GTM Strategy & Analytics Manager

Job description

**About Us:** ChowNow is one of the leading players in off-premise restaurant technology. As takeout becomes a vital revenue stream for independent restaurants, our platform helps owners focus on what they do best—serving great food—by offering solutions across the entire digital dining experience. From building branded websites and mobile apps, to powering online orders, managing menus, consolidating delivery, and running targeted marketing, we give restaurants the tools to grow on their own terms. We support **thousands of** **restaurants across North America**, helping process **$1B+ in gross food sales** while saving our partners over **$700M in third-party commission fees**. Through our white-label ordering solutions, a growing demand network (including Google, Yelp, Apple, and Snap), and a diner-friendly marketplace, we empower independent restaurants to own their customer relationships and avoid inflated pricing and fees charged by 3rd party delivery apps like Uber and Doordash. Founded in 2012, we’ve navigated rapid growth and transformation—from startup roots through the pandemic boom—and are now beginning an exciting new era under our CEO, **Kanika Soni**. As we evolve with new leadership and cutting-edge tools, we’re deepening our commitment to helping local restaurants thrive in the digital economy. **About the Position:** As the GTM Strategy and Analytics Manager, you will be the single source of truth for GTM performance and the strategic analytics engine for the GTM org. You will identify gaps, you'll define the size of the problem and the ideal state. You will own target setting while building goals and KPIs for each team and corresponding channels then build reporting that shows performance by team, channel, and rep, surfacing what's going well and where the org needs to improve or focus. You build the strategic case for why a change is needed and align GTM leadership behind it, then pressure-test that thinking with the RevOps team on the ground — Sales & CS Ops, Marketing & Partner Ops — so strategy and execution are fully in sync. This isn't a handoff: the ops team needs to understand not just what to build and why, but be genuinely bought into the vision so they can make it real. This role reports directly to the Head of Finance and will not have any direct reports. This is a remote role based in the United States. **Please note:** ChowNow is not eligible to employ in every state and the recruiting team will confirm location and eligibility before moving past initial stages. **WHAT WE LOVE ABOUT YOU:** **You put restaurants first.** You deeply understand the importance of local restaurants and put them at the center of everything you do. You aim to help them not only survive but thrive. **You celebrate diversity.** You recognize that diversity and inclusivity matter. You’re committed to progress, which means everyone gets the support and resources they need, no matter who they are. You have an ability to listen to other team members' ideas and can thrive in an environment that embraces individuality. Everyone’s voice counts. **You raise your hand.** You consistently go above and beyond what is asked of you. You help your peers accomplish their tasks while also excelling at accomplishing your own. When you have a smart idea, you raise your hand and share it. **You keep reaching.** You set clear ambitious goals. You don’t allow yourself to become complacent with where you’re at and what you’ve done, so you seek out new opportunities and challenges. ### Responsibilities include: - **Performance Management & Planning** - Partner with GTM leadership to establish goals, KPIs, and performance targets across teams and channels. - Build and maintain performance reporting across teams, channels, and individual reps, identifying key drivers of over- and underperformance. - Lead weekly GTM performance reviews, assessing pacing against targets, surfacing risks and opportunities, and translating insights into actionable recommendations. - Partner closely with FP&A on annual planning, including sales capacity, productivity, funnel assumptions, conversion rates, and financial targets. - Lead comp strategy and design – targets, quota-setting philosophy, and incentive-plan effectiveness — continuously assessing whether the structure drives the right behaviors and stays aligned with company objectives. The Sales & CS Business Partner owns comp operationalization: building calculation logic into systems, QA'ing payouts, and maintaining SPIFF/addendum tracking. - Maintain confidence in the GTM source of truth, ensuring reporting accuracy, consistent metric definitions, and data integrity. **GTM Performance & Tactical Optimization** - Proactively identify performance anomalies across Sales and Post-Sales, such as low package adoption, elevated churn, declining save rates, conversion issues, or rep-level productivity gaps, and work with functional leaders to address them before they compound. - Identify opportunities to improve sales productivity, conversion, deal velocity, and overall volume. - Optimize account targeting and segmentation strategies to improve customer quality and GTM efficiency. **Strategic Analytics & Initiatives** - Lead analytical work around pricing and monetization, including assessing fee structures, pricing changes, promotional strategies, and alternative models designed to improve revenue, deal velocity, and account quality. - Evaluate plan and package structures to improve ASP, cash collection, product adoption, and customer economics. - Inform channel investment and resource allocation based on the volume, quality, retention, and economics of customers generated by each channel. - Develop analytical frameworks to support key GTM decisions around customer segmentation, targeting, acquisition, retention, expansion, and resource allocation. - Drive cross-functional strategic initiatives from problem identification through analysis and recommendation — partnering closely with the operational and systems teams who implement the fix — and own measurement of impact once it's live. - Serve as a strategic thought partner to GTM leadership, translating data into clear recommendations and helping leadership prioritize where to focus resources and attention. ### You Should Apply If You: - Have 5+ years experience in GTM analytics, revenue operations, sales strategy, or a similar analytical role partnering closely with sales and CS organizations - Have a background in B2B SMB SaaS or marketplace - Have proficiency in Salesforce and understanding of other connected systems like Hubspot, Gong, Outreach, etc. Experience with SQL is a big plus - Are highly analytical and deeply fluent in data, able to move fluidly between the granular and the big picture Have strong judgment — the ability to draw the right insight from the data and translate it into a specific, defensible recommendation rather than an open-ended observation - Are naturally curious and able to hold your ground, building a case that lands with stakeholders through clear storytelling - Are comfortable presenting to sales and CS leadership, with enough business acumen to know when a data-backed idea is actually operationally viable - Have strong problem-solving skills, with the ability to navigate ambiguity and drive solutions proactively while working with minimal direction - Are comfortable in a fast-paced, scrappy work environment and aren't afraid to ask probing questions - Have a high attention to detail, as deliverables will often be presented to senior sales and CS leadership where accuracy is essential - Have strong interpersonal and communication skills with the ability to interact with employees of all levels - Thrive on ambiguity and can define your own scope rather than waiting for a fully-formed brief - Have experience with pricing strategy, channel performance analysis, or account segmentation ### About Our Benefits: - **Expected Base Salary:** $120,000 - $152,000 (depending on candidate location and experience) - Ongoing training and growth opportunities. - A "Best Place to Work" winner multiple times where we focus on creating a great employee experience. - Rock solid medical, dental, and vision plans. - Mental Health Coverage - we offer several programs to support your mental health and wellness goals. - Unlimited Paid Vacation. We expect you to work hard, but still enjoy your personal life - 7 weeks of baby bonding time for all new parents (within the first year of birth or adoption), 8 Weeks of Paid Pregnancy Leave. - 401(k) Matching - Employer-contributing student loan assistance program or continuing education reimbursement program - Employee Stock Incentive Plan. - Pet insurance for your fur babies - Consistent & fair leadership: we’ll share info, set clear goals, show you respect, and treat everyone fairly. - Enough freedom to spread your wings while still holding you accountable.