Head of Commercial Insights and Analytics, GTM

Job description

As the Head of Commercial Insights and Analytics for the Global Commercial Enablement GTM organization, you will serve as the chief architect of all data infrastructure and insights related to sales effectiveness. In this high-velocity leadership role, you will define the model for measuring sales outcomes, and build the infrastructure to measure all go-to-market activation.

You will act as a primary catalyst for analytical innovation, building data infrastructure, data science models, and deep insights engines for GTM and Sales leaders to understand what sales and enablement actions have the highest Return on Investment (ROI). This is a role of high visibility; you will be a trusted advisor to GTM and Sales executives, advocating new strategic frontiers and driving the critical decision-making processes of GBO (Global Business Organization) leadership. Additionally, you will help this team evolve into the industry leading sales analytics team by evolving the tools and workflows GBO uses to power the business. You will help transform how GBO leaders assess where sales actions are lacking and help sellers predict which actions improve their win rates with customers.

This leadership role requires someone with a clear track record of managing high performing analytical teams. You are a people leader with the rare ability to pivot from understanding technically complex analytical design, to influencing business outcomes with senior stakeholders using the power of insights.

The Go-to-Market Operations (GtM) team ensures Google's complex and ever-evolving Ads business runs smoothly. We are instrumental in setting go-to-market strategy, and ensuring flawless execution and operations against the strategy. We have teams embedded in each of the major Ads business areas as well as global teams that work across the business areas. Team members are analytical and strategic, with a pragmatic sense of how to get things done.

Responsibilities

• Set the outlook and deliver the analytical agenda, prioritizing short-term business needs against the team's long-term transformation goals and setting team operating standards.
• Drive executive-level Sales, GTM, and Finance alignment on sales effectiveness signals, ongoing business performance, and ad-hoc analytical needs.
• Scale sales insights and drive GTM activation adoption by developing and prioritizing scalable, shareable sales tools, dashboards, data, and programs.
• Build, manage, and develop a high-performing commercial analytics team, enhancing technical skills of managers and individual contributors while recruiting and retaining top talent.
• Apply advanced technical capabilities to design analytical systems, helping Ads and GBO leadership solve ambiguous, systems-level problems.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in management consulting, sales operations, business strategy, investment banking, venture capital, private equity, or corporate advisory experience, or 8 years of experience with an advanced degree.
• 5 years of experience managing and developing analytics-focused teams.
• Experience with statistical analysis and modeling, including databases and BI visualization tools.

Preferred qualifications:

• Master's degree in a management, technical, or engineering field.
• Experience working in product and sales organizations, translating product strategy into behaviors and outcomes, tooling design, and pitch preparation for sales.
• Experience driving major organizational decisions that directly influence large-scale, cross-functional profit and loss performance.
• Experience leading C-suite level organizational transformation agendas.