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ExaExaSan Francisco, CA

Revenue Insights Manager

Owns Exa’s revenue analytics function, including governed GTM metrics, forecasting, reporting cadences, territory and productivity insights, and AI-native analysis workflows. Requires 6+ years in revenue analytics, GTM strategy, business intelligence, or finance, plus advanced modeling and executive communication skills.

180k – 275k/yr
On-site6+ YOERevenue Operations

About the role

Responsibilities

Core Revenue Reporting & Business Rhythm

  • Own the recurring reporting stack: weekly business reviews, monthly and quarterly GTM reviews, and board-level revenue exhibits.
  • Produce and manage core revenue metrics, including ARR, CARR, net new ARR, NDR, GDR, logo and dollar retention, pipeline coverage, win rate, sales cycle, and segment-level performance.
  • Review leading and lagging indicators against SMART goals and derive recommendations.
  • Own analytics-based forecasting to complement bottom-up field forecasting and maintain strong forecast accuracy.

Metric Definitions & Data Layer

  • Own a living metrics dictionary across Sales, Marketing, Finance, and Product, including definitions, calculation logic, and caveats.
  • Partner with Revenue Systems and Data Engineering on governed data models and pipelines for analytics.
  • Retire duplicate and contradictory reporting and establish a documented source of truth.
  • Build a context layer in ClickHouse to support credible, actionable, agentic GTM workflows.

Segment, Territory & Productivity Insights

  • Analyze seller productivity, including ramped attainment, pipeline generation per representative, win rates by segment and account archetype, and coverage allocation.
  • Quantify ICP performance, including retention, expansion, and conversion by account profile, and inform targeting, territory design, and hiring plans.
  • Analyze cohort and retention behavior in a consumption model, including usage-driven expansion, contraction signals, and revenue concentration exposure.
  • Deliver analysis for territory design, account allocation, market-entry decisions, new verticals, and new regions.

AI-Native Analysis

  • Build agentic analysis workflows that provide trustworthy answers to leadership and field teams.
  • Automate recurring analysis so time can focus on novel business questions.
  • Advance AI-assisted revenue analysis practices.

Requirements

  • 6+ years of experience in revenue analytics, GTM or sales strategy, business intelligence, or finance at high-growth B2B technology companies.
  • Clear ownership of recurring revenue reporting.
  • Advanced modeling skills covering capacity models, funnel models, quota and attainment mechanics, and scenario analysis.
  • Deep familiarity with the Salesforce data model and CRM data-quality issues.
  • Strong command of consumption revenue metrics, including NDR, cohort windows, and ARR-basis edge cases.
  • Excellent executive communication, including clear recommendations, confidence levels, and caveats.
  • Intellectual honesty about uncertainty and data limitations.
  • Comfort working as the analytics function in a fast-moving, small-team environment.
  • Experience producing board-level revenue materials or supporting a fundraise or IPO-readiness process.
  • Python or R experience for analysis beyond SQL, including cohort and propensity analysis.
  • Prior experience at companies selling developer tools, APIs, or data infrastructure to technical buyers.

Compensation & Benefits

  • Exa has raised $111M from Benchmark, Lightspeed, Y Combinator, and NVIDIA’s NVentures at a $700M valuation.

Skills

SalesforceClickHouseHubSpotGongSQLPythonRRevenue Forecastingcapacity modelingfunnel modelingcohort analysispropensity analysisarr metricsData Modelingai-assisted analysis

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