to-territory routing. • Manage territory data loads, mapping configurations, and rule exceptions in partnership with central business technology teams. • Enrich and classify prospect data using LLMs and third-party data vendors to sharpen our account prioritization models. • Serve as the Retail SME on market coverage, rules of engagement (ROE), and territory analytics. • Build automated tools monitoring ROE exceptions, partnering with central governance to improve compliance workflows and automate conflict resolutions. • Measure territory productivity, providing leadership with dashboards that track pipeline health, quota attainment by territory type, and outreach penetration.

Job Requirements

  • 5+ years of experience in revenue operations, sales strategy, or GTM analytics
  • Demonstrated experience carving territories using data-driven methodologies
  • Advanced SQL skills and experience within modern cloud data warehouses (Snowflake, BigQuery, or Redshift)
  • Experience building dashboards, reports, analytics tools, or workflows supporting decision-making
  • Experience using AI or LLMs for data enrichment, classification, workflow automation, prospecting, or decision support tools
  • Hands-on experience with Salesforce CRM and Territory Management tools
  • Strong stakeholder management skills
  • An entrepreneurial mindset
  • Bachelor's degree in a quantitative field or equivalent experience

Benefits

  • Competitive compensation and benefits programs
  • Health insurance
  • 401(k) matching
  • Flexible work hours
  • Paid time off
  • Professional development opportunities

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