Senior Analyst, Retail RevOps: GTM Analytics & Territory Design

8 hours, 41 minutes ago
Full-time
Senior
Data Science and Analytics
Toast

Toast

Toast is an all-in-one platform for restaurants, offering tableside ordering, online ordering, and labor management to empower businesses in the food service industry.

Hotels, Restaurants & Leisure
1K-5K
Founded 2012

Description

  • Develop scalable analyses across sales execution, pipeline health, account prioritization, market coverage, territory performance, sales productivity, and growth planning.
  • Create decision-support tools that surface whitespace, high-priority accounts, coverage gaps, outreach penetration, funnel performance, and execution opportunities.
  • Conduct TAM, segmentation, and coverage analyses to guide leadership investments and scaling decisions.
  • Build and maintain enrichment workflows that clean, classify, and enhance 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, including vendor evaluation, procurement support, relationship management, and data quality oversight.
  • Design and execute territory models that optimize sales coverage, ensure rep equity, and maximize market penetration across retail segments and geographies.
  • Lead annual and mid-year territory carving processes and translate capacity targets into balanced books of business.
  • Migrate legacy territory planning workflows into scalable systems across Salesforce, Snowflake, and Sigma.
  • Build SQL and Python automations to improve data quality, automate scoring models, and streamline account-to-territory routing.
  • Manage territory data loads, mapping configurations, and rule exceptions with central business technology teams.
  • Serve as the Retail subject matter expert on market coverage, rules of engagement, and territory analytics.
  • Build automated tools to monitor rules-of-engagement exceptions and improve compliance workflows.
  • Measure territory productivity through dashboards tracking pipeline health, quota attainment by territory type, and outreach penetration.

Requirements

  • 5+ years of experience in revenue operations, sales strategy, or GTM analytics, with ownership of territory design, market segmentation, or capacity planning.
  • Demonstrated experience carving territories using data-driven methods such as account value scoring, geographic density, travel time, or historic conversion rates.
  • Advanced SQL skills and experience with modern cloud data warehouses such as Snowflake, BigQuery, or Redshift.
  • Experience building dashboards, reports, analytics tools, or workflows using Tableau, Sigma, Hex, or equivalent tools.
  • 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 such as Salesforce ETM or equivalent.
  • Strong stakeholder management skills and the ability to advise sales leaders on territory equity and defend design decisions with data.
  • An entrepreneurial mindset with the ability to structure ambiguous problems independently and turn them into operational workflows.
  • Bachelor's degree in a quantitative field or equivalent experience.
  • Preferred: Experience migrating a fast-growing sales organization from spreadsheet-based territory models to automated infrastructure.
  • Preferred: Proficiency in Python for spatial analysis, mapping/GIS visualizations, or data pipelines.
  • Preferred: Experience leveraging AI or LLMs for account enrichment and propensity modeling.

Benefits

  • Base salary range of $111,000 to $227,000 USD depending on geographic pay zone.
  • Total rewards package includes cash compensation such as overtime and bonus/commissions if eligible.
  • Equity is included in the compensation package.
  • Benefits are included as part of the total rewards package.
  • Competitive compensation and benefits designed to support a healthy lifestyle and changing needs.
  • Hybrid work model that supports in-person collaboration and individual flexibility.
  • Accessible and inclusive hiring process with reasonable accommodations available for applicants with disabilities.

Interested in this position?

Apply directly on the company website

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