Startups Performance Lead, Google Cloud

Job description

from Google careers

The GTM Performance, Analytics and Cloud Excellence (PACE) team, a vital part of the Customer Experience organization, is dedicated to accelerating Google Cloud business generation through a data-driven and field-centric strategy. This involves guiding and monitoring sales plays and consumption activities across the entire Cloud business, empowering both field teams and leadership with data-informed insights. Our primary objective is to foster a strong Cloud consumption culture within the Go-to-Market (GTM) organization.

As a Startups Performance Lead for data-driven sales targeting and performance, you will lead the design, governance, and scaling of customer targeting intelligence to power go-to-market (GTM) sales plays across Google Cloud’s scaled segments (SMB, startups, and corporate). You will own the evolution of multi-source propensity models, translating first-party consumption data, third-party signals, and buyer intent into actionable, high-yield targeting lists, while directly leading the deployment of these models within the startup segment.

In this role, you will bridge the gap between technical data engineering and strategic executive execution. Partnering with cross-functional leaders in Strategy and Operations, Business Intelligence, Applied AI GTM, and segment sales teams, you will establish rigorous performance measurement frameworks to track win-rate lifts, drive pipeline conversion, and optimize consumption. A primary focus will be scaling data-driven plays within the startup segment (via 'proven pathways'), operationalizing list delivery to frontline sellers, and presenting strategic targeting outcomes to executive leadership.

Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.

Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

US: $152000 - $222000 (USD) + 15% bonus target + equity + benefits

Learn more about benefits at Google.

Responsibilities

• Serve as the global Startups Performance Lead for data-driven customer targeting across all scaled segments (SMB, ctartups, and corporate), establishing unified account prioritization methodologies.
• Maintain and continuously refine targeting logic, integrating first-party usage, third-party firmographics, and buyer intent signals to optimize selectivity and align with product practice and business priorities.
  
• Partner with Applied AI GTM, Sales Tooling, and BI teams to integrate targeting outputs into core frontline platforms driving high representative adoption and actionability.
• Deploy targeting intelligence within the startup segment. Partner with the startup practice team to design sellers play portfolios and manage the day-to-day operations of delivering targeting lists via Cloud Connect.
• Design and implement measurement frameworks and KPIs to track the commercial impact of targeted plays. Perform rigorous business analysis to iterate targeting logic and play content to optimize business generation capture.
  

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
  
• 6 years of experience in go-to-market strategy, sales operations, strategy and operations, data analytics, or management consulting.
• Experience with data analysis using data analytics tools (e.g., SQL, BigQuery, BI platforms, etc.), and collaborating with data scientists, BI engineers, or GTM systems developers.
• Experience managing rhythm of business activities, such as sales-play planning, running business performance reviews, or targeting governance.
• Experience working with executive-level stakeholders to present data analysis, propensity models, and business performance metrics.

Preferred qualifications:

• MBA or other relevant technical advanced degree.
  
• Experience in management consulting, finance, or business strategy function.
  
• Direct prior experience working with sales targeting models, propensity-based prioritization, and scaling GTM performance metrics (e.g., tracking win-rate lifts, campaign conversion, or new logo acquisition).
  
• Track record of high productivity and execution under tight deadlines, with a willingness to challenge assumptions, take direct ownership, and drive business outcomes.
• Excellent relationship-building skills with sales leaders, product practice managers, and cross-functional stakeholders (e.g., BI, sales operations, tooling and systems teams).