Senior Analyst, Retail RevOps – GTM Analytics, Territory Design

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $111k - $227k / year

⏰ Full Time

🟠 Senior

📉 Data Analyst

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Toast

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2013

☁️ SaaS

🤝 B2B

SaaS • B2B • Hospitality

Toast is a technology company that specializes in providing integrated software and hardware solutions for the restaurant industry. Their offerings include a comprehensive restaurant management platform that features point of sale (POS) systems, payment processing, online ordering, payroll management, and various operational tools designed to streamline restaurant operations. Toast's platform is tailored to meet the needs of diverse restaurant types, including quick service, full service, fast casual, fine dining, cafes, and food trucks. They also provide resources like industry insights and educational materials to support restaurant success.

📋 Description

• Develop scalable analyses across sales execution, pipeline health, account prioritization, market coverage, territory performance, sales productivity, and growth planning. • Create decision support tools surfacing whitespace, high-priority accounts, coverage gaps, outreach penetration, funnel performance, and execution opportunities. • Conduct TAM, segment, and coverage analyses guiding leadership investments and scaling. • Build and maintain scalable enrichment workflows cleaning, classifying, and enhancing 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: vendor evaluation, procurement support, relationship management, and data quality oversight. • Translate ambiguous business questions into structured approaches, insights, and recommendations for stakeholders. • Design and execute advanced territory models that optimize sales coverage, ensure rep equity, and maximize market penetration across new retail segments and geographies. • Lead the annual and mid-year territory carving processes, translating leadership’s high-level capacity targets into balanced, data-driven books of business. • Develop territory visualization and mapping tools giving sales teams visibility into market coverage, prospect density, whitespace, and prioritization opportunities. • Partner directly with sales leadership to evaluate territory health, diagnosing under-covered markets, capacity bottlenecks, and expansion opportunities. • Conduct TAM, segmentation, and propensity-to-buy analyses to guide leadership on where to deploy the next dollar of sales investment. • Migrate legacy territory planning workflows into scalable systems across Salesforce, Snowflake, and Sigma. • Build SQL/Python automations to improve data quality, automate scoring models, and streamline account-to-territory routing. • Manage territory data loads, mapping configurations, and rule exceptions in partnership with central business technology teams. • Enrich and classify prospect data using LLMs and third-party data vendors to sharpen our account prioritization models. • Serve as the Retail SME on market coverage, rules of engagement (ROE), and territory analytics. • Build automated tools monitoring ROE exceptions, partnering with central governance to improve compliance workflows and automate conflict resolutions. • Measure territory productivity, providing leadership with dashboards that track pipeline health, quota attainment by territory type, and outreach penetration.

🎯 Requirements

• 5+ years of experience in revenue operations, sales strategy, or GTM analytics • Demonstrated experience carving territories using data-driven methodologies • Advanced SQL skills and experience within modern cloud data warehouses (Snowflake, BigQuery, or Redshift) • Experience building dashboards, reports, analytics tools, or workflows supporting decision-making • 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 • Strong stakeholder management skills • An entrepreneurial mindset • Bachelor's degree in a quantitative field or equivalent experience

🏖️ Benefits

• Competitive compensation and benefits programs • Health insurance • 401(k) matching • Flexible work hours • Paid time off • Professional development opportunities