Senior GTM Strategy & Planning Analyst

Location - Hybrid

This is a hybrid role based out of our San Francisco, Corporate Headquarter office, 3 days in the office, 2 days work from home.

About Us

Sauce Labs is the world’s largest full-lifecycle, test automation platform, and the company behind Selenium. Trusted by 80% of the world’s top ten largest financial institutions and over 300,000 enterprise users, Sauce Labs provides the only AI platform capable of turning business intent into autonomous testing and quality assurance. With a proprietary dataset of 8.7 billion test runs, Sauce Labs empowers the Fortune 2000 to bridge the gap between AI-driven code generation and enterprise-grade software quality. Learn more at http://saucelabs.com.

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The Role

The Senior GTM Strategy & Planning Analyst will play a key role in supporting go-to-market (GTM) strategy through sales forecasting, churn forecasting, revenue analytics, and capacity planning across the GTM teams. This role will partner closely with Sales, Marketing, Customer Success, and Finance to align GTM initiatives with company growth objectives and contribute to executive-level insights for board presentations.

Responsibilities

• GTM Board Materials: Support preparation of sales forecasting, churn forecasting, and revenue insight materials for executive and board review, ensuring data accuracy and alignment with company strategy.
• Executive Reporting: Help develop executive-level reporting materials, including presentations that translate complex data into clear, actionable insights.
• Forecasting: Build and maintain sales forecasting models in partnership with Sales Leadership, modeling pipeline generation, deal velocity, close rates, and other key metrics. Build predictive models to forecast customer churn, leveraging historical data and customer behavior insights to inform retention and renewal strategies.
• GTM Capacity Planning: Build and maintain capacity models to help ensure GTM teams (Sales, Customer Success, Solution Engineering, Marketing) are positioned for future growth, including headcount planning, territory mapping, and resource allocation analysis.
• Customer Success Capacity: Collaborate with Customer Success to help assess coverage needs for onboarding, adoption, and renewal activities.
• Strategic Planning: Contribute analysis and insights to annual GTM strategy development and quarterly business reviews (QBRs), in partnership with Sales, Marketing, and Customer Success leadership.
• Performance Reporting: Build and maintain GTM dashboards, reports, and scorecards tracking sales performance, pipeline health, customer retention, and GTM efficiency.

Required Skills

• Experience: 2-5 years of experience in revenue operations, business operations, FP&A, sales operations, or strategy with a focus on forecasting, analytics, and capacity planning in SaaS or technology.
• Analytical Expertise: Strong proficiency in data analytics and modeling, with experience using tools such as Excel, Salesforce CRMA, Salesforce, Claude or Gemini Enterprise, and Looker or Sigma.
• Forecasting Expertise: Experience with sales forecasting and churn modeling, with a working understanding of SaaS metrics such as ARR, churn, retention, and LTV.
• Financial Acumen: Comfort collaborating with finance teams to align forecasting and planning with budget and revenue goals.
• Stakeholder Management: Strong interpersonal and communication skills, with the ability to collaborate cross-functionally and present analysis to stakeholders.
• Strategic Thinking: Ability to think critically about GTM strategy and capacity needs and offer recommendations that support growth and operational efficiency.

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Security responsibilities at Sauce

At Sauce, we will commit to supporting the health and safety of employees and properties, partnering with internal stakeholders to learn and act on ever-evolving security protocols and procedures. You’ll be expected to fully comply with all policies and procedures related to security at the department and org wide level and exercise a ‘security first’ approach to how we design, build & run our products and services.