Director of Analytics, GTM Operations

• 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  

• 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  

This role defines how the business understands and drives revenue in an increasingly AI-driven world. By combining advanced analytics with AI, you will enable smarter forecasting, sharper execution, and more proactive decision-making across the GTM organization. 

At Avalara, where automation and intelligent systems are core to our product and go-to-market strategy, this role is critical to bringing that same AI-first mindset internally—powering the next generation of revenue operations and growth.