Staff AI Analyst, GTM Intelligence

Job description

Zscaler (NASDAQ: ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Distributed across 200+ public data centers globally and thousands of private sites at the edge, the SASE-based Zero Trust Exchange is the world’s largest in-line cloud security platform. We believe the future of work is Human + AI and are building an AI-native enterprise where human potential is amplified by machine intelligence to solve the world’s hardest security challenges. Driven by deep customer obsession, we are committed to the mission, outcome, and to each other. We bring these commitments to life through three core behaviors: ownership and collaboration, trust through outcomes and impact, and a challenge culture with ongoing feedback. Ready to make an impact at the company pioneering security transformation in the AI era? Join us at Zscaler. **Role** You will combine deep SaaS GTM domain knowledge with experience defining decision-grade signals for direct sellers, and partner with engineering to bring them to life as AI agents. In this role, you will identify where reps and sales leaders need real-time signals, and work with engineering to build and prioritize the roadmap for how AI-generated signals power seller decisions across the direct sales motion. #### **What You'll Do (Role Expectations)** - Partner with Sales and RevOps leadership to identify where reps rely on gut feel, and define signals (deal risk, expansion opportunity, churn risk, next-best-action, account prioritization) that convert raw GTM data into decisions reps can act on - Own the signals repository covering business logic, inputs, owner, and status for every signal in the direct sales motion, as the single source of truth for GTM and engineering - Partner closely with engineering through build and iteration, translating business logic into requirements, reviewing outputs, and course-correcting based on real seller behavior - Prioritize the signal roadmap across the full seller journey - prospecting through renewal - and drive adoption by embedding signals into existing workflows (CRM, Slack, dashboards) - Present signal performance and business impact to GTM leadership in terms tied to revenue outcomes like pipeline conversion, retention, and rep productivity #### **Who You Are (Success Profile)** - You are a strategic translator who can bridge the gap between ambiguous business needs and concrete, buildable engineering requirements - You are highly analytical and detail-oriented, taking pride in maintaining a single source of truth that drives decisions across the sales org - You are outcome-focused and execution-driven, with a track record of delivering solutions that teams actually adopt rather than just creating proof of concepts - You are an exceptional collaborator who builds strong cross-functional partnerships across Sales, RevOps, and technical engineering departments - You are a strong communicator who can translate complex data, performance metrics, and technical signals into compelling, revenue-focused narratives for leadership #### **What We're Looking For (Minimum Qualifications)** - Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain - 4-7+ years of experience in a GTM analyst, RevOps, or Sales Strategy role at a B2B SaaS company, with strong domain knowledge of direct selling motions - Proven ability to translate an ambiguous seller pain point into a concrete, buildable signal specification - Track record of successfully shipping analytical solutions or processes that sellers actively adopted in production #### **What Will Make You Stand Out (Preferred Qualifications)** - Proven ability to leverage AI technologies and workflows to drive operational efficiency, backed by exposure to how AI agents or models are built - Experience with multiple signal types, showing analytical range across the sales funnel - Familiarity with CRM platforms such as Salesforce or Dynamics #LI-Hybrid #LI-NT1 At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: - Various health plans - Time off plans for vacation and sick time - Parental leave options - Retirement options - Education reimbursement - In-office perks, and more! Learn more about Zscaler's hybrid working model and benefits [here](https://www.zscaler.com/candidate-resource-hub). By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. *See more information by clicking on the* [*Know Your Rights: Workplace Discrimination is Illegal*](https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf) *link.* Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.